• 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

• Identify and develop new profitable revenue business opportunities • Assist in marketing activities • Identify and engage new customers for the SGS Environmental division • Sell Climate Change Solutions - specifically GHG accounting and verification • Complete the full lifecycle of sales, including presentations, tender processes, and contract negotiations

• Collaborating closely with Sales Executives to drive pipeline growth across EMEA regions. • Creating personalized outreach to multiple stakeholders, including decision-makers and influencers, for key prospects & customer accounts. • Providing a world-class prospect and customer experience through every interaction, ensuring that they feel understood and valued. • Becoming a product expert and learning to articulate the value of respond.io’s solutions to potential clients effectively. • Keeping meticulous records of interactions with leads in our CRM, including progress made, follow-up activities, and next steps. • Helping to build scalable demand generation campaigns based on data-driven insights and industry best practices. • Identifying and proposing improvements to optimize results.

• Identify and qualify new business opportunities through outbound and inbound prospecting. • Meet or exceed monthly and quarterly targets for lead generation and appointment setting. • Conduct Sales development best practices with email, phone, and social drips using sales automation software to build cadences to connect with new prospects. • Qualify the prospect and set appointments for the team to conduct Discovery calls. • Outreach to target prospects in support of Sales and Marketing campaign initiatives. • Secure key customer information to identify qualified “Sales ready” leads and prospective customers to be nurtured for future opportunities. • Collaborate with the Sales team to develop and implement effective strategies for lead generation. • Research to find new contacts in customer and prospect accounts and add to SalesForce. • Conduct research to understand potential clients' needs and pain points. • Schedule meetings and appointments for Field Sales to further the Sales process. • Maintain accurate and up-to-date records in the CRM system. • Assist in the preparation of Sales materials and presentations.