• Engage inbound and outbound leads generated by marketing campaigns • Qualify prospects based on predefined criteria • Execute structured, multi-touch outreach sequences across phone, email, and LinkedIn • Conduct high-volume outbound activities daily to cold prospects • Schedule discovery calls and meetings for the Account Executive (AE) team • Ensure accurate and timely CRM updates on lead status • Re-engage dormant and recycled leads with fresh messaging • Support account-based outbound efforts and custom outreach to high-priority targets • Capture and document insights from prospect conversations • Maintain accurate records in our CRM (Salesforce) and other tools

• Own end-to-end sales cycle, including pipeline development, opportunity management, forecasting, and deal closure • Identify, prospect, and secure new business across enterprise accounts, including net-new logos and existing clients • Build and maintain strong, multi-threaded relationships across business, analytics, IT, procurement, and executive stakeholders • Partner with internal teams (Professional Services, Product, Data, Analytics) to shape solutions, define scope, and articulate client value • Develop pricing models, financial business cases, and deal economics, including margin, resourcing, and delivery assumptions • Lead proposal development and contract negotiations, including Statements of Work (SOWs), MSAs, and commercial terms • Drive expansion within existing accounts through renewals, extensions, managed services, and new workstreams • Collaborate with account and vertical sales teams to attach and expand Professional Services opportunities alongside core offerings • Orchestrate cross-functional pursuit teams and support RFP responses as needed • Contribute to market development by identifying trends, refining offerings, and influencing go-to-market strategies

• Define and execute Professional Services global go-to-market strategy, leveraging Circana’s position as the world’s leading authority on retail sales and consumer behavior • Drive new business pipeline primarily across North America and Europe, with opportunistic growth in Australia and select international markets • Identify enterprise opportunities where Circana’s market measurement, panel data, supply chain intelligence, media insights, and AI-enabled analytics create clear, differentiated value • Expand Circana’s presence in adjacent verticals, particularly pharmacy, healthcare, and financial services • Personally originate and manage a global enterprise sales pipeline focused on medium- to large-scale strategic opportunities • Lead and develop the Professional Services global sales team, setting clear targets, ways of working, and expectations • Build, hire, and scale a team of 6–8 globally distributed services business development leads, each accountable for new Professional Services bookings and expansion • Own pipeline reviews, forecasting accuracy, and deal progress across regions • Represent Professional Services at the executive level with senior client stakeholders worldwide • Lead the end-to-end commercial process for complex enterprise opportunities

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close) • Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan • Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways • Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers • Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions • Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments • Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions • Manage deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene) • Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline • Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones