• Build MVP systems, automations, agents, scripts, and internal tools that support GTM growth experiments • Ship working prototypes in weeks, not months, then validate them with real users, real prospects, or real GTM data • Translate growth hypotheses into technical workflows with clear inputs, outputs, success metrics, and failure conditions • Create account research, enrichment, signal-monitoring, event follow-up, outbound-trigger, expansion, and product-led growth workflows using internal and external data sources • Build AI-assisted workflows for research, routing, qualification, prioritization, follow-up, call analysis, and next-best-action recommendations • Work across APIs, webhooks, structured data, automation tools, lightweight code, event data, usage data, data warehouses, and internal agents • Instrument experiments so they can be measured quickly: conversion rate, meeting creation, opportunity creation, pipeline influenced, time saved, adoption, quality, or learning velocity • Decide when to scale an experiment, when to iterate, and when to kill it • Turn successful MVPs into repeatable workflows, durable automations, or specs for engineering/data partnership • Document systems clearly so they can be operated, debugged, improved, and handed off

• Generating and closing new business opportunities through proactive outreach • Cold calling local businesses • Visiting businesses in person to introduce solutions • Building relationships with business owners • Prospecting and generating new leads • Setting appointments and conducting discovery conversations • Presenting marketing and business growth opportunities • Following up with prospects consistently • Managing your own local territory and pipeline • Collaborating with GMT Strategy leadership on proposals and closing opportunities

• Ongoing development and leadership of the Commercial & Industrial (C&I) Growth unit • Further development of the national C&I go-to-market strategy • Identification and prioritization of strategic target customers • Building robust relationships with CEOs, CFOs, COOs, Sustainability Leads, Real Estate managers, in coordination with Procurement leads • Positioning 1KOMMA5° as a leading partner for photovoltaics, storage systems, charging infrastructure, energy management and Heartbeat Enterprise • Development of multi-site and portfolio roll-out models • Establishment of strategic industrial partnerships • Development of new business models around energy, flexibility and electrification • Ownership for developing a reliable C&I pipeline • Close collaboration with Operations, Product, Finance, Legal and Engineering

• Own commercial strategy and performance for assigned Enterprise accounts • Lead all commercial motions, including pricing, packaging, proposal creation, negotiation, and contract execution • Develop renewal and expansion plans that align with customer value, usage patterns, and strategic goals • Drive renewal readiness by tracking key dates, securing timely signatures, and removing blockers to keep renewals on schedule. • Chase outstanding invoices with customers and coordinate internally to ensure payment is received. • Analyze adoption trends, product usage, and whitespace to identify high-value upsell and cross-sell opportunities • Build and maintain strong relationships with executive stakeholders to support commercial alignment and long-term growth • Partner closely with Client Experience Managers to understand customer health, value delivery, risks, and expansion readiness • Participate in strategic business reviews by presenting commercial insights, renewal and expansion considerations, and long-term commercial recommendations that align with customer value and business objectives • Create commercial proposals, order forms, and deal structures that meet customer needs while supporting Airship’s revenue objectives • Manage forecasting, pipeline accuracy, and weekly bookings reporting to support planning and decision-making • Collaborate with Product, Legal, Finance, Solutions, and Data teams to remove deal blockers and accelerate execution • Lead commercial discussions with customer executives, ensuring clarity on pricing, value, and contract terms • Build business cases for expansions using customer outcomes, ROI insights, and product value • Represent customer needs and competitive insights internally to influence pricing strategy and product direction • Ensure CRM data is accurate and up to date for forecasting, pipeline visibility, and internal alignment • Communicate commercial insights, risks, and recommendations to senior leadership and cross-functional teams • Support strategic initiatives that improve renewal performance, expansion rates, and overall revenue growth • Travel as needed to attend customer meetings, executive discussions, and commercial negotiations • Maintain accurate CRM documentation for pipeline, forecasts, and commercial activities • Communicate deal status, insights, and recommendations clearly to internal teams and senior leadership