• Qualify leads from marketing campaigns as sales opportunities • Contact potential clients through cold calls and emails • Present our company to potential clients • Identify client needs and suggest appropriate products/services • Customize product solutions to increase customer satisfaction • Build long-term trusting relationships with clients • Proactively seek new business opportunities in the market • Set up meetings or calls between (prospective) clients and Account Executives • Report to the Business Development Manager on (weekly/monthly/quarterly) sales results • Stay up-to-date with new products/services and new pricing/payment plans • Some travel may be required (up to 10%)

• Own and automate the bi-weekly funnel review data cycle: extract opportunity data from Salesforce, build and maintain pipeline waterfall charts and performance visualizations in Excel and PowerPoint, and ensure every Business Development representative's slides accurately reflect current TCV, close dates, forecast status, and risk indicators so leadership reviews are data-driven and decision-ready. • Contribute to Salesforce data integrity and process improvement: audit key fields for completeness and accuracy, support the rollout of new Salesforce workflows (such as in-platform key updates and risk fields), and help design dashboards or automations that reduce manual effort in the funnel review operating model. • Analyze pipeline health and surface insights that drive bookings: track funnel factor, stage conversion rates and velocity, attrition, and forecast-vs.-gap positioning across the team's opportunity portfolio, flagging trends, shortfalls, and emerging risks that inform revenue and bookings strategy. • Support strategic account planning: help maintain and enrich account plans structured in the GOSRT framework (Goals, Objectives, Strategy, Results, Tactics), including stakeholder mapping, drug pipeline documentation, and opportunity identification for PathAI's highest-priority biopharma relationships. • Prepare materials for QBRs, board reviews, and cross-functional strategy sessions: assist in compiling bookings-vs.-target analyses, account performance snapshots, and growth opportunity summaries that leadership uses to allocate resources and set strategic priorities. • Gain exposure to biopharma conference strategy and go-to-market execution: contribute to conference planning workstreams, including targeting strategy, and post-event follow-up coordination, offering a front-row seat to how enterprise healthcare companies build market presence

• Develop new business opportunities from net-new greenfield accounts that align with runZero’s ICP • Find and qualify leads through outbound prospecting methods using our sales automation tools • Work cross-functionally with multiple stakeholders (account executives, marketing, sales operations, fellow BDRs) • Oversee and maintain a pipeline of interested prospects, while strategically partnering with account executives to create and utilize playbooks to win prioritized accounts • Create account plans by conducting research and synthesizing information and other materials that reflect a grasp of runZero’s customers’ needs and how runZero delivers value • Write emails and letters you'd love to open; ask compelling questions • Help drive target contacts to attend marketing events and reply to our campaigns by following up on Account-Based Marketing campaigns and partnering with Marketing • Complete accurate tracking of communication with current and potential customers in our CRM

Role Description TekModo is actively seeking experienced, self-motivated Independent Manufacturers’ Representatives to develop and manage regional sales territories across the United States. This is a pure commission-based, 1099 independent contractor relationship — ideal for reps who already carry complementary industrial, plastics, or materials product lines and are looking to add a high-value, differentiated HDPE and ABS sheet lines to their portfolio. As TekModo’s sales footprint expands nationally, we are looking for reps with established relationships who can hit the ground running. There is no requirement to exclusively represent TekModo — we welcome reps who carry up to three non-competing, complementary lines. Reps carrying more than three active lines may be asked to confirm adequate focus and activity levels for TekModo as outlined in the representative agreement. Qualifications - Have an established book of business in marine, cargo, transportation, food processing, railroad, or industrial distribution markets. - Are currently calling on OEM manufacturers, fabricators, distributors, or industrial end-users who purchase or specify plastic sheet, liner, or composite materials. - Carry up to three complementary, non-competing product lines (e.g., composite panels, rubber, gasket, foam, fiberglass, metal, or other industrial materials). Lines that directly compete with HDPE sheet products are not permitted. - Have experience selling technical or engineered material products — you are comfortable discussing specifications, test data, and application engineering. - Operate as an independent manufacturers’ representative (1099) and are registered with MANA or a recognized rep association. - Are self-directed, relationship-focused, and capable of managing a regional territory with minimal administrative overhead. Requirements - Minimum 3–5 years of industrial, plastics, composites, or materials sales experience preferred. - Demonstrated success selling into one or more of TekModo’s core end markets. - Ability to identify, qualify, and develop new accounts while growing existing relationships. - Comfortable with technical data sheets, ASTM test standards, and application-level product discussions. - Familiarity with sustainability selling (LEED, PCR content, carbon footprint) is a plus but not required.