• 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

• Prospect and pitch new digital marketing agencies that align with Yelp’s partner program and compliance standards • Own the full sales cycle—from sourcing and outreach to pitching, negotiating, and closing new agency partnerships • Deliver consultative, data-driven sales presentations that demonstrate the value of Yelp’s advertising solutions (especially CPC and performance-based products) • Communicate the value of Yelp’s API integrations to agencies looking to scale or automate campaign management and reporting • Identify key decision-makers, budget owners, and influencers within agency organizations • Consistently exceed individual quarterly and annual revenue targets • Provide accurate sales forecasts and pipeline updates to leadership • Collaborate cross-functionally with internal teams to ensure a seamless onboarding experience for new partners • Spend approximately 80% of your time driving sales and proactive outreach, with the remaining 20% dedicated to account and campaign management • Stay up to date on industry trends, agency models, and digital advertising best practices • Show up every day with a positive attitude, a growth mindset, and a readiness to win.