• Identify, develop, and secure new business opportunities among distributors in the industrial coatings and lubricants sectors. • Strengthen relationships with existing customers and distributors to grow share of wallet and long-term partnerships. • Collaborate with internal technical, marketing, and operations teams to develop and execute sales and marketing plans for industrial coatings and lubricants. • Support distributors with go-to-market planning, product positioning, and marketing collateral. • Manage pipeline and activity tracking through Salesforce CRM; maintain accurate records and generate monthly performance dashboards. • Analyze market performance, past campaigns, and competitive dynamics to inform strategic initiatives. • Respond promptly to customer inquiries and ensure superior service and responsiveness. • Monitor market trends, customer needs, and competitor activity in target sectors; communicate insights and recommendations to management. • Deliver product and application training for distributors and sales teams to drive technical proficiency.

• Actively engage a defined set of prospect accounts by creating and executing targeted outreach plans • Follow up on inbound demand generation campaigns and programs to convert leads into qualified opportunities • Design and execute sales campaigns focused on specific verticals or use cases • Represent D-Wave at selected regional events, actively engaging participants to generate interest and capture new leads • Own the initial engagement with potential customers, qualifying opportunities against defined criteria before handing over to Regional Sales Managers • Manage smaller deals end-to-end, from lead through signed contract and provisioning • Use sales tools and marketing collateral in alignment with Sales Operations and Marketing, and contribute to continuous improvement of processes, campaigns, and enablement tools • Research and identify new ways to increase customer engagement • Drive operational excellence through strong pipeline management, accurate forecasting, and data-driven insights • Collaborate closely with Sales Representatives, Technical Account Managers, and Partners to acquire new customers and expand existing accounts • Share insights, ideas, and best practices within the Business Development team

• Build pipeline from scratch through outbound prospecting, industry events, partner channels, and executive networking. • Own your pipeline end-to-end: maintain rigorous hygiene, accurate stage progression, and reliable forecasting. • Develop and execute account entry strategies for named target accounts. • Lead the full sales cycle from initial outreach through commercial negotiation and contract close. • Orchestrate internal pursuit teams to co-create winning solutions. • Take the lead on proposals and RFP responses. • Land initial engagements and rapidly expand footprint by identifying upsell and cross-sell opportunities. • Build and maintain trusted relationships with C-level and key business leaders. • Conduct executive-level QBRs and Strategic Business Reviews.

• Targeted prospecting using multi-channel outreach including cold calls, emails, etc. • Conduct thoughtful discovery to uncover pain points and qualify fit. • Set meetings and generate opportunities for Account Executives. • Refine outreach using insights from customer conversations and cross-functional collaboration. • Update and maintain accurate pipeline data in Salesforce. • Contribute ideas to optimize messaging, targeting, and process strategy.