• Generate revenue from license sales, service sales and maintenance services • Work within an assigned multi-state territory of mid-market companies ($150M - $2B) • Steer the execution of the sales cycle • Identify and manage various indirect sales channels • Sell directly to executive-level decision-makers • Utilize business partners to supplement offerings and provide implementation services

• Drive customer success through strategic, consultative selling • Position CAI as a trusted partner to manufacturers • Lead the end-to-end SaaS sales process • Self-source ~50% of your total pipeline • Build relationships with VP-level decision-makers • Execute against the MEDDPICC qualification framework

• Identify new prospective customers and own the commercial process from initial engagement to contract signing • Develop innovative applications for our software and experiment within customer conversations • Craft compelling stories that articulate the value and potential of our technology to businesses • Foster relationships with key decision-makers and innovators, including executives and senior leadership teams to partner on deploying and growing usage of Runway throughout their organization • Prototype with customers in real time • Grow and expand existing customer accounts using data • Work closely with our Research, Engineering, Product, and Marketing teams to share market insights and identify potential growth opportunities

• Drive revenue growth by helping Texas utility and energy agencies modernize how they serve their communities. • Own the full sales cycle—from prospecting and discovery through demo coordination, proposal, and close—for Texas utility and energy agencies. • Develop a comprehensive sales strategy and business plan to up-sell and cross-sell new products and services to existing client partners within the Texas utility territory. • Build and maintain a pipeline with 3x+ quota coverage; manage forecasts within 10% accuracy in Salesforce. • Lead discovery conversations using value-based selling methodology to uncover operational pain, stakeholder priorities, and budget drivers. • Coordinate and manage all meetings and touchpoints; solution consultants lead product demonstrations for qualified opportunities. • Prepare engaging presentations and demonstrations to groups ranging from 1 to 45+ stakeholders. • Identify and pursue expansion opportunities within existing Granicus customers across the Texas utility segment. • Attend relevant Texas industry events (TASB, AWBD, TML, TCEQ-related conferences) to build market presence and referral relationships.