Business Development Representative  The Business Development Representative (BDR) is a fast-paced, competitive role, responsible for collaborating with our Field Sales team to identify and develop new opportunities across the full Gordian suite of solutions and driving opportunities within existing accounts. An ideal candidate will have working knowledge of capital planning and experience with construction procurement across a variety of institutions in the United States.     The successful candidate will be a highly effective communicator who interacts with a team at all levels and is self-motivated, driven to succeed, goal-oriented, methodical, and tenacious.    Responsibilities:  - Develop and maintain an expert level of knowledge of all Gordian products and solutions in assigned territory or vertical market   - Produce Sales Qualified Leads (SQLs) using established criteria and coordinate engagements with our Field Sales Representatives  - Develop and manage lead funnel within assigned territory or vertical market  - Engage prospects using phone, email, and social media platforms  - Align efforts with Marketing on strategic campaigns to grow existing customer base in regions where an anchor client is established  - Identify dormant accounts/ closed lost opportunities with Field Sales and drive re-engagement efforts  - Collaborate with Sales Ops, Marketing, Operations, and Group Purchasing partners for resources and support in strategically targeting assigned territory   - Track and manage prospecting, qualification, outreach, and nurture activities in our CRM platform (Salesforce.com) and in our sales engagement software (SalesLoft)  - Embrace the FBS philosophy and consistently utilize the daily management tools provided to track and drive performance against individual and team goals  - Adhere to standard work practices and consistently perform at a level achieving and exceeding all activity and sales metrics  Qualifications:  - 2 or more years of Business Development and prospecting experience in the B2G or B2B environment   - Bachelor's degree desired, but relevant work experience will be considered  - The ability to research and identify leads and move them through a formal sales process effectively  - Proven skills at building and maintaining effective client relationships   - Track record of successfully reaching, and exceeding, established sales quotas  - Exceptional verbal, written, and listening skills, as well as the ability to communicate clearly and concisely with customers and all levels of management  - Discipline to maintain high activity level and call volume while tracking all activities in our CRM platform (Salesforce.com) and sales management Software (SalesLoft)  - Strong attention to detail; making and keeping commitments and meeting deadlines  - Capital planning and construction procurement knowledge is beneficial but not required  - Ability to travel up to 10%  Fortive Corporation Overview Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions. We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions. We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating. Fortive: For you, for us, for growth. About Gordian Gordian is the world’s leading provider of facility and construction cost data, software and services for all phases of the building lifecycle. A pioneer of Job Order Contracting (JOC), Gordian’s offerings also include our proprietary RSMeans data and Sightlines Facility Intelligence solutions. From planning to design, procurement, construction and operations, Gordian’s solutions help clients maximize efficiency, optimize cost savings and increase building quality. Gordian is a part of the international business group Fortive, with 26,000 people employed worldwide. We offer an excellent benefits package including medical, dental, vision, life and LTD insurance, HSA, and a 401(k) retirement plan. EOE/AA/M/F/Vets/Disabled We Are an Equal Opportunity Employer Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at applyassistance@fortive.com.

• Own the full sales cycle, from prospecting to closing deals ($250K+ average deal size). • Exceed revenue quotas through value-based solution selling. • Manage multiple opportunities while coordinating internal resources across various sales stages. • Expand market presence by identifying new opportunities and growing existing accounts. • Build and nurture client relationships through strategic networking and engagement. • Serve as a thought leader in AI, data, and analytics. • Partner with delivery teams to craft tailored, high-impact solutions. • Engage with C-suite executives, addressing their most critical business needs. • Leverage CRM insights to track sales performance, refine forecasts, and enhance pipeline visibility. • Foster a high-performance, entrepreneurial sales culture.

• Act as a strategic advisor and hands-on contributor to refine BD approach. • Strengthen deal flow quality and guide key partnership decisions. • Focus on high-impact activities—shaping sourcing strategy and supporting evaluation of top opportunities. • Advise on partnership structures, deal terms, and negotiation approaches. • Share insights on market trends and contribute to shaping Accelerator sourcing priorities.

• Identify, evaluate, and prioritize potential DeFi partners (protocols, DAOs, liquidity providers, and institutional players) that align with the protocol’s goals. • Manage the lifecycle of partnerships, from initial outreach to closing and ongoing relationship management. • Map and analyze the DeFi landscape to spot emerging trends, new protocols, and innovative business opportunities for Makina. • Develop and execute go-to-market strategies to expand Makina’s reach and drive adoption. • Represent the protocol at major events, forums, and governance discussions to build brand presence and source new opportunities. • Develop and execute comprehensive strategies to grow Makina’s Total Value Locked (TVL) by attracting both retail and institutional capital. • Monitor TVL metrics, analyze user behavior, and leverage data-driven insights to optimize growth tactics and address potential barriers to capital inflow. • Build relationships with institutional players to onboard large-scale liquidity.