• Selling our platforms and suite of solutions to cannabis businesses that are new to the industry, to a specific market, or to our platforms. You will also prospect for existing customers to sell our stand alone features to, such as banking, advertising, and analytics. • Identify and build relationships with Director, VP, and C-level executives and other senior decision makers across cannabis brands and operators • Be the voice of the customer to help shape future features, solutions, and services • Work closely with product, compliance, and relationship management teams to deliver top-notch service and satisfaction to clients • Develop pitch narratives and iterate on existing sales strategies with the help of your sales teammates and cross-functional support. • Leverage our internal data and available resources to identify leads, network with prospects, build your pipeline, and develop your sales strategy. • Demonstrate the key functions of our platforms and solutions, highlighting the critical value propositions that differentiate our solutions from other platforms and offerings • Stay updated on trends and regulations in the cannabis industry to proactively address client challenges, speak to their needs, and highlight how we can address them. • Engage in customer discovery and consultative sales tactics to develop a better understanding of prospect needs and tailor your sales strategy accordingly • Employ critical thinking and creative problem-solving skills to navigate relationships and difficult partner conversations

• Own and grow a portfolio of strategic public sector accounts, with accountability for net-new bookings, expansion, and long-term revenue growth. • Develop deep, trust-based relationships with executive stakeholders and key decision-makers by understanding each organization’s mission, funding model, priorities, and technology ecosystem. • Create and execute multi-year strategic account plans that align Twilio.org solutions to customer outcomes, social impact goals, and digital transformation initiatives. • Identify, qualify, and close new opportunities while also driving expansion within existing accounts through cross-sell, upsell, and programmatic growth plays. • Act as a trusted advisor to customers by mapping Twilio capabilities to real-world impact use cases (e.g., citizen engagement, crisis response, access to services, fundraising, and community outreach). • Leverage your public sector and social impact expertise to design scalable engagement models that amplify reach and measurable outcomes. • Partner with Twilio’s ecosystem (resellers, SIs, and nonprofit networks) to unlock co-sell motions, funding pathways, and broader market access. • Maintain a healthy, forward-looking pipeline that balances near-term wins with long-term strategic opportunities. • Deliver accurate forecasting and pipeline visibility using Salesforce and established sales rigor. • Collaborate cross-functionally with product, solutions engineering, finance, legal, and marketing to build compelling business cases and accelerate deal execution. • Continuously refine territory and account strategies based on market trends, funding cycles, policy changes, and customer feedback. • Serve as a voice of the customer internally, influencing Twilio.org programs, offerings, and GTM strategy

• Present and sell our value proposition at the C-Suite level • ensure total account agreement and happiness • Understand the dynamics of healthcare delivery in designated markets • Protect the current base through excellent account management to grow the Autoimmune business • Collaborate with Marketing, Operations, Market Development team, and District Managers to facilitate effective instrument placements • Grow autoimmune market share through conversions using all contractual options • Sell Capital serving as IDDs Instrument specialist • Travel is frequent, at approximately 50% of total time

• Achieve annual new revenue objectives through consultative sales to new clients and expansion of service lines to existing clients • Develop a Personal Development Plan annually outlining personal and professional goals for upcoming year • Build an active pipeline of qualified prospects, generating leads from personal contacts, external centers of influence, client referrals, CBIZ associates, and CBIZ marketing sources • Document activity, notes, and prospect data in appropriate CBIZ systems • Develop and present recommendations to clients based upon consultative selling approach • Appropriately close for new business, documenting won and lost opportunities and reasons • Seamlessly transition sold clients to designated client service team • Serve as client's valued advisor; building a strategic and personal relationship with key client decision makers • As appropriate, work with client service team to serve client and retain business • Communicate with leadership, providing field input on market trends, competitor analysis, and other business intelligence • Identify, initiate, and support cross serving leads to other CBIZ business developers • Responsible for meeting annual sales goals if applicable to position • Additional responsibilities as assigned