• Lead new business development for a U.S. territory • Manage the entire sales process from cold calls to closing contracts • Work alongside technical staff, marketing, and partner companies to deliver exceptional value • Develop territory plans and optimize sales cycles • Hit sales targets while building strong client relationships

• Support the Calix sales organization by assisting with territory research • Assist with prospect identification and account planning activities • Analyze CRM data • Prepare customer-facing materials • Collaborate with Marketing on outreach campaigns • Participate in internal sales calls and customer meetings

• Partners with Marketing, Business Development, and Product Team to develop sales strategies that will produce maximum market penetration. • Meeting and/or exceeding the assigned business targets in a specific geographic area or account. • Provides sales support in preparation for large proposals by the Bid and Proposals team and created bids for small proposals by identifying objectives, strategies, and action plans to improve short- and long-term sales earnings and capturing new business. • Reviews market analysis to determine customer needs, price schedules, and discount rates. • Analyzes sales statistics to formulate policy and promote sales. • Delivers sales presentations and demonstrations to key clients, negotiates and closes deals. • Meets with senior level management of clients and leads customer interfaces making recommendations for capture strategy. • Maintains relationships with customers, including timely responses and ensuring customer are kept current on product development. • Develops and presents business cases for internal review and communicate development on a regular basis. • May manage a team of sales representatives and/or engineers, ensuring training and resources are aligned for territory and engage team to drive innovative and relevant technologies. • Up to 50% of travel required.

• Lead, coach, and scale StartEngine’s Private Sales team of FINRA-registered representatives • Evaluate, hire, onboard, and train new sales talent as the business continues to grow • Set clear performance expectations, sales targets, and accountability frameworks • Drive revenue by improving sales process, deal execution, and investor engagement • Actively coach reps on calls, deal strategy, objection handling, and closing • Monitor KPIs, conversion rates, and pipeline health to optimize performance • Ensure compliance with FINRA regulations and internal policies across the team • Partner closely with executive leadership, compliance, and operations to support growth initiatives