• Collaborate with others to lead the transition of Aptima’s technologies into operational use within the U.S. and across the Department of War. • Guide Aptima’s Technical Operations teams, shape acquisition and transition strategies, and ensure solutions advance from promising innovations to sustained operational capability. • Own service-level portfolio planning, pipeline maturation, win strategies, and strategic teaming. • Ensure alignment between customer needs and Aptima’s technology roadmap, translating DoW performance imperatives into winning business outcomes. • Cultivate and sustain high-level relationships across the U.S. Military Services, DoW acquisition organizations, PEOs/PAEs, and mission partners.

• Own and execute a defined territory sales plan to achieve and exceed assigned revenue, pipeline, and activity targets. • Develop and maintain a strong understanding of the EMS industry, including the operational, financial, and regulatory challenges faced by municipal, county and health system organizations. • Lead the full sales cycle, including opportunity identification and qualification, discovery, proposal development, Request for Proposal (RFP) response support, pricing strategy, contract negotiation, and deal closure. • Effectively present and differentiate EMS|MC’s value proposition to prospective clients, positioning the organization as a trusted, long-term partner. • Proactively prospect and develop new business opportunities through outbound outreach, referrals, networking, and participation in industry events and trade shows. • Build, manage, and sustain strong relationships with key decision makers and influencers within municipal, county, and health system organizations. • Demonstrate strong Customer Relationship Management (CRM) discipline by accurately documenting all sales activities, opportunities, forecasts, and client communications; the CRM serves as the system of record for sales reporting and forecasting. • Collaborate closely with teams on RFP development and responses, as well as campaign execution and lead generation efforts as needed. • Partner with Client Success and Operations teams to ensure alignment during the sales process and support continuous improvement initiatives. • Represent and actively support the company’s mission, values, and commitment to customer success in all internal and external interactions. • Participate in company-sponsored meetings, committees, conferences, and events to increase brand awareness and generate pipeline. • Provide backup and cross-functional support to Client Success team members and management as required. • Perform other duties as assigned.

- Conduct outbound prospecting via cold calls, email campaigns, and LinkedIn outreach - Identify and qualify high-potential leads through research and discovery calls - Book qualified meetings and product demos for Account Executives - Maintain accurate records of activities and pipeline in CRM systems (e.g., HubSpot, Salesforce, Pipedrive) - Consistently meet or exceed monthly KPIs and appointment-setting targets - Collaborate with sales and marketing teams to refine messaging and targeting strategies - Follow structured sales processes and performance tracking systems

• Travel approximately 50–70% of the time to national conferences, regional events, and in-person meetings across the United States. • Proactively engage superintendents, technology leaders, and curriculum & instruction leaders to introduce ClassLink and initiate meaningful conversations. • Represent ClassLink with professionalism, warmth, and confidence, ensuring a strong and consistent brand presence at all events and meetings. • Own early-stage relationships from first contact through scheduling a completed demo with the sales team. • Conduct timely and thoughtful follow-up after events and meetings via email, phone, and LinkedIn. • Execute outbound outreach during non-travel periods to generate new conversations and re-engage existing prospects. • Maintain accurate and detailed records of all interactions, activities, and next steps in the CRM. • Partner closely with Sales to align on ideal customer profiles, qualification criteria, and messaging. • Collaborate with Marketing to support event strategy, including pre-event outreach, on-site execution, and post-event follow-up. • Share insights from the field, including common objections, messaging feedback, and market trends, to inform sales and marketing efforts. • Consistently meet or exceed monthly KPIs related to lead generation and demo bookings. • Manage travel schedules, time, and priorities effectively to remain productive both in the field and remotely. • Track performance metrics and use data to continuously refine outreach strategies and improve results.