• Partner for Regional Growth Collaborate with a regional team—including Account Executives and Inside Sales—to meet or exceed territory revenue goals. • Subject Matter Expert Act as a trusted technical advisor in your territory, identifying key regions, high-impact agencies, and strategic “influencer accounts.” Emphasize your knowledge of DFR concepts and FAA BVLOS requirements to educate and support public safety partners. • Product Demonstrations Deliver clear, compelling, and customized demonstrations of the DroneSense by Versaterm platform tailored to agency mission needs—especially for DFR use cases and operational scale. • Trial Success Management Guide agencies through technical trials, ensuring they experience measurable success and understand platform value, with attention to real-world constraints around BVLOS flight, airspace, and risk mitigation. • Sales Enablement Work closely with Marketing to create and deliver impactful sales collateral. Share best practices and insights to improve win rates. • Engage with the Field Represent DroneSense by Versaterm at public safety conferences, regional “fly days,” agency workshops, and on-site demos—bringing deep operational awareness of DFR deployments and airspace integration. • Strategic Collaboration Partner with Sales leadership to refine go-to-market strategy, drive adoption in priority markets, and elevate customer satisfaction. • Compliance and Industry Awareness Stay current on FAA regulations—including those governing Part 107 waivers, tactical BVLOS, and COAs—and support agencies pursuing advanced drone programs aligned with evolving policy.

• Become an expert on Zero Hash’s platform capabilities, APIs, and integration pathways • Serve as the technical lead and main technical contact for partners throughout the customer lifecycle (pre and post-sale) • Partner with the Sales team to demonstrate to customers how Zero Hash can best address their use cases and technical requirements • Specifically, to design solutions, share integration best practices, and create collateral to support the sales process • Synthesize customer requirements into documented solution design and customization requests for internal teams • Collaborate with Implementation Managers to ensure a smooth implementation and successful launch for partners • Provide technical support to help partners resolve any issues that are impediments to adoption and usage throughout the implementation phase • Share customer interests, needs, and product feedback to internal Zero Hash Product teams • Maintain awareness of internal roadmap and new product features to evangelize with customers • Continuously learn and update skills and keep aware of industry trends in the cryptocurrency and blockchain technology space

• Play a critical role in driving growth across various products and services • Utilize growth sense and technical expertise to guide merchants • Lead a team focused on driving same store sales through quality initiatives & growth experimentation • Scale a business pivotal to the company • Help merchants customize and optimize their first-party digital ordering experience • Work on high-visibility initiatives alongside cross-functional leaders • Leverage a data-driven approach to optimize time and merchant resources

• Become a subject matter expert in Jama’s products and offerings, specifically our airborne systems and defense systems solutions • Proactively lead multiple customer engagements; work directly with clients on how to align their process and Jama Connect to relevant system engineering methodologies • Lead client working sessions to drive both process and technology decisions for how Jama Connect solutions will meet the client’s requirements and verification processes • Deliver onsite and remote training of the Jama Connect solution to onboard new users • Document and share best practice articles and enablement assets to scale our delivery maturity • Identify and seek resolution of barriers that could inhibit end user adoption • Assist Solution Lead in enhancing our industry solution offerings • Work with Solution Lead and vertical sales leadership to drive industry business strategy • Find and engage with engineering leaders responsible for process outcomes and help drive performance improvement through Jama Software’s products and solutions • Other duties as assigned.