• Drive product specifications with government agencies to achieve profitable sales growth. • Build and maintain strong, long-lasting customer relationships by understanding their needs and providing solutions through a consultative sales process. • Support ITS installation and maintenance contractor with excellent training, customer service and first level technical support. • Navigate a complex sales cycle with multiple stakeholders and build relationships with decision makers throughout. • Achieve agreed-upon sales targets and outcomes within the scheduled timeline. • Actively participate in webinars, trade shows, conferences, and seek opportunities to present to industry groups. • Keep abreast of product changes, market trends, competitor activities, and industry developments to identify opportunities for growth. • Educating consulting engineers through lunch-and-learns and other mechanisms on wrong way vehicle detection technologies, the safety benefits of such systems and potential integration with Advanced Traffic Management Systems. • Assist the quoting and technical writing teams to provide key information needed to develop project take-offs (line items required), bid quotations, site drawings, and technical engineering submittals. • Ensure accurate expense reporting and adherence to the corporate budget. • Regularly update colleagues on progress and provide sales forecasts for the territory. • Utilize CRM for accurate reporting and analysis. • Other duties and projects as assigned in the role of Business Development Manager.

• Follow up with inbound leads immediately • Conduct qualifying conversations via phone or Zoom • Understand their fundraising goals and challenges • Schedule high-quality meetings for Account Executives

• Proactively reach out to nonprofit organizations via phone, email, and social channels to initiate conversations. • Use thoughtful questioning to identify gaps in fundraising processes, event execution, peer-to-peer strategy, donor engagement, or technology stack. • Determine whether there is a legitimate problem, timeline, and willingness to explore change. • Book well-qualified conversations for Account Executives to begin a deeper sales process. • Take ownership of a vertical or territory and build a sustainable pipeline through consistent daily activity. • Maintain accurate notes, follow-up tasks, and pipeline visibility in Salesforce.

• Drive pipeline and revenue growth for Kraken 360 • Own the full sales cycle across projects, foundations, and token teams • Build and manage a network of third-party partners • Run point on client communications and internal coordination • Keep pipeline and CRM hygiene tight