• Identify and research target accounts in the HRTech and mid-market space. • Reach out to potential clients via email, LinkedIn, calls, and events to generate qualified opportunities. • Consistently create and manage a healthy pipeline of prospects to support revenue growth targets. • Conduct discovery calls to understand client needs and assess fit for Horizons’ EOR and payroll solutions. • Partner with Account Executives to hand over high-quality leads and ensure smooth pipeline progression. • Identify new market trends, customer pain points, and competitor activity. • Where appropriate, move opportunities forward and close deals, gaining exposure to the full sales cycle.

• Maintain a pipeline of client requests • Develop and understand each client’s business rules, type of business, and goals • Research, resolve, and report client problems and inquiries; ensure prompt responses by partnering with internal/external business partners to meet client’s needs • Work closely with Client Relations Account Executive II and III to ensure proper level of support to portfolios is provided • Provide process gaps or portfolio trends to management for tracking and resolution • Ensure all inquiries are documented, process gaps are identified, and escalated issues are presented to the manager with suggestions, ideas, and solutions • Maintain a thorough knowledge of policies and tools to effectively answer most client inquiries without assistance • Assist other team members during volume spikes as needed • All other duties as assigned

• Support the day-to-day servicing, retention, and administration of assigned insurance and captive accounts. • Serve as a primary contact for routine client requests, including certificates of insurance (COIs), endorsements, policy documentation, and account updates. • Assist in the identification, analysis, and documentation of client insurance exposures and loss experience. • Support underwriting and program structures by preparing quote specifications, coverage summaries, collateral analysis, and supporting data. • Assist with renewal and new business cycles by maintaining timelines, preparing renewal planners, and coordinating deliverables. • Prepare client-facing materials including proposals, reports, presentations, and meeting materials. • Upon client acceptance, assist with binding coverage, issuing policy documents, invoicing, and monitoring payments to avoid cancellation. • Review contracts and insurance requirements to identify coverage gaps, compliance concerns, and potential errors. • Maintain accurate and up-to-date client information within Salesforce and internal systems. • Coordinate account activity across internal departments, external service providers, carriers, and regulators as needed. • Assist with preparation of corporate governance documentation, meeting minutes, and regulatory deliverables. • Identify opportunities for operational improvement and recommend solutions to enhance service delivery. • Perform other duties as assigned by management.

• Strategically develop and close new business opportunities to meet quota objectives within your assigned region. • Collaborate with Customer Success to build expansion plans for Opal’s top enterprise accounts. Develop and close growth opportunities to meet quota objectives within your assigned region. • Master the positioning of Opal capabilities and solutions to demonstrate differentiated value to prospects and customers. • Strategically engage prospects and customers with well-researched, value-focused insights that address their unique business situation. • Maintain a clear understanding of the market and your book of accounts, continuously adapting to changing dynamics. • Embrace and master the Opal sales operating rhythm including consistent and effective discovery, internal communication, collaboration, reporting, and forecasting.