• Build Strategic Partnerships • Target high-growth Shopify merchants ($10M–$500M GMV) in fashion, beauty, and home verticals • Conduct deep discovery to understand growth challenges, constraints, and team priorities • Present data-driven business cases showing projected ROAS, incremental revenue, and payback periods • Navigate complex buying committees involving Growth, Marketing, RevOps, and Finance stakeholders • Establish yourself as a trusted advisor—not just a vendor • Drive Revenue • Own a quota and manage full-cycle sales from prospecting to close • Build pipeline through outbound prospecting, agency partnerships, and ecosystem relationships • Maintain disciplined pipeline management and forecasting in Hubspot • Support onboarding and identify expansion opportunities based on performance data • Shape the Playbook • Contribute product feedback based on real customer needs and market gaps • Help refine our GTM strategy as we scale into new verticals and use cases • Collaborate with Product, Marketing, and Customer Success to improve the customer journey • Be a founding member of our sales organization—what you build here will scale

• Help prospective customers understand our Cloud Directory Platform and how we can solve their various IT challenges that typically cover user management, device management, access control and security • Become a technical product expert and stay up to date with a fast moving product release cycle. • Build and maintain a strong pipeline of sales opportunities and provide accurate forecasts to leadership each week • Work closely with your team of BDR’s, SDR’s, partners and your own AE outbound to build a 3X rolling pipeline • Negotiate and close new business with our Commercial segment of 200-2000 employees and larger.

Title: Capture Executive Belong. Connect. Grow. with KBR! KBR’s National Security Solutions team provides high-end engineering and advanced technology solutions to our customers in the intelligence and national security communities. In this position, your work will have a profound impact on the country’s most critical role – protecting our national security. Why Join Us? - Innovative Projects: KBR’s work is at the forefront of engineering, logistics, operations, science, program management, mission IT and cybersecurity solutions. - Collaborative Environment: Be part of a dynamic team that thrives on collaboration and innovation, fostering a supportive and intellectually stimulating workplace. - Impactful Work: Your contributions will be pivotal in designing and optimizing defense systems that ensure national security and shape the future of space defense. KBR’s Growth Acceleration Team (GAT) is seeking a valued Subject Matter Expert (SME) to play a pivotal role in shaping the strategy and growth of a forward-thinking solutions provider. In this position, you will be an integral part of a high performing, innovative, and collaborative team. Key Responsibilities: - Reporting & Documentation: Maintaining accurate pipeline data (e.g., Salesforce), creating and disseminating capture artifacts such as win plans, call reports, and B&P budgets, and briefing senior leadership on capture status and strategy. - Champion SME Excellence: Leveraging deep expertise within a designated market space to drive business development initiatives and inform strategic decision-making. - Lead Market Expansion: Identifying, developing, and leading targeted campaigns to open new market opportunities or expand KBR’s presence in existing markets, applying your market insights and customer-centric approach. - Strategic Pipeline Development: Assessing KBR’s current pipeline and growth strategy, identifying high-value opportunities and formulating comprehensive approaches for successful engagement and capture. - Drive Complex Captures: Support the pursuit of complex, long-term opportunities that demand a sophisticated understanding of customer needs, industry trends, and technical requirements. - Corporate Engagement: Serve as an ambassador for the GAT, actively collaborating with senior leadership and key functions. - Capture Strategy & Planning: Own and lead capture efforts for wide range of bid sizes. Develop and execute winning strategies, including win themes, discriminators, and scorable strengths. Adjust strategies dynamically as procurements evolve. Work Environment: - Location: Remote - Travel Requirements: Moderate 20-50% - Working Hours: Standard Required Qualifications: - 12+ years of Business Development or related experience; 6+ years of Growth experience - Bachelor's Degree or equivalent experience in lieu of degree Basic Compensation: $174,000.00 - 262,000.00. The offered rate will be based on the selected candidate’s knowledge, skills, abilities and/or experience and in consideration of internal parity. Additional Compensation: KBR may offer bonuses, commissions, or other forms of compensation to certain job titles or levels, per internal policy or contractual designation. Additional compensation may be in the form of sign on bonus, relocation benefits, short term incentives, long term incentives, or discretionary payments for exceptional performance. Ready to Make a Difference? If you’re excited about making a significant impact in the field of space defense and working on projects that matter, we encourage you to apply and join our team at KBR. Let's shape the future together. KBR Benefits KBR offers a selection of competitive lifestyle benefits which could include 401K plan with company match, medical, dental, vision, life insurance, AD&D, flexible spending account, disability, paid time off, or flexible work schedule. We support career advancement through professional training and development. Belong, Connect and Grow at KBR At KBR, we are passionate about our people and our Zero Harm culture. These inform all that we do and are at the heart of our commitment to, and ongoing journey toward being a People First company. That commitment is central to our team of team’s philosophy and fosters an environment where everyone can Belong, Connect and Grow. We Deliver – Together. KBR is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, disability, sex, sexual orientation, gender identity or expression, age, national origin, veteran status, genetic information, union status and/or beliefs, or any other characteristic protected by federal, state, or local law.

• Strive to exceed sales revenue targets for IDEXX Water products through regular on-site visits with customers performing microbiological water testing of drinking, raw, bottled, and other water sources • Collaborate and "co-sell" with other IDEXX sales professionals in the region to close capital equipment and technology deals • Travel regularly to meet customers and demonstrate the value of IDEXX products • Grow the business year-over-year by acquiring new customers and expanding existing accounts • Demonstrate a proven track record of closing sales and meeting quarterly sales targets • Schedule prospect calls, presentations, and training sessions • Work in partnership with inside sales colleagues • Other duties as assigned.