• Identify, research, and qualify net-new accounts and buying groups to generate new logo pipeline • Engage existing Airship customers to uncover expansion opportunities, including cross-sell and upsell motions • Initiate and manage outbound and inbound prospecting efforts via phone, email, social, and other channels • Conduct thoughtful discovery conversations to understand prospect and customer goals, challenges, and use cases • Clearly articulate Airship’s value proposition across different personas and stages of the customer lifecycle • Partner closely with Account Executives and Growth Managers to align on account strategy, messaging, and next steps • Nurture and advance opportunities from initial engagement through qualified meetings • Maintain accurate and timely activity, notes, and pipeline data in Salesforce • Collaborate with Marketing, Sales, and Enablement to continuously improve messaging and outreach strategies • Stay current on industry trends, customer use cases, and competitive landscape.

• Develops new business across all of our core competencies • Identify, initiate and engage with clients that provide sustained and profitable revenue streams multiple services • Develop and execute a business plan that will achieve sales quota and budget as defined by the company • Support and consulting of existing customers as well as further development of a professional cooperation • Conducting sales and negotiation meetings • Preparation of offers and calculations • Processing of customer correspondence • Preparation and assembly of accompanying documents (offers, concepts, presentations, etc.) • Planning; organization and execution of customer visits • Recording and ensuring data maintenance in the CRM as well as for cross-departmental topics in the CRM • Implementation of regular review meetings

• Identify and qualify new business opportunities across targeted LATAM countries • Conduct market research to understand government priorities, policies, and procurement pipelines • Build and maintain a strong pipeline of qualified prospects • Manage the sales cycle from initial contact through to deal closure • Conduct presentations, product demonstrations, and sales meetings in Portuguese and/or Spanish • Negotiate and finalize contracts and pricing agreements in coordination with leadership • Represent the company at conferences, trade shows, and industry events across LATAM • Maintain regular follow-up communication with prospects and clients • Ensure smooth handover to delivery teams post-sale while maintaining ongoing client engagement

• Own and execute the business development strategy for government clients across Africa • Identify new market opportunities, partnerships, and revenue streams within the Transport sector • Monitor government policy shifts, competitor activity, and sector trends to shape strategy • Define and continuously refine target-market segmentation, key accounts, and territory plans • Take accountability for overall revenue targets, pipeline growth, and conversion rates • Build, coach, and develop the Regional Sales Executives / Business Development Representatives • Build sales processes and performance systems that improve conversion and execution quality • Build and maintain strong executive relationships with senior stakeholders in ministries, agencies, and transport authorities • Work closely with Marketing to guide campaigns, messaging, and sales collateral