Role Description Be one of two people who build Wellio's primary schools business from scratch. This isn't a territory rep role. This is a founding position in a vertical twice the size of our existing business - 6,000+ Australian primary schools, almost entirely untouched. You'll be one of the first two people to open that market, and everything you learn will shape not just how we sell, but what we build. You'll run the full sales motion across Australian primary schools: - Discovery - Demos - Trials - Negotiation - Close As one of two founding team members in this vertical, you'll work directly alongside our content and product teams to shape what the product looks like and how schools deliver wellbeing lessons in practice. The market insights you bring back won't sit in a CRM; they'll inform real product decisions. You'll also work closely with the Head of Sales and Head of Marketing on account-based campaigns and product-led growth strategies, and represent Wellio at conferences and events across Australia, meeting school leaders face to face and showing them what's possible. What you'll own: - The full sales cycle from first conversation to signed deal - A healthy pipeline - this is a high volume role where we'd expect you to open 60+ qualified deals per quarter - Pipeline strategy - identifying high-potential schools and moving opportunities forward efficiently - Conference and event representation across Australia (yes, some travel is involved) - Market intelligence - price sensitivities, unmet needs, what's working and what isn't, fed directly to Product - Close collaboration with the other primary schools BDM to maximise coverage and compound what's working - Testing and iterating on outreach approaches - copy, sequencing, channels — and sharing what lands Target: ~$360K Annual Sales Value (exact quota to be confirmed) Qualifications - 6-18 months of tech sales experience (EdTech is a bonus, not a requirement) - Experience running discovery, delivering demos, and closing deals - Strategic about pipeline and organised under pressure - Care about the mission, not just the number - Experience in primary schools as a wellbeing coordinator, admin lead, or school leader (for educators making the jump) - Ability to earn the trust of a Principal Requirements - Care deeply about young people's wellbeing and what it means for their futures - Build trust quickly with people who've heard too many pitches - Resilient and tenacious - this is a new market and a long sales cycle - Excited by the idea of building something from scratch, not inheriting a playbook - Curious about how to use AI tools to work smarter, not just harder - Comfortable travelling and showing up in person at events and schools Benefits - 5 weeks annual leave - Two company meetups a year - one in Australia, one international - Remote-friendly, culture-focused environment - Small and exceptional team, staying lean to move fast - Total transparency in internal operations - Independent and profitable - no pressure to grow at all costs - High standards and laughter in the workplace

• Fazer a qualificação e abordagem inicial dos leads • Minerar novos nichos de mercado para buscar o encaixe com Product Market Fit • Receber uma lista pronta de leads e gerar a lista de possíveis oportunidades • Realizar abordagem outbound, usando cold e-mail, cold calling, social selling e networking • Realizar as etapas da cadência de prospecção a fim de conseguir uma conexão com o lead • Conduzir uma ligação de descoberta inicial, confirmar necessidade e verificar o interesse em solucionar o problema existente • Agendar reuniões e passar a oportunidade para a equipe de vendas.

• Establish an extensive pipeline of sales opportunities, manage the development of the pipeline and accurately forecast sales to senior management. • Develop new sales strategy and identify high value prospects. • Present large scale technical products and innovative solutions to prospects at C-level. • Directly identify and develop new sales partnerships programs with large merchants with strong presence across LATAM. • International mindset and ability to coordinate cross countries projects and intercepting new opportunities from partners and industry regulatory changes. • Strong pipeline management via SalesForce to ensure accurate forecast of performance and deliver consistent results among Tier1 prospects

Job Title: Principal International Business Development Leader (TDL) Job Code: 36506 Job Location: Remote Job Schedule: 9/80 L3Harris is seeking an International Business Development Leader to support and expand the Tactical Data Links (TDL) business across international markets. This role is customer-facing and focused on driving growth of the NGEN Link 16 portfolio across allied nations, supporting Foreign Military Sales (FMS) efforts, and strengthening relationships with key international stakeholders. This position will work in close coordination with regional sales teams, the MIDS Program Office (MPO), and internal stakeholders to align solutions with U.S. and allied modernization priorities. The role is critical to expanding Link 16 integration across coalition platforms, guiding emergent MIDS procurements, and ensuring interoperability across global defense networks. The ideal candidate brings strong experience working with international defense customers, deep familiarity with Link 16 systems and MIDS programs, and the ability to operate independently in a highly dynamic, travel-intensive environment. Essential Functions: - Serve as a primary business development representative supporting international TDL accounts alongside existing leadership. - Identify, qualify, develop, and support closure of new international opportunities aligned with annual operating objectives. - Expand NGEN Link 16 adoption across allied platforms and coalition networks. - Support and coordinate Foreign Military Sales (FMS) activities in partnership with the MIDS Program Office (MPO). - Engage international customers, including military, acquisition organizations, and operational users. - Develop and execute country- and region-specific account strategies aligned with U.S. and allied modernization priorities. - Partner with regional sales teams to drive coordinated campaigns and ensure alignment with customer requirements. - Conduct customer visits, live demonstrations, and participate in international defense exhibitions and industry events. - Collaborate cross-functionally with Sales Engineering, Product Line Management, Contracts, and Marketing to deliver competitive solutions. - Maintain accurate pipeline tracking and customer engagement activities within CRM systems. - Provide regular updates to leadership on pipeline status, risks, and international market feedback. - Represent customer needs internally to influence product strategy, interoperability goals, and future roadmap development. Required Qualifications: - Bachelor’s Degree with 9 years prior experience, Graduate Degree with 7 years prior experience. In lieu of a degree, minimum of 13 years of prior related experience. - Demonstrated experience supporting international defense customers, programs, or Foreign Military Sales (FMS) cases. - Direct experience with Link 16 systems, MIDS programs, or Tactical Data Links operations. - Ability to travel frequently (up to 50% or more) to support global customer engagement. Preferred Additional Skills: - Prior military service or operational experience, particularly with coalition or allied environments. - Experience working with MIDS Program Office (MPO) and FMS processes. - Familiarity with international defense acquisition and modernization programs. - Strong understanding of interoperability requirements across coalition networks. - Executive-level communication and relationship-building skills across diverse cultural environments. - Experience operating in matrixed organizations with global stakeholders. In compliance with pay transparency requirements, the salary range for this role in California, Massachusetts, New Jersey, Washington, and the Greater D.C, Denver, or NYC areas is $146,000 - $271,000. This is not a guarantee of compensation or salary, as final offer amount may vary based on factors including but not limited to experience and geographic location. L3Harris also offers a variety of benefits, including health and disability insurance, 401(k) match, flexible spending accounts, EAP, education assistance, parental leave, paid time off, and company-paid holidays. The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements. #LI-PD2