• Serve as the client’s senior partner, shaping scopes, clarifying goals, leading presentations, and building enduring relationships that anticipate needs and drive growth • Provide insight and direction across projects, ensuring deliverables reflect client goals and broader strategy • Lead goal setting and proposal development to expand client engagements • Align cross-functional teams (research, strategy, creative, digital, media) around client goals and project outcomes • Act as a trusted escalation point, resolving challenges quickly and diplomatically • Navigate complex campus environments, align diverse stakeholders, and keep momentum toward shared institutional outcomes • Deliver compelling presentations that simplify complexity, inspire confidence, and facilitate decision-making across executive and working groups • Proactively identify opportunities for client growth and contribute to agency-wide revenue goals

• Owns full sales cycle • Drive outbound pipeline and new logo acquisition • Sell offshore development, product engineering, and custom software services • Engage CXOs, technology leaders, and procurement stakeholders • Partner with pre-sales on discovery, solutions, and proposals • Maintain accurate CRM, pipeline, and forecasts

• Develop and execute comprehensive account plans to penetrate high-value target organizations and navigate complex corporate structures. • Establish and nurture relationships with C-Suite stakeholders (CEO, CTO, CFO) and department heads to align Joist AI with their strategic business goals. • Lead sophisticated sales cycles involving RFP responses, security reviews, and multi-stakeholder consensus building. • Orchestrate the negotiation of complex enterprise contracts and procurement processes to ensure mutually beneficial outcomes. • Represent Joist AI at major industry conferences and events to build network influence and brand visibility.

• Own the full enterprise sales cycle for PMQ+, from outbound prospecting through close • Sell leadership development and mentoring solutions into HR, L&D, Talent Development, and OD teams • Lead discovery with CHROs, CLOs, VPs of Talent, Heads of L&D, and HR Business Partners • Position PMQ+ as a solution for: manager effectiveness, leadership behavior change, retention and burnout reduction, performance and accountability • Navigate and close complex, multi-stakeholder sales cycles (4–9 months) • Build pipeline independently through relationships, referrals, partnerships, and targeted outreach • Collaborate with SHRM’s sales team on select opportunities (supporting deals, not owning the partnership) • Develop new strategic partnerships outside SHRM to expand PMQ+ distribution • Accurately manage pipeline, forecasting, and deal progression in HubSpot