• Build and maintain a strong pipeline of regional and multi-site convenience store clients • Drive Mashgin's growth and market penetration within assigned national convenience store accounts • Serve as the primary relationship owner and business architect • Orchestrate cross-functional collaboration across multiple geographic regions to maximize revenue opportunities • Strengthen strategic partnerships with key retail customers on a global scale

• Manage and execute the full sales cycle, from prospecting to closing deals with local government accounts in the assigned territory. • Serve as a trusted expert in government operations for policy creation, management, and publication. • Source State and Local Government opportunities. • Conduct expert-level discovery calls and product demonstrations with prospects. • Identify customer pain points and align Esper’s solutions to address them effectively. • Navigate competitive sales opportunities by successfully positioning Esper as the go-to choice for local governments. • Assist buyers in navigating procurement processes to ensure smooth and efficient contracting. • Build and maintain a strong pipeline of prospective clients within the assigned region. • Host 7+ weekly prospect meetings in-person and online. • Maintain accurate and up-to-date CRM records of deals, meetings, and activities. • Provide accurate revenue forecasts on a weekly, monthly, and quarterly basis. • Conduct market research to uncover new trends and opportunities in government policymaking. • Represent Esper at industry events and conferences, promoting the company and connecting with decision-makers. • Collaborate with marketing, professional services, operations, and product teams to deliver a seamless client experience. • Offer feedback to product and leadership teams to refine Esper’s offerings based on client insights. • Share best practices with sales colleagues on successful messaging, strategies, and approaches to drive growth across the broader team. • Travel for on-site prospect meetings 25-33% of the time

• Collaborate closely with the Country Director and global leadership teams to manage client relationships daily and support vendor/partner engagement activities that nurture ongoing business partnerships. • Oversee transaction execution, ensuring that billing and collections occur promptly. • Partner with internal teams to effectively implement business development initiatives aimed at fostering partnerships in the renewable energy sector and onboarding new clients. • Gather customer insights, conduct comprehensive financial due diligence, and collaborate with the credit team to compile investment memos that comply with the company credit manual and investment criteria. • Ensure adherence to internal procedures during customer onboarding and ongoing business interactions. • Participate in regular internal and external meetings to present business updates. • Follow up on meeting outcomes and work collaboratively with various teams at Odyssey. • Maintain current deal pipelines and databases for efficient and accurate management reporting. • Remain updated on industry trends, market developments, and regulatory changes to support strategic decision-making and business planning.

• The Senior Account Executive has responsibility for attainment of monthly pipeline generation and sales goals. • The right candidate must be able to develop and maintain or leverage existing relationships with Senior Executives (C-Suite, VP, etc.) within our target payer markets. • The candidate must be able to develop and execute a targeted sales plan within prospective accounts, including target identification, prospecting, organizing resources, leading meetings and demonstrations with prospects, closing deals and facilitating contract negotiations. • Execute a sales plan with a focus on exceeding individual ARR goals. • Build and maintain a healthy pipeline of new business. • Conduct outbound outreach, including phone, email, and social media. • Engage prospects through a deep discovery process. • Develop and deliver demonstrations of the Lumiata offering to C-level executives. • Structure deals to maximize customer retention and revenue. • Negotiate complex deals with C-level & senior executives.