• Lead and grow Away From Home foodservice sales across the assigned territory, delivering new operator acquisition and incremental volume growth • Serve as Califia Farms foodservice brand representative and local market expert, ensuring strong brand presence and relevance across key channels • Execute targeted market and operator sales plans aligned to channel goals and strategic initiatives • Assess local market dynamics, including competitive activity and operator trends, and translate insights into territory performance improvement and quarterly planning • Prospect, develop, and sell to new foodservice operators within assigned markets, with a strong focus on café, bakery, breakfast, and other beverage-centric accounts • Participate in channel trade shows and local market events to generate qualified leads, support operator conversion, and strengthen market presence • Develop and maintain a new business pipeline, providing clear visibility into opportunity timing, expected volume, and overall impact • Maintain disciplined pipeline management, forecasting, and reporting using Salesforce and Power BI • Own and actively manage key performance metrics, including qualified leads, new account conversion rates, menu placements, and customer retention • Produce quarterly market and performance summaries highlighting sales activity, competitive trends, and volume contribution

• Penetrate assigned ESCO accounts and build new ESCO relationships to secure Aeroseal inclusion in active and planned performance contracting projects, with primary focus on commercial duct sealing • Develop trusted advisor credibility by educating ESCO teams on Aeroseal duct sealing benefits, building performance standards, and current and emerging energy codes relevant to project development • Lead high-level opportunity scoping, including site walk-throughs, limited auditing, and field work as appropriate, and translation of findings into executable project scopes in collaboration with estimating and project development • Own proposal outcomes for ESCO accounts, including executive summary creation, value narrative, and coordination of inputs, ensuring all submissions meet Aeroseal professional, brand, and quality standards • Drive internal deal reviews for pricing strategy alignment, margin targets, scope clarity, delivery feasibility, and accurate value representation, and enforce the proposal review and approval policy • Provide weekly updates to the Director of Sales for NA Commercial Sales on ESCO pipeline movement, proposal status, deal risk, and enablement needs, aligning on quarterly targets, resourcing gaps, and high-priority opportunities • Collaborate with the ESCO National Sales Lead on weekly activity planning, account plan reviews, and deal strategy • Partner with Project Developers and Field Operations and support teams to ensure post-sale execution quality, risk tracking, project success, and process feedback loops from field to proposal to close • Support Aeroseal's national ESCO tradeshow and thought leadership strategy, representing Aeroseal at key industry events and strengthening market credibility through public engagement and strategic messaging • Ensure Salesforce opportunities include clear commitment dates, stage movement, accurate risk assessments, and supporting notes. • Drive awareness and pull-through of additional Aeroseal solutions by identifying adjacencies within ESCO accounts and partnering internally to position the right line of business for each project • Maintain accurate forecasts, meeting minutes, account plans, and weekly activity reporting, with weekly targets for outreach, meetings, project inclusion milestones, and opportunity creation

• Recruit, mentor, and inspire a team of Business Development Representatives in the Atlanta, Georgia area to exceed lead generation targets. • Define and refine outreach strategies, leverage data-driven insights, and continuously enhance team performance through key performance metrics. • Work closely with Sales, Marketing, and Product teams to develop and execute effective inbound and outbound lead generation strategies. • Improve workflows related to prospecting, lead qualification, and sales transition. • Demonstrate effective outreach strategies, nurture relationships, and contribute to closing deals. • Develop training programs to equip BDRs with essential skills, product knowledge, and industry insights. • Navigate uncertainty with confidence, make informed decisions, and proactively drive business growth in evolving market conditions. • Keep up with industry developments, competitive landscapes, and evolving customer needs.

• Connecting with prospects using phone and email and responding to all inbound leads • Procuring Sales Qualified Leads for Account Executives • Documenting daily activities in Salesforce CRM • Working closely with the sales team to accelerate the sales cycle for Enterprise accounts, and to extend reach into target accounts • Recommending process enhancements for more targeted demand generation efforts and improved selling technique • Representing and protecting the Jumio brand with integrity and professionalism at all times in all written and oral communications