• Partner directly with Agents to identify, pursue, and close new business opportunities. • Support prospecting efforts, pipeline development, and deal strategy across assigned geography. • Assist in enterprise and complex opportunities including RFPs, Freight Projects, Managed Transportation opportunities, and strategic account growth. • Drive expansion within existing accounts, focusing on increased share of wallet and mode diversification. • Build strong working relationships with Agents, acting as a go-to resource for business development support. • Help Agents create and execute growth plans aligned to their individual business goals. • Support business reviews to identify opportunities for growth, retention, and improvement. • Increase engagement across the Agent network within assigned region. • Act as a conduit between Agents and internal teams including Pricing, Advanced Services, Contracts, and Admin. • Ensure Agents have access to the right tools, data, and support to win and grow business. • Collaborate with Sales Operations and Marketing to support sales materials, reporting, business reviews, and insights. • Maintain awareness of market trends, capacity conditions, and competitive dynamics. • Translate market insights into actionable opportunities for Agents • Identify gaps or barriers to growth and help navigate solutions • Assist with identifying and engaging potential new Agents • Support recruiting efforts when applicable to drive long-term network growth • Participate in special projects and handle all other assigned duties as required.

• Conduct in-depth lead qualification, investigating context, pain points, urgency, impact, and customer decision criteria; • Be accountable for goals and performance metrics (qualification volume, conversion, no-shows, SLA, cadence efficiency, and opportunity generation), ensuring predictability of delivery; • Perform consultative handoffs between Pre-Sales and Sales Executives, ensuring strategic alignment and high-quality handoffs; • Build personalized outreach approaches by ICP, segment, and business context, using multiple prospecting channels (email, LinkedIn, phone, and WhatsApp); • Create, test, and optimize hypotheses to improve operational efficiency: messaging, cadences, segmentations, channels, prompts, automations, and outreach strategies; • Organize and keep the Salesforce CRM up to date, ensuring data quality, traceability, and funnel visibility; • Develop relationships with strategic accounts, ensuring a consistent journey through to the first meeting; • Work in partnership with leadership and related areas to identify bottlenecks, opportunities, and continuous improvements in the commercial process; • Support the team’s operational development by sharing best practices, learnings, and strategic prospecting insights; • Use commercial intelligence tools and AI resources applied to sales and pre-sales to drive productivity, personalization, and operational efficiency.

• Generar oportunidades, cerrar nuevos clientes y ayudar a diseñar estrategias de crecimiento escalables • Trabajarás directamente con los founders, con un rol activo en cómo crece la empresa • Generar y gestionar nuevas oportunidades de negocio • Realizar llamadas de descubrimiento con potenciales clientes • Presentar demos del producto y cerrar acuerdos • Construir relaciones con universidades, organizaciones y partners • Identificar posibles distribuidores internacionales o socios estratégicos • Probar nuevos canales de captación (outbound, LinkedIn, partnerships, eventos) • Ayudar a diseñar y mejorar el mensaje de ventas y el posicionamiento • Colaborar en campañas de marketing y experimentos de crecimiento

• Hands-on Business Development & Direct Sales with a clear focus on the Private Sector (B2B); experience in the Public Sector is a strong plus • Active contribution to our market entry in the UK (greenfield setup): building pipeline, customer base, and market presence together with the Country Manager • You will act as the operational “right hand” of the Country Manager while benefiting from the established infrastructure of our German headquarters, especially in Delivery, Product, and Operations • Identification of new business opportunities and development of tailored solutions for various industries • Development and execution of local business development strategies to scale our SaaS portfolio • Active acquisition of new customers through direct sales approaches and targeted account development • Management and strategic development of existing customer relationships across the entire customer lifecycle (Key Account Management) • Building a strong network of customers, partners, and key stakeholders • Development and maintenance of a partner ecosystem (resellers, system integrators, distributors) in close coordination with the German headquarters • Close collaboration with internal teams (Delivery, Legal Engineering, AI Engineering, Configuration, PMO, Service) to ensure successful implementations and long-term customer satisfaction • Alignment with Product Management and Marketing to optimally position our solutions in the Dutch market • Representing Rulemapping at events, meetups, and on social media