• Responsible for maintaining and identifying new sales opportunities within prospective and existing accounts. • Make sales calls and presentations to develop and maintain a solid customer relationship to increase sales and category penetration. • Utilize consultative selling techniques, product knowledge, ROI, system tools (i.e., Phocas, GForce and Salesforce.com) and sales training resources to effectively target new prospects and market growth opportunities. • Continuously manage assigned accounts and take corrective action, as needed, to maintain and improve the overall customer experience. • Regularly consult with assigned accounts as appropriate, including new products and services, company changes, holiday schedules, product pricing or information changes and new opportunities. • Immediately notify management if an existing account is in jeopardy of discontinuing service or issues remain unresolved regardless of attempts to correct situation. • Work with Accounts Receivable to ensure customers pay invoices within agreed upon terms. • Regularly interact and communicate with various internal departments to provide vital information that may be necessary for servicing the customer. This may include advance notification to Merchandising of changes, increased or decreased product movement, new business, changes in proprietary product or other related information. • Assist in the set-up of new accounts, including Customer Account Application (CAA), customer order guides, pricing, order schedules, files, etc. • Coordinate with other departments as appropriate to meet or exceed customer expectations. • Accurately forecast sales results and trends for a specific territory, group of accounts, etc.

• Own and execute territory and account plans to achieve revenue and growth targets across SLED accounts. • Build and maintain trusted relationships with senior decision-makers, technical buyers, and influencers within state and local government and education organizations. • Identify, qualify, and progress new opportunities through complex, multi-stakeholder public sector sales cycles. • Partner closely with solutions engineering and product teams to deliver tailored solutions aligned to agency needs and compliance requirements. • Position Unstructured as a strategic, long-term partner by articulating business value, mission impact, and technical differentiation. • Manage pipeline, forecasts, and account performance metrics with discipline and accuracy. • Stay current on SLED-specific trends, funding vehicles, procurement mechanisms, and competitive dynamics.

• Deliver annual revenue; Exceed quota targets and close new business deals. • Execute a sales strategy - Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships with new customers to drive strategy throughout the organization. • Be a trusted advisor - Establish strong relationships, based on knowledge of customer requirements and commitment to value, value of solutions, value of implementation to deliver business outcomes. • Understand the customer - Actively understands each customer's technology footprint, strategic growth plans, technology strategy and the competitive landscape and help determine what solutions are best for the client. • Establish territory and account leadership – Own your account relationships, develop your prospects in your region and manage your sales cycles through execution. • Business planning - Develop and deliver a comprehensive business plan to address the customer's priorities. Use the latest tools and utilities to help the customer get through their decision process. • Pipeline planning - Follow a focused approach to maintaining a rolling pipeline. Always keep the pipeline up to date. Collaborate with support organizations including the business development team, marketing, and the partner team to funnel pipeline into the assigned territory. • Effectively manage client relationships earning their trust by working diligently and with integrity. • Anticipate and proactively address potential issues and risks for clients and the Company. • Regularly communicate clearly, openly and honestly with Company management. • Support recruiting activities of qualified personnel into the Company. • Provide team leadership through empowerment and coaching.

• Identify, qualify, and onboard new manufacturing and design suppliers into the TrustBridge network • Conduct discovery calls to understand supplier capabilities, capacity, target work, and commercial preferences • Build durable, trust-based relationships with supplier principals and commercial leads • Engage with product developers, founders, engineers, and procurement professionals • Position TrustBridge as a long-term sourcing and design partner, not a one-off broker • Match buyer needs with appropriate suppliers from our network • Maintain accurate pipeline tracking and notes