• Research prospective accounts in targeted markets, pursue leads and follow through to a successful agreement • Understand the target markets, including industry, company, project, and company contacts and which market strategies can be used to attract clients • Collaborate with marketing and sales teams to ensure that milestones are achieved • Maintain relationships with current clients and identify new prospects • Possess a strong understanding of our products, our competition in the industry and positioning • Follow the latest industry developments and stay up-to-date on the competitive landscape • Maintain customer activity in the CRM platform

• Owning the full outbound motion: assisting building target lists, prospecting via phone/email/LinkedIn, running discovery, scheduling CEO calls, and assisting with closing deals. • Maintaining a high-activity cadence (daily outreach, weekly follow-ups) with disciplined CRM hygiene and next‑step setting. • Building and managing a predictable pipeline across both franchise prospects and municipal/large commercial sales opportunities. • Qualifying leads against defined criteria; advancing only strong, long‑term fits and knowing when to say no to a lead. • Shepherding leads through the sales funnel journey and coordinating the process (follow up calls, meetings, “discovery days”, etc.) • Building lightweight, repeatable processes and templates (email sequences, call talk tracks, proposal outlines) to scale results. • Actively collaborating on marketing on campaigns, events, and lead-gen; provide feedback loops to improve conversion quality.

• Foster collaborative partnerships with operations and the sales team to devise and implement strategic growth initiatives within the region. • Lead and guide the regional sales team in promoting TheKey's services across various service lines. • Conduct regular assessments of team members' performance, ensuring accountability in surpassing growth Key Performance Indicators (KPIs). • Collaborate closely with operations to optimize the process of client acquisition and retention. • Establish and maintain strategic relationships with key stakeholders to enhance brand visibility and foster new business opportunities. • Actively participate in Monthly Operating Reviews and strategic meetings with the Executive Team.

• Lead & Manage the BDR Team • Lead, coach, and develop a team of 5+ BDRs focused on high-quality outbound activity. • Set clear expectations around daily activity, meeting targets, and pipeline contribution. • Conduct regular 1:1s, call reviews, and performance coaching sessions. • Support hiring, onboarding, and ramping of new BDRs as the team grows. • Own Team & Individual Performance • Carry an individual quota alongside responsibility for your team’s collective quota. • Make high-volume outbound calls to book intro meetings with qualified prospects. • Monitor team performance metrics (calls, meetings set, conversion rates) and proactively address gaps. • Lead by example through strong execution, messaging, and objection handling. • Improve Process & Messaging • Collaborate with Growth and Sales leadership to refine outbound scripts, targeting, and ICP focus. • Identify patterns in successful outreach and turn them into repeatable best practices. • Use live prospect research to uncover relevant angles and teach reps how to do the same. • Participate in weekly performance reviews and contribute insights to improve outbound strategy.