• Proactively upselling, regaining market share and hunting for accounts to fill a pipeline. • Building and maintaining strategic partnerships in all channels (direct, distribution, GPO & retail), selling to a variety of decision makers within the market segments, including: C-Suite, Lab Managers, and Administrators and Directors. • Discovers, develops, and qualifies leads for the indirect and direct sales channels through outbound sales development activities. • Qualifies leads using the OraSure sales process to ensure appropriate follow-up and follow-through on funnel activities. • Using and properly forecasting in SalesForce CRM system, as well as, maintain a funnel of prospects and move opportunities to a successful close. • Implement channel partner strategies aligned with sales and marketing strategies to increase sales and revenue • Perform successful product positioning to regain market share in lost accounts, as well as, stave off competitive threats in new business attainment. • Stay informed about competition activities to identify opportunities and adapt strategies accordingly to maximize the opportunities. • Support sales managers on responding to bids and contract negotiation. • Collaborate with Sales and Marketing teams to align channel partners efforts with OraSure’s company goals

• Govern and steer strategic initiatives within the business unit and ensure alignment with corporate objectives, and prepare and present strategic updates and recommendations to the executive board and senior management • Develop country-specific strategies to drive revenue growth and monitor measurable impact • Lead go-to-market activities to identify new business opportunities • Shape product and portfolio management according to market requirements and optimize the supply chain to increase regional competitiveness and cost efficiency • Define operational excellence and track operational milestones and KPIs (on-time, on-cost, on-quality)

• Support the execution of strategic initiatives within the Business Unit and prepare analyses and presentations for senior management and board meetings • Develop and implement market strategies, including entry and expansion plans, as well as leading go-to-market initiatives and identify new business opportunities through scouting and business development • Research and identify new business opportunities and emerging trends in close alignment with market requirements and support supply chain optimization to enhance regional competitiveness and cost efficiency • Monitor KPIs and operational milestones to ensure efficiency, quality and cost-effectiveness and support alignment of regional organizational structures with market strategy to enable scalable growth • Participate in customer events and support ENERCON’s representation in external engagements

• Identify, research, and prospect potential customers for Nebius Token Factory’s AI inference platform. • Build and maintain high-quality outbound pipelines across AI-native startups, digital-native companies, and enterprise teams. • Execute multi-channel outreach campaigns to generate consistent top-of-funnel engagement. • Quickly identify high-potential accounts and prioritize outreach based on technical fit, use case, funding signals, and growth indicators. • Conduct initial qualification calls with prospects to understand their AI workloads, infrastructure needs, and business goals. • Assess technical requirements such as model types, latency expectations, scaling patterns, GPU usage, and cost challenges. • Determine readiness, timeline, stakeholder roles, and potential value before handing leads to Account Executives. • Ensure only high-quality, well-qualified meetings enter the sales pipeline. • Run short intro calls to validate fit and gather key technical and business details. • Create structured, clear qualification notes for AEs, ensuring smooth transitions and successful discovery calls. • Support AEs with additional research on target accounts, decision-makers, and product context when needed. • Stay up-to-date on the AI ecosystem, including LLMs, inference optimization, and cost-efficient model serving. • Understand Nebius Token Factory’s offerings—serverless inference, dedicated endpoints, optimization tooling, and fine-tuning services. • Clearly articulate the value of Nebius Token Factory to technical audiences, translating complex concepts into simple, outcome-oriented messaging. • Collaborate closely with AEs, marketing, and product teams to refine ICP, messaging, outreach sequences, and campaign priorities. • Maintain accurate CRM records, ensuring clean data, updated lead statuses, and detailed activity tracking. • Report weekly on outreach performance, prospect engagement, qualified meetings, and pipeline contribution. • Support follow-up from events, conferences, webinars, and partner activities to convert interest into qualified opportunities.