• Conduct high-volume outbound outreach, maintains a consistent standard of 80+ calls per day. • Prospect, profile, and qualify high-value leads within the B2B technology and SaaS sectors. • Execute multi-channel outreach strategies including cold calling, personalized emailing, and LinkedIn networking. • Overcome gatekeepers and navigate complex organizational structures to identify key decision-makers. • Schedule qualified discovery calls and demos for Account Executives. • Meticulously manage lead data and activity tracking within the CRM to ensure a clean sales funnel.

Role Description Estate Guru is seeking a motivated, organized, and proactive Business Development Representative (BDR) to help drive pipeline growth and expand market awareness. This role is responsible for: - Identifying prospective clients - Conducting outbound outreach - Qualifying early-stage opportunities - Scheduling high-quality meetings for the sales team - Working up to taking initial qualifying meetings/demos Key Responsibilities - Identify and prospect potential clients through outbound calls, email campaigns, LinkedIn outreach, referrals, and other lead generation efforts - Research target accounts, decision-makers, and industry segments to support effective prospecting strategy - Conduct initial outreach to introduce Estate Guru and generate interest in the company’s solutions - Qualify leads based on established criteria, including business need, fit, timing, and opportunity potential - Schedule qualified meetings and hand off opportunities to the appropriate sales leader or Business Development Manager - Maintain accurate and timely records of prospecting activity, lead status, notes, and follow-up actions in the CRM - Consistently execute follow-up and nurture activity to keep prospective clients engaged - Collaborate with sales and leadership to improve messaging, targeting, and outreach strategy - Support campaigns and initiatives related to pipeline generation, events, partnerships, and market development - Meet or exceed expectations for outbound activity, meetings booked, qualified opportunities created, and pipeline contribution - Represent Estate Guru professionally and positively in all prospect interactions - Share feedback from prospects and the market to help improve messaging, positioning, and business development effectiveness Qualifications - 1–3 years of experience in business development, sales, recruiting, customer-facing work, or a related role preferred - Strong written and verbal communication skills with the ability to engage prospects professionally and confidently - Comfortable initiating cold outreach through phone, email, and LinkedIn - Strong organization and follow-through with the ability to manage multiple leads and tasks effectively - High level of resilience, persistence, and comfort handling rejection - Coachable, adaptable, and eager to learn in a fast-paced, growth-focused environment - Ability to research prospects and tailor outreach in a thoughtful and strategic way - Experience using CRM systems, sales engagement tools, or prospecting platforms preferred - Experience in SaaS, legal tech, financial services, professional services, or other consultative business environments is a plus - Demonstrated ability to work both independently and collaboratively within a team setting What success looks like for this role - Consistently generates qualified leads and meetings that convert into meaningful sales opportunities - Maintains strong activity levels and disciplined follow-up habits - Produces high-quality outreach that is targeted, professional, and effective - Keeps CRM records accurate, current, and well-documented - Creates a strong first impression of Estate Guru in the market - Learns quickly, applies feedback, and improves outreach and conversion performance over time - Becomes a trusted partner to the sales team by delivering well-qualified, sales-ready opportunities - Contributes to a more predictable, scalable, and effective pipeline generation process Compensation & Benefits - Competitive salary and discretionary bonuses - Comprehensive health, dental, and vision insurance - Elective benefits for Life, Critical Illness & Hospital Indemnity Plans - Company paid Short-term Disability Insurance - Internet Reimbursement (for remote roles) - Generous PTO and paid holidays - Professional development opportunities - Fitness Reimbursement Equal Opportunity Employer Estate Guru is an equal opportunity employer meaning that all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other protected characteristic. Applicants in the United States of America have rights under Federal Employment Laws: - Family & Medical Leave Act - Equal Opportunity Employment - Employee Polygraph Protection Act

• Drive partner growth by acquiring new strategic hotel partners and maximising value from existing ones • Identify, target, and onboard high-potential partners • Develop tailored value propositions to drive conversion • Negotiate competitive, tailored agreements (SPA, SVC, exclusive terms) • Leverage market insights to position differentiated solutions • Implement regional strategic plans and account strategies • Analyse customer needs, demand, and competitors to optimise performance • Align product offerings with partner requirements • Improve contracting quality and conversion rates • Develop joint growth plans and identify revenue opportunities • Work cross-functionally (Acquisition, Commodity, Differentiation, Direct Channels) • Support account transitions and share best practices • Ensure adoption of systems, tools, and standardised processes • Manage smooth handovers with no disruption to partners • Ensure effective knowledge transfer and risk mitigation • Build strong partner relationships and apply consultative selling • Support key negotiations and represent the company externally

Role Description The Business Development Manager is a full-cycle, relationship-driven sales professional responsible for building, growing, and managing a personal portfolio of lighting rental clients. Success in this role requires: - Proactively sourcing and developing new client relationships - Influencing product specification - Ensuring high-quality execution through close collaboration with Christie Lites’ global support teams This role is designed for individuals who thrive on independence, accountability, and long-term relationship ownership. Key Responsibilities - Client Relationship Development - Proactively source, develop, and maintain long-term client relationships - Schedule and conduct regular in-person client meetings and site visits - Travel as needed to support clients in their working environments - Maintain consistent, structured communication through scheduled check-ins - Serve as the primary point of contact for assigned client relationships - Business Development & Product Influence - Develop a working knowledge of Christie Lites’ lighting rental inventory and services - Influence lighting product specification by collaborating with Lighting Designers, producers, and specifiers - Position Christie Lites as the preferred lighting rental partner during the bid and planning phases - Manage competitive substitutions when alternate products are initially specified - Present rigging, labor, and support services as integrated solutions supporting lighting rentals - Portfolio & Performance Management - Build and actively manage a personal portfolio of client relationships - Set annual relationship-development and financial targets in collaboration with the VP of Rentals - Identify and pursue new revenue opportunities through proactive networking and outreach - Regularly review portfolio composition and recommend adjustments to support long-term growth - Monitor portfolio performance, profitability, and commission reporting - Execution & Cross-Functional Collaboration - Interface closely with Project Management to ensure accurate quoting, reservations, and execution - Provide timely and complete information to support job planning and delivery - Participate in post-show reviews to ensure consistent quality across equipment, labor, and execution - Partner with internal teams to resolve challenges and identify continuous improvement opportunities - Support Accounting with invoicing follow-up and account collection as needed - Business Model & Policy Adherence - Promote Christie Lites’ Official Rental Product Line (ORPL) - Strictly adhere to the One Contact – One Rep (OCOR) client management policy - Follow established accounting, administrative, and reporting procedures - Represent Christie Lites professionally and consistently across all client interactions Qualifications - Multiple years of experience working in stage lighting, live events, touring, production, or related technical environments - Strong understanding of production workflows and client dynamics - Proven success in a relationship-driven, portfolio-owned sales role - Demonstrated ability to self-source business, build long-term client relationships, and close deals - Experience selling complex, service-based, or project-driven solutions Personal Attributes for Success - Highly relationship-oriented and client-focused - Self-motivated, independent, and accountable - Competitive, driven, and growth-oriented - Comfortable with travel and irregular hours - Confident decision-maker and closer - Detail-oriented, especially with financial and contractual matters - Motivated by performance-based compensation Professional Attributes for Success - Strong organizational and administrative skills - Proven track record of sales success and portfolio growth - Strategic negotiator with sound business judgment - Collaborative problem solver who builds trust with clients and internal teams - Comfortable operating autonomously with senior leadership support