• Own the end-to-end sales cycle: prospecting, discovery, solution positioning, negotiations, and closing. • Drive new business acquisition with enterprise and mid-market accounts. • Expand existing customer relationships through up-sell and cross-sell opportunities. • Build trusted advisor relationships with executives, decision-makers, and champions. • Ensure customer success teams are set up to deliver long-term value post-sale. • Collaborate with marketing to optimize lead generation, messaging, and campaigns. • Maintain accurate forecasting, pipeline hygiene, and CRM discipline.

• Communicate and drive activity to develop new and cultivate existing partnerships within our institutional and business to business channels including advisors, wholesalers, DCIO & clients. • Leads sales initiatives for advisors and centers of influence for assigned states and direct sales (i.e. desk to desk opportunities) • Conducts sales and product presentations to all intermediaries. • Provide coaching and guidance to overall Sales Team • Work to continuously develop market knowledge and understanding to drive activity to help support the business plans of our sales consultants. • Help coordinate, support and facilitate advocacy for local industry events to expand relationship building, increase education, share knowledge, and drive new business. • Leverage FuturePlan’s investment in innovative and best in class tools, resources, training, and industry expertise to manage business opportunities and increase proposal activity to expand our brand and services among our business communities • Support the Sales Consultant team by enhancing productivity and accessibility to positively influence overall sales effectiveness by establishing a model of proactive engagement with influencers. • To help measure, monitor and support progress toward business development initiatives in assigned territories and assist in meeting sales goals by collaborating and developing business plans to help identify and drive critical activity. • To help create and facilitate the delivery of proposals to required parties. • To help update and manage the sales lifecycle of the business pipeline. • To help interpret trends, monitor campaigns, promotions and help focus activity accordingly within our advisor channels. • Help provide plan design consultation support and be able to identify areas of opportunity for business partners to close more business. • Partner with onboarding team to enhance the customer experience during the sales process at various stages including paperwork, client documentation, and plan design consultations to help efficiently bring in new plans. • Performs other duties and special projects as assigned. • To develop an increased knowledge of Retirement Plans, plan design and our industry through continued training. • Efficiently use all internal systems, resources and tools including: Outlook, Word, PowerPoint, Excel, Internet, CRMs, resources and technology. • Responsible for protecting, securing, and proper handling of all confidential data held by Ascensus to ensure against unauthorized access, improper transmission, and/or unapproved disclosure of information that could result in harm to Ascensus or our clients.

• Research target institutions, programs, and stakeholders to understand organizational structure, incentives, and buying dynamics before outreach • Initiate outbound conversations via phone, email, LinkedIn, and other channels to engage the right stakeholders • Lead early conversations that diagnose institutional readiness, outcome alignment, and fit - not just interest • Develop, test, and refine messaging tailored to different buyer personas (career services, program leadership, senior administrators) • Challenge prospects respectfully when their current approach is unlikely to drive real employment outcomes • Disqualify misaligned prospects confidently and professionally • Maintain and nurture a focused book of prospects with thoughtful follow-up and relevant insights • Run structured outreach experiments across messaging, channels, and timing; analyze results and apply learnings • Maintain clean, accurate records in the CRM to support prioritization, follow-up, and learning • Collaborate closely with Sales, Marketing, and Customer Success to share market feedback and improve how we engage the market • Stay informed on trends in hiring, higher education, and AI to engage prospects with credible, relevant insight

• Manage, mentor, and motivate a team of BDRs. Conduct weekly 1:1s, call shadowing, and sequence reviews to ensure consistent performance. • While we have a well-defined sales motion, you will work to continuously expand and adapt our strategy. You will refine scripts, email templates, and outreach cadences to improve conversion rates. • Partner with our talent team to interview, hire, and onboard new BDR talent as we scale. • Own the outbound top of the funnel. Ensure the team hits attainable quotas for qualified opportunities to feed our AEs. • Monitor key metrics (calls, emails, connection rates, meetings booked) to identify friction points and areas for improvement. • Build a culture of learning and growth. You will help BDRs develop the skills necessary to eventually transition into AE or other relevant roles. • Collaborate with Marketing to provide feedback on lead quality and with Sales leadership to ensure a smooth handoff of qualified opportunities.