• Own your territory: Identify, prospect, and close new dealership customers through in-person visits, cold outreach, referrals, and networking • Sell consultatively: Deliver compelling demos and presentations that clearly articulate business value—not just features • Build relationships: Develop trust with dealership decision-makers and understand their operational and payments needs • Close deals: Negotiate pricing and contract terms while protecting margin and customer value • Hit your number: Consistently meet or exceed monthly and quarterly sales targets • Stay sharp: Monitor market trends, competitors, and industry changes—especially payments compliance by state • Keep it tight: Maintain accurate CRM records and provide clear sales reporting • Support the handoff: Partner with Payments Deployment and Training teams to ensure smooth onboarding and customer satisfaction • Collaborate: Work cross-functionally with Sales, Marketing, Product, and Customer Support to drive overall growth

• Serve as point of contact for specific customer account management matters. • Work with existing clients and prospect Mid Market clients. • Maintain strong and lasting relationships with customers. • Support relationships of trusted advisors with key accounts and interested clients.

• Selling to net new accounts. • Identify and open doors at new accounts in the Co-Location / Data Center sales sector. • Utilize your existing industry contacts to secure meetings. • Follow up on our senior BDR’s own contacts. • Set up initial sales discovery calls and product demonstrations. • Analyze existing customers and map the potential for upsells of more modules, products and sites. • Develop a plan of action to achieve an increase in sales by customer. • Selling the entire MCIM portfolio including our new Reliability Benchmarking packs. • Learn the details of each product and present the technical and business benefits of the MCIM Operating System. • Have a deep understanding of the way businesses operate, and the priorities that drive decisions from the C-level. • Create demand by uncovering business problems and matching them to our solution. • Uncover business initiatives and pain points to map back our solutions across multiple lines of business. • Build credibility and trust while influencing buying decisions. • Sell on value and return on investment vs. technical functionality. • Generate a pipeline that leads to closed revenue. • Achieve Quarterly and Annual sales targets. • Other duties as assigned from time to time.

• Conduct discovery and onboarding calls to identify client needs. • Follow up with prospects throughout the sales cycle to ensure their requirements are met. • Demonstrate the value of our products and services to potential buyers. • Contribute to the enhancement of our sales processes and documentation for yourself and others. • Maintain accurate and timely data in our CRM system to ensure our records are up-to-date. • Cultivate long-lasting, mutually beneficial relationships with external contacts and internal teams to enhance the customer experience. • Work cross-functionally with IT to complete any RFP or security questionnaires as part of the sales cycle. • Collaborate within and outside of the Sales team to share knowledge, learnings and continuously improve sales practices. • Relay feedback from prospects to our product team to inform future developments. • Perform any additional tasks assigned by management that contribute to the improvement of the sales team or achievement of revenue goals, including but not limited to attending events/conferences or hosting internal training sessions. • Other responsibilities as required.