• Proactively research, identify, and engage prospective customers through calls, emails, social media, and networking. • Qualify inbound and outbound leads based on defined criteria. • Schedule discovery calls and product demos for the sales team. • Maintain accurate lead and opportunity data in CRM (e.g., HubSpot, Salesforce). • Collaborate with marketing to align outreach efforts with campaigns. • Track, analyze, and report on lead generation metrics and conversion rates. • Continuously refine outreach strategies based on market feedback.

• Responsible for business development activities including identifying new market opportunities for products, • Researches competitive markets and identifies new opportunities and creates appropriate business plans. • Monitors organization's market share and competition. • Develops and executes business plan related to prospecting and closing sales to achieve budgeted revenue growth goals. • Drives internal value to the organization. • Works closely with WM internal constituents to cultivate existing accounts and initiate new account implementations. • Effectively manages prospects by developing sound marketing plans and maintaining key information in the prospect database. • Maintains sales pipeline to achieve goals for new sales. • Matches services with customer needs by demonstrating knowledge of customers, pricing and competition. • Effectively communicates pricing and service strategies. • Proactively engages other Waste Management business opportunities. • Identifies partner suppliers and maintains a database of potential projects based on competitive market analysis. • Interfaces with WM business segment partners to resolve unique customer issues. • Performs feasibility studies to evaluate current and potential infrastructure, competitive pricing, permitting and operational conditions. • Performs market analysis and provides recommendations on strategy. • Establishes network of contacts in the industry to identify potential projects. • Prepares proposals to third parties and follows through with contract negotiations. • Maintains current knowledge of external market trends, current sustainability topics & issues, internal sale strategies and operational capabilities. • Develops and delivers effective customized sales presentations and proposals. • Supports ongoing marketing efforts for existing and proposed projects. • Solicits grant funding from partners and other sources. • Reviews potential grants and oversees grant approval and execution process. • Promotes outreach activities to partners at trade shows and conferences.

JoomPro is the first and only end-to-end cross-border B2B marketplace. It serves small, medium, and large businesses, handling orders of any size from start to finish. Today, JoomPro operates in Brazil and Mexico, with plans to expand into other markets. JoomPro is one of the key businesses of Joom, an international tech-centric group of e-commerce companies founded in 2016 in Latvia. Joom Group also includes other businesses: Joom, a global cross-border marketplace; JoomPulse, an AI analytics tool for Mercado Livre sellers; and Onfy, a pharmaceutical marketplace in Germany. Joom Group has offices in Latvia, China, Portugal, Germany, and Brazil, with its headquarters in Lisbon, Portugal. We work as one international team, sharing knowledge and collaborating across countries, businesses and products. Now we are looking for a high-energy, results-driven Business Development Representative (BDR) to join our team. In this role, you will be the first point of outbound contact for potential partners, specifically targeting entrepreneurs and e-commerce sellers within the Brazilian market. Responsibilities - Execute cold calling and multi-channel outreach campaigns to engage potential clients (entrepreneurs and e-commerce sellers) using provided lead lists, timely respond to the customers’ questions - Conduct initial discovery calls to qualify leads, identify pain points, and assess fit for our solutions - Do the research and "mapping" to identify key decision-makers and contact details when information is not already available - Confidently navigate objections and turn skeptical prospects into interested leads through active listening and smart positioning

Role Description We are looking for a high-impact Director – New Business Development to accelerate new logo acquisition and revenue growth across our Infrastructure and Security Services portfolio. This is a senior, front-line leadership role for a proven hunter who thrives on opening doors, shaping large deals, and building trusted CXO relationships. You will own the entire new-business lifecycle—from market entry and prospecting to deal closure and client onboarding—working closely with executive leadership, presales, and global delivery teams to bring differentiated solutions to market. What You'll Do - Lead and drive new logo acquisition with a strong hunter mindset, focusing on net-new revenue growth. - Define and execute go-to-market strategies across priority industries and target accounts. - Own the end-to-end sales cycle: prospecting, qualification, solution positioning, proposals, negotiations, and closures. - Build and manage a high-quality sales pipeline aligned to quarterly and annual revenue targets. - Engage with CXOs and senior decision-makers using a consultative, value-driven selling approach. - Collaborate closely with presales, solution architects, and onshore/offshore delivery teams to design and present tailored Infrastructure and Cybersecurity solutions. - Establish long-term client relationships to ensure successful onboarding, expansion, and account growth. - Represent the organization in executive briefings, client meetings, industry forums, and conferences. - Stay ahead of market trends, competitor offerings, and emerging technologies in Infrastructure and Cybersecurity. - Provide accurate pipeline visibility, sales forecasts, and performance insights to leadership. - Mentor and guide sales team members, as needed, to strengthen overall new-business capability. Qualifications - 15+ years of overall experience in the IT services industry. - 8–10+ years of proven success in new business development / hunter roles. - Strong experience selling Infrastructure and/or Cybersecurity services in the US market. - A consistent track record of closing large, complex, multi-year deals. - Experience within a services-based IT organization. - Ability to effectively collaborate with global onshore and offshore teams. - Exceptional negotiation, stakeholder management, and leadership skills. - Strong executive presence with clear, compelling communication and presentation abilities. - Willingness to travel 50–60%, as needed. Nice to Have - Industry exposure across BFSI, Healthcare, Retail, Media, Nonprofits, Travel, and Transportation.