• Build and manage a pipeline of 3-4x quota focused entirely on net-new Federal Civilian Agencies • Conduct deep account research and territory mapping to identify high-potential targets, understand their business challenges, technology stack, and competitive landscape, then develop targeted outreach strategies • Execute multi-channel prospecting campaigns including personalized outreach, executive engagement, event-based selling, Tech Alliance partners, VARs and creative approaches to break into accounts where you have no existing relationships • Lead complex sales cycles from first contact through close including discovery, solution positioning, proof of concept/pilot coordination, proposal development, negotiation, and contract execution across 4-6 concurrent opportunities • Orchestrate cross-functional resources (sales engineering, product, customer success, legal, security) effectively despite limited availability, ensuring each interaction adds maximum value to the sales process • Navigate procurement, security, and legal reviews within large Federal Civilian agencies, managing vendor questionnaires, security assessments, contract redlines, and compliance requirements that can extend cycles by months

• Responsible for converting qualified leads into long-term customers • Re-qualify identified opportunities with prospects • Effectively communicate the value proposition of our procurement software to potential customers • Maintain and update records of all interactions and prospects in our CRM system • Work closely with internal stakeholders to align strategies and develop effective sales processes

• Own revenue responsibilities for Garner’s fully & self-insured market, focusing on the 50-200 life segment • Continue and expand on Garner’s existing fully insured broker partnerships • Develop foundational infrastructure and processes for tracking our fully insured sales and partnership pipeline

• Proactively source and originate new business by building and nurturing relationships with dealers and business owners • Embrace outbound prospecting and maintain a consistent flow of transactions • Follow up on marketing applications and leads with urgency and consistency • Structure and sell equipment financing transactions • Maintain high levels of communication with clients and internal teams to ensure a seamless closing process • Consistently meet and exceed monthly sales quotas and bring a competitive attitude to the team