• Build a strong pipeline of prospects by qualifying potential leads in your territory. • Maintain a complete, accurate, up-to-date sales pipeline, forecast, and activity log. • Develop creative strategies to engage and build rapport with prospective customers. • Partner with a Field Sales Account Executive to book quality on-site product demos and to collaboratively find the most successful path to closing deals. • Own, manage, and drive the full cycle sales process on select deals, from first contact through the close. • Learn the ServiceTitan platform and value propositions with the goal of conducting targeted and ad hoc product demonstrations both onsite and via Zoom. • Demonstrate the value of ServiceTitan by offering product and feature demonstrations.

• Manage the complete sales process for small accounts, building strong, trust-based relationships with school and district stakeholders through virtual and on-site engagement. • Represent Great Minds with professionalism and deep product knowledge to expand partnerships and drive the adoption of high-quality instructional materials and services across your assigned territory. • Develop and execute a strategic territory plan focused on new sales, renewals, and services to drive growth and meet sales targets within Chicago schools. • Build and manage a strong sales pipeline by continuously identifying customer needs, monitoring district initiatives, and collecting insights to effectively position GM products and services. • Consistently meet and exceed key performance metrics, including sales quota, pipeline development goals and customer engagement benchmarks. • Utilize data to track performance, refine sales strategies, and maintain accurate territory forecasts. • Monitor competitive activity and gather market intelligence through regular customer interactions and internal feedback systems. • Manage inbound and outbound leads by driving timely follow-up and guiding prospects through virtual and onsite discovery meetings to uncover new sales opportunities. • Confidently engage with district-level decision-makers through clear, professional communication. • Deliver compelling sales presentations and demonstrate strong knowledge of educational programs and underlying pedagogical approaches. • Build strong, influential relationships with key stakeholders through consistent engagement, participation in district and regional events, proactive implementation support, and the delivery of valuable insights. • Collaborate with cross-functional teams to support successful product and service implementations. • Share actionable feedback and account trends with the Sales Manager to support strategic planning and leadership communication.

• Achieve Sales and Gross Profit Targets for territory following a defined sales process • Present, promote and sell products through extensive product knowledge • Conduct product demonstrations and overcome customer objections • Drive both capital and consumable sales • Create a sales strategy for territory which includes growing existing customer relationships and identifying and leveraging key influencers • Establish, develop and maintain exceptional business and customer relationships • Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.

• Own the full sales cycle for SmartGov opportunities, from prospecting through close • Sell to local government stakeholders including planning, building, IT, and executive leadership • Develop and manage a pipeline of net‑new and expansion opportunities within assigned territories • Conduct discovery to understand jurisdiction workflows, pain points, and modernization goals • Position SmartGov as a strategic solution for permitting, licensing, inspections, and citizen self‑service • Collaborate with Solutions Consulting, Product, and Professional Services on demos, proposals, and deal strategy • Navigate public sector procurement processes, including RFPs and contract negotiations • Maintain accurate forecasts and opportunity updates in Salesforce • Contribute feedback from the field to inform product and go‑to‑market strategy • Build and cultivate relationships both horizontally and vertically through communications and conducting follow-up communications • Use Salesforce.com to track all sales activity properly, keep all contact/lead data accurate, create new opportunities, and move opportunities thru all stages of the sales process from lead to win/close • Effectively manage your sales funnel and sales forecasting • Monitor and communicate target market information accurately to management • Exceed KPIs for daily, weekly, and monthly activity goals for calls, appointments, demonstrations, sales meetings, etc. • Develop deep personal expertise and understanding of company solutions • Identify opportunities for new solutions or functionality of Granicus software • Stay current on industry trends and new or innovative approaches • Participate in selected industry activities, organizations/associations, and trade-shows as needed