• Navigate a complex B2B software sale, with multiple stakeholders, where the end user is not always the decision-maker. • Know and execute on the full sales process, from discovery calls, demoing, overcoming objections, contracting, all the way to closing. • Talk with Professional Learning, Human Resources, Teaching & Learning and Technology leaders in school districts about educator growth! • Introduce yourself on Slack to your new coworkers! • Meet with folks from different departments to get a better understanding of the user journey. • Try out our platform, take a look at key use cases, and read through and watch customer testimonials, call recordings, and case studies. • Join sales calls and begin taking and setting up those calls yourself! • Begin moving deals along the sales cycle and building your pipeline. • Use the sales and client success team’s wealth of knowledge around current best practices, common themes and narratives, and info about existing customers and impact cases to leverage on your calls. • Be able to effectively communicate value propositions and know how to best position KickUp based on needs analysis. • Attend conferences to network with school district leaders and build your book of business. • Work closely with marketing to hone any region-, product-, or persona-specific campaigns you’d like to run in your territory. • Track close rates and pattern match to help with projections and pipeline management. • Share techniques and best practices with other members of the sales team. • Share your insights with the product team to help us better serve our users. • Close multiple sales and share wins with the whole team! • Meet and exceed individual and team sales goals. • Cultivate long-standing relationships with districts in your region. • Know our CRM (Hubspot) like the back of your hand and use it to forecast pipeline and communicate revenue performance. • Have an eye towards market trends and identify opportunities for growth in years to come, with a focus on refining existing sales processes and building out a pipeline during the “off-season”.

• You are the driving force behind our growth. • You identify potential, pursue every lead relentlessly and build the relationships needed to close new customer deals. • You don't wait for inquiries — you generate them. • You qualify leads, identify on-site needs and develop prospective customers to a closing-ready stage. • You plan your routes efficiently so that no minute is wasted. • You proactively and thoroughly familiarize yourself with our product portfolio so you can convince customers with technical competence at every stop.

• Pursue new opportunities for distribution and impact local market to upsell, secure multiple SKU distribution, cooler visibility and displays • Work closely with local distributor manager and distributor partner to collaborate on goals and objectives and ensure proper product inventory and proactively manage OOS issues • Provide training to accounts on brand/product(s) to include ingredients and pairings, brewing process, history, quality and current trends • Maintain store shelf standards and inventory, including rotation of products, checking date codes, processing restocks and reorders as necessary according to the planogram standards • Sell-in and build brand displays according to off-premise standards • Execute POS programs to standard • Assist in executing impactful promotions and educational presentations, both independently and with team members, at accounts • Utilize on-line database and systems to track all territory progress • Maintain open communication with field and HQ • Manage budget and maintain records for monthly reconciliation • Ensure compliance of all alcoholic beverage regulations

You'll be at the forefront of driving revenue growth by identifying and securing new business opportunities. You'll also partner with existing clients to optimize their digital advertising strategies and amplify the impact of Cox Media's media solutions.