• Proactively monitor market sizing, accessibility, industry trends, competitor activities, regulatory changes, and emerging technologies and markets to evaluate risks and opportunities to maintain a competitive edge. • Utilize market insights to develop and update business development strategies that address the market, inform product development initiatives and direct sales activities. • Build and nurture a network of industry contacts to stay informed and abreast of political, economic, social, technological, regulatory, and environmental factors driving customer decision-making. • Facilitate and promote external workshops to discover customers' current and future business capabilities with the goal of identifying, prioritizing, and measuring key business value drivers. • Identify target customers and key players in the ecosystem by categorizing customers according to their relationship strength, financial robustness, appetite for innovation, and other relevant indicators. Use this information to develop strategic multi-functional offerings and initiatives. • In collaboration with sales, engage directly with customer teams, up to and including executives, to understand their challenges and goals and develop actionable strategies to address these challenges. • Prepare and present visionary business cases and educational collateral to articulate the strategic and financial value of grid automation solutions for C-suite executives. • Quantify and communicate the long-term value realized from S&C’s grid automation investments to support transformational capital decisions. • Work closely with key stakeholders to help define target customers and prioritize sales initiatives, based on value creation potential, relationship strength and opportunity size. • Influence internal buy-in for a cross-function sales capture approach that clearly identifies roles and responsibilities across S&C. • Partner with Sales & Sales Enablement teams to develop playbooks for different scenarios to move the customers forward. • Engage and collaborate with PSS as needed to facilitate streamlined change management plans for customers, ensuring they have the support and resources necessary to deploy S&C’s grid automation solutions. • Actively engage with the product development and product management team to influence product roadmaps and serve as the customer's voice by participating in various steering committees. • Provide recommendations and business cases for product features and customization based on customer insights and feedback. • Oversee and manage the pipeline for customer product trials, ensuring seamless execution and timely feedback to product teams on performance and improvements. • Partner with sales as a trusted advisor and consultant to lead the early stages of business development activities. • Lead major high-value/high-stakes business development initiatives for the assigned region/customers, acting as the owner of business development activities and a key decision maker for new development projects in the region. • Act as a direct partner to Regional Vice Presidents and Regional Directors, ensuring alignment of business development initiatives with regional sales strategies. • Collaborate across assigned regions to drive the adoption of S&C’s grid automation solutions. • Attend and present updates at regional sales meetings, providing comprehensive updates on high-priority activities, updates, etc. • Role model Salesforce best practice, maintaining timely and accurate records of business development activities, customer interactions, and pipeline management. • Represent S&C as a thought leader at conferences and industry meetings to enhance brand positioning and market reputation. • Provide training and consultative support to internal teams, fostering consultative selling capabilities across the organization. • Travel as needed (primarily domestically with some international travel) to support business development activities. • Entertain customers during and outside of business hours, as appropriate, to establish customer relationships necessary to propel relationships and opportunities forward. • Understand and comply with all applicable Company policies and rules.

• Research target accounts, buying committees, and key decision-makers to support strategic multi-channel outbound campaigns across phone, email, LinkedIn, and events. • Execute outbound prospecting campaigns that create qualified meetings and contribute to pipeline generation. • Generate and qualify new business opportunities through proactive outreach and discovery conversations, uncovering customer pain points, business initiatives, timelines, and alignment with solutions. • Collaborate closely with Sales and Marketing teams on account-based strategies, vertical-specific campaigns, and targeted outbound plays across industries such as 3PL, retail/e-commerce, and industrial automation. • Build and nurture early-stage relationships with prospective customers, maintaining consistent engagement to progress opportunities through the sales funnel. • Support industry events and trade shows by identifying target attendees, pre-booking meetings, managing lead capture activities, and executing timely, high-quality follow-up outreach. • Maintain accurate CRM records, including prospect activity, call notes, stakeholder mapping, and next steps, while meeting pipeline generation, activity, and conversion KPIs. • Develop concise account and opportunity summaries highlighting prospect goals, organizational structure, business drivers, and key triggers to support successful handoff and deal advancement.

• Drive growth across the DACH region and wider EMEA markets . • Identify and qualify new opportunities, engaging with HR, Finance, and C-suite stakeholders to understand their challenges and connect them with our global employment solutions. • Collaborate closely with Account Executives, Marketing, and Partnerships to build pipeline, spark meaningful conversations, and generate new business opportunities. • Prospect and qualify new leads through outbound calls, emails, social outreach, and inbound follow-up. • Engage German-speaking HR, Finance, and Operations leaders to understand their needs and showcase Safeguard Global’s solutions. • Collaborate with Account Executives to build account strategies and ensure seamless handoff of qualified opportunities. • Leverage marketing campaigns, events, and partner channels to drive top-of-funnel activity. • Maintain accurate CRM data in Salesforce and provide clear reporting on pipeline health and progress. • Hit and exceed KPIs for qualified meetings, opportunities, and revenue contribution. • Continuously improve your outreach through coaching, feedback, and collaboration with peers.

Role Description We’re expanding our Enterprise Sales team and seeking an Enterprise BDR to generate qualified pipeline with large/enterprise self-funded employers (20,000+ employees), benefits consultants/brokers, and strategic channel partners. You’ll be the front line of our go-to-market motion—researching target accounts, engaging multiple stakeholders, and converting interest into meetings and early-stage engaged prospect accounts for Enterprise Account Executives (AEs). As the founding member of the BDR team you will develop the playbook for our outbound sales motion. This role blends thoughtful outreach, PBM/domain learning, and tight collaboration with Marketing, the Proposals Team, and the Community team. - Own top-of-funnel sales motion for enterprise. - Create the BDR playbook for outbound prospecting. - Source new sales opportunities through outbound outreach and inbound qualification. - Grow top of funnel sales through warm and outbound prospecting campaigns. - Qualify with rigor: Run discovery to uncover current PBM challenges, member pain points, renewal timelines, and decision criteria; set high-quality meetings for AEs. - Personalized outreach at scale: Partner with marketing & Sales VPs to craft & execute outreach sequences, call talk tracks, and value-led messaging that map SmithRx’s transparent, pass-through PBM model to personalized buyer pain points. - Research companies and add prospects to our outbound lists. - Funnel/Pipeline hygiene & forecasting: Maintain meticulous CRM notes, activity logging, lead source attribution, conversion metrics, and next steps to provide visibility to the Go-To-Market team. Qualifications - 3-4 years in BDR/SDR or inside sales roles; enterprise healthcare or employer benefits experience is a plus (PBM, health plan, care navigation, digital health). - Proven performance against pipeline targets in complex, multi-stakeholder sales cycles. - Excellent listening, research, and communications (verbal/written) skills; comfortable speaking with HR/Benefits leaders, CFO/Finance, and consultants. - CRM and sequencing fluency (Salesforce, Outreach/Salesloft), plus data tools (ZoomInfo, Apollo, LinkedIn Sales Navigator). - A builder’s mindset—experimenting, measuring, and iterating on outreach plays. Requirements - Experience selling into benefits consultants/brokers (bonus). - Familiarity with PBM mechanics (rebates, formularies, pass-through vs spread pricing) and employer plan design (bonus). - History of success in a high-growth, mission-driven health tech company (bonus). Benefits - Highly competitive wellness benefits including Medical, Pharmacy, Dental, Vision, and Life Insurance and AD&D Insurance. - Flexible Spending Benefits. - 401(k) Retirement Savings Program. - Short-term and long-term disability. - Discretionary Paid Time Off. - Paid Company Holidays. - Wellness Benefits. - Commuter Benefits. - Paid Parental Leave benefits. - Employee Assistance Program (EAP). - Well-stocked kitchen in office locations. - Professional development and training opportunities.