• Lead the Strategic Buyer Initiative and other strategic business development initiatives focused on expanding SN’s presence within the AEC market • Identify and pursue new business opportunities within existing client accounts with emphasis on expanding wallet share • Lead complex, multi-service sales cycles from initial contact through contract negotiation and close • Build and maintain a robust pipeline of qualified opportunities targeting AEC clients • Partner closely with the Chief Growth Officer to establish and achieve annual sales targets • Mentor business development staff, regardless of reporting structure, and contribute positively to team culture and development • Serve as a trusted advisor to AEC firm leaders and executive-level decision-makers • Coordinate cross-functional teams to deliver comprehensive, client-centered solutions • Facilitate introductions between clients and SN technical experts across service lines • Monitor client engagement and identify opportunities to deepen and expand relationships • Represent SN at national and state conferences, roundtables, ACEC events, and legislative forums to strengthen brand presence and generate qualified prospects • Support industry alliances and strategic partnerships that enhance SN’s market position

• Drive B2B growth by acquiring new clients and strategic partners globally • Conduct proactive outbound outreach and account-based sales activities, both online and offline • Present and promote the product vision, value proposition, and success cases to potential partners • Identify and develop new business opportunities, including new markets, features, and product supply packages • Contribute to positioning and communicating the product’s benefits to the broader market • Collaborate cross-functionally to align business development efforts with product and strategic objectives

• Responsible for executing high volume prospecting efforts daily, including phone, email, and social media outreach, to generate qualified leads • Responsible for gaining a product and industry expertise to effectively convey the value of AvidXchange’s Automated A/P solutions • Responsible for conducting online research on respective account’s organizational structure, leadership changes, and key needs and then leverage those insights to develop messaging and content for outbound communications • Identify new key contacts (including contact information) from target buying centers not in the salesforce automation (SFA) system, marketing automation platform (MAP) or customer data platform • Responsible for qualifying leads from marketing campaigns as sales opportunities • Responsible for quickly establishing rapport with prospect's (up to C-Suite level) and understanding their needs in order to overcome objections and suggest appropriate products/services • Teamwork is must! Collaborate continuously with internal stakeholders (including Marketing, Account Managers, Account Executives, etc.) to build and execute on aggressive prospecting strategies • Schedule online product demonstrations for an assigned Account Executive or Account Manager • Meet or exceed sales goals and other KPI’s monthly • Proactively seek new business to build a strong pipeline outside of generated leads in respective vertical

• Develop and own CivicPlus’ Higher Education growth strategy • Identify emerging trends and translate market insights into actionable initiatives • Lead enterprise-level sales efforts across Higher Education institutions • Establish trusted advisor relationships with university executives • Drive pipeline development and maintain accurate forecasting • Represent CivicPlus at Higher Education conferences and cultivate strong relationships