• Achieve business objectives for assigned territory (for example, penetration of account with product/solution/service offerings) • Will guide the development and execution of strategic account plans to ensure achievement of assigned business goals and budgets • Develops, builds and cultivates long-term relationships with key management within the customer organization • Assists management in devising sales plans and strategies, develop forecasts, budgets and operating plans for product sales channels • Will lead territory team reviews and updates of account plan based on changing market, customer conditions, and competitive activity

• Close qualified leads and consistently hit your sales targets • Consult with B2B clients across Europe on custom signage projects — understanding their needs, advising on solutions, and guiding them to a decision • Build relationships with clients that lead to repeat business and referrals • Keep your CRM pipeline clean, your follow-ups tight, and your reporting accurate • Collaborate with internal design and production teams to ensure clients are set up for success from day one • Develop your sales craft continuously through training, coaching, and feedback

• Grow with an Ownership Mindset: We champion continuous learning and innovation. • Collaborate with Peers and Leaders Alike: Leaders are accessible; feedback flows in both directions. • Experience a High-Performance Culture and Clear Purpose: We are results-driven and clear about goals. • Bring in new business to attain revenue targets using self-sourcing techniques. • Self-source prospects who will convert to customers using internal databases, creative online searches, etc. • Qualify prospects and sell ShipBob’s value propositions. • Connect with potential customers to determine a mutual fit. • Move customers efficiently through the sales process. • Negotiate pricing, contract terms and general partnership agreements. • Maintain an updated, clean and thorough pipeline for proper forecasting.

• Shape and capture program-of-record opportunities. • Develop a deep understanding of customer mission challenges, program roadmaps, and procurement constraints. • Shape requirements, build capture strategies, identify and secure relevant funding pathways (including SBIR Phase III opportunities where applicable), and lead specific proposal and capture efforts through award. • Win new software business with DoW. • Run sales cycles with key military branches growing new programs within existing customers and finding new program opportunities. • Identify the right buyers, determine appropriate funding and contract vehicles, and close high-ACV multi-year contracts. • Own the territory end-to-end. • Build, manage, and accurately forecast pipeline across the territory. • Develop and execute strategic account plans for priority government programs. • Maintain trusted relationships with senior stakeholders across program offices and depots. • Navigate DoW acquisition mechanics. • Lead complex, multi-stakeholder pursuits through DoW acquisition cycles, including contracting vehicles, teaming arrangements, OTAs, SBIR pathways, and prime/sub relationships. • Translate procurement constraints into executable deal structures. • Drive product and roadmap input. • Partner with product and engineering to translate customer problem sets back into the company's roadmap. • Provide field intelligence that informs new product decisions, pricing, and go-to-market for the assigned territory. • Represent the company externally. • Serve as the company's lead presence at customer sites, OEM facilities, industry events, and partner meetings. • Maintain accurate and current pipeline, account, and activity data in the CRM.