Role Description onX is seeking a Senior Business Development & Partnerships Manager I to play a key role in accelerating how we build and scale strategic partnerships. This role exists to increase the speed and quality of our partnership pipeline by owning early- to mid-stage partner development—identifying opportunities, initiating relationships, and driving conversations forward. The role will initially focus heavily on partnerships within the automotive ecosystem, while also supporting broader strategic partnership opportunities over time. You will help create momentum across the partnerships function by proactively engaging external partners and bringing structured insights back into the business. You’ll operate in a highly dynamic environment where problems are not fully defined, and success depends on initiative, judgment, and the ability to move work forward without heavy structure. This role reports to the Chief Strategy Officer. Qualifications - Eight (8) or more years of experience in business development, partnerships, or a related role in a tech-forward, fast-moving environment - Demonstrated ability to independently source and progress partnerships, creating momentum and driving work forward in ambiguous environments without defined playbooks - Experience developing partnerships that created meaningful customer-facing value through software, platform, product, or distribution integrations — particularly within consumer technology (B2C, B2B2C), mobile app, connected device, or ecosystem-driven environments - Strong relationship-building and communication skills, with the ability to influence cross-functional stakeholders internally and externally - Ability to translate broad strategic direction into concrete partnership opportunities and actions - Strong internal execution skills, including structured thinking, sound judgment, and comfort using data to evaluate opportunities and inform decisions - Ability to quickly learn technical and product concepts and apply that understanding in external conversations and partnership development - Demonstrated curiosity and initiative—actively seek information, ask questions, and pursue opportunities without being prompted - A strong curiosity for exploring new technologies, including AI, and identifying practical ways to apply them in workflows - A shared passion for and ability to demonstrate onX’s Company Values - Bachelor’s degree in Business, Economics, Marketing, a related field, or equivalent practical experience - Permanent US work authorization is a condition of employment with onX - Ability to travel quarterly for multiple days to a corporate office, partner meetings, industry events, or other onX strategic locations Requirements - Build and Drive Partnership Pipeline - Identify, prioritize, and pursue high-impact partnership opportunities aligned with company priorities - Build and actively manage a pipeline of prospective partners within the automotive ecosystem and other strategic partnership areas - Translate broad goals into concrete outreach strategies and partnership opportunities - Lead Partner Engagement & Progression - Proactively initiate and lead external conversations with prospective partners - Own the progression of partnerships from initial outreach through mid-to-late stage discussions - Independently lead meetings, relationship development, and small to medium partnership opportunities - Maintain momentum across multiple opportunities by driving next steps, aligning stakeholders, and navigating obstacles - Partner with senior leadership to support final negotiation and closing - Proactively identify obstacles, surface risks to senior leadership, and propose solutions - Generate Insights That Inform Direction - Synthesize partner conversations, market signals, and internal context into clear insights and recommendations - Use structured thinking and data to evaluate opportunities and inform decisions - Identify patterns and opportunities that help shape partnership priorities over time Benefits - Competitive salaries, annual bonuses, equity, and opportunities for growth - Comprehensive health benefits, including a no-monthly-cost medical plan - Paid parental leave of 13 weeks for birthing parents and 5 weeks for non-birthing parents - 401k matching at 100% for the first 3% you save and 50% from 3-5% - Company-wide outdoor adventures and amazing outdoor industry perks - Annual “Get Out, Get Active” funds to fuel your active lifestyle - Flexible time away package that includes PTO, STO, VTO, and paid holidays

• Work closely with account executives in your territory to build out a territory prioritization plan • Learn about the market landscape & threat climate in your territory, specifically in the K12, Healthcare, and workplaces segments. • Gain a deep understanding of Evolv’s mission, our Evolv Express & Insights products, and learn how to deliver compelling value proposition per vertical • Understand how to identify security pain points and vet prospects for potential fit • Own the lead qualification process build relationships with key Account Executives • Achieve monthly qualified meetings & sales opportunity generation goals • Pipeline management – foster data integrity within Salesforce.com CRM • Attend trade shows to engage with prospects and customers • Have a deep understanding of the forces driving demand for weapons screening • Have developed strong pipeline of highly qualified sales opportunities for your region in key verticals • Be perceived by the team as the demand generation leader in the territory • Partner with the field marketing team to drive successful live events • Be utilized as a resource for industry news, events, and developments within the sales territory • Leverage prospecting tools (Sales Engagement, LinkedIn Sales Navigator, Sales Intel, Showpad, Hubspot, 6sense, phone calls) to prioritize and engage with a funnel of leads • Manage your prospect pipeline to prioritize engaged end users in target ICPs • Have meaningful, engaging conversations about prospect's security concerns that compel the prospect to take the next step with Evolv • Deliver highly qualified, end user opportunities to the region per month according to our qualification criteria • Become an expert at Salesforce and other productivity & enablement technology as it relates to the sales development, while sharpening your skills around prospect research, campaign design, cadence building, lead engagement tracking, and pipeline management. • Drive demand in key verticals as per our 2025 go to market plan (K12, healthcare, factory/warehouse) Be meticulous about measuring relative success of different approaches (subject lines, messages, cadence, frequency, channel) and continuously refine the outbound approach to optimize time spend • Tackle all inbound inquiries in your region

Role Description Are you a hunter who is passionate about engaging with new prospects and building demand for an industry-disrupting technology? Evolv – the leader in AI-based weapons screening - is looking for a motivated Business Development Representative to build relationships with prospective customers across multiple verticals including healthcare, workplace, and education. You will work closely with the account executives in your region to define your territory plan, collaborate with marketing to build awareness at key accounts, execute outbound campaigns, qualify end user prospects, and contribute to the region’s revenue goals in partnership with your peers and regional go-to-market team. Success in the Role: What are performance outcomes over the first 6-12 months you will work toward completing? - In the first 30 days, you will: - Work closely with account executives in your territory to build out a territory prioritization plan - Learn about the market landscape & threat climate in your territory, specifically in the K12, Healthcare, and workplaces segments. - Gain a deep understanding of Evolv’s mission, our Evolv Express & Insights products, and learn how to deliver compelling value proposition per vertical - Understand how to identify security pain points and vet prospects for potential fit - Within 3 months, you will: - Own the lead qualification process and build relationships with key Account Executives - Achieve monthly qualified meetings & sales opportunity generation goals - Pipeline management – foster data integrity within Salesforce.com CRM - Attend trade shows to engage with prospects and customers - By the end of the first year, you will: - Have a deep understanding of the forces driving demand for weapons screening - Have developed a strong pipeline of highly qualified sales opportunities for your region in key verticals - Be perceived by the team as the demand generation leader in the territory - Partner with the field marketing team to drive successful live events - Be utilized as a resource for industry news, events, and developments within the sales territory The Work: What type of work will you be doing? - Leverage prospecting tools (Sales Engagement, LinkedIn Sales Navigator, Sales Intel, Showpad, Hubspot, 6sense, phone calls) to prioritize and engage with a funnel of leads - Manage your prospect pipeline to prioritize engaged end users in target ICPs - Have meaningful, engaging conversations about prospect's security concerns that compel the prospect to take the next step with Evolv - Deliver highly qualified, end user opportunities to the region per month according to our qualification criteria - Become an expert at Salesforce and other productivity & enablement technology as it relates to the sales development - Drive demand in key verticals as per our 2025 go to market plan (K12, healthcare, factory/warehouse) - Be meticulous about measuring relative success of different approaches (subject lines, messages, cadence, frequency, channel) and continuously refine the outbound approach to optimize time spent - Tackle all inbound inquiries in your region Qualifications - Strong communication and interpersonal skills - Experience with CRM tools, preferably Salesforce - Ability to work collaboratively in a team environment - Proven track record in sales or business development Requirements - Based near a major metropolitan market within the Pacific or Mountain time zones - Willingness to travel as needed to support customer and business priorities Benefits - Equity as part of your total compensation package - Medical, dental, and vision insurance - Health Savings Account (HSA) - A 401(k) plan (and 2% company match) - Flexible Paid Time Off (PTO) - Quarterly stipend for perks and benefits that matter most to you - Tuition reimbursement to support your ongoing learning and development - Subscription to Calm

Role Description The BDM runs JPMS’s new business growth in a territory. The job has two parts that work together: - Independently identify and pursue new salon opportunities within the territory, focusing on accounts not currently being actively supported through existing channels. - Prospect, qualify, and close new business, managing the full sales cycle from first contact through purchase, and support. - Support the local BSG team on opening top tier new salon doors. - Train them on JPMS color, partner with local BSG Full-Service leadership, and help convert and grow JPMS business in top tier salons BSG already services. - Color is the priority. Convert salons to The Color XG®, The Demi, and The Color®, grow Paul Mitchell® Professional Color, and make color a bigger share of every salon’s order with us. *The territory for this role is Northern California. Qualifications - High school diploma or GED required. - 3+ Years selling in the Salon Pro Channel with a distributor or manufacturer in a field based sales role. Requirements - Work with BSG DSCs and local distributor leadership. - Be the JPMS face for the BSG DSCs and BSG leadership in your territory. - Run brand training for DSCs and CosmoProf store teams — product knowledge, new launches, color technique stories. - Show up and present at BSG sales meetings in your territory. - Get DSCs excited about leading with JPMS products— contests, recognition, joint wins. - Flag underperforming DSCs and white-space accounts to your Regional Director (“RD”). - Open new salon doors and grow existing business across the territory, with a strong focus on top tier opportunity accounts. - Independently build and manage a new-business pipeline—prospecting, qualifying, presenting, and closing—while managing follow-up and next steps to move opportunities to commitment. - Identify and prioritize high-potential competitor salons—especially those aligned to Titanium and Platinum reward levels—and execute targeted conversion plans to win their color and retail business. - Create and execute account plans for top-target doors (e.g., decision makers, needs assessment, education support, conversion offer, and 30/60/90-day growth plan) to ensure sustainable wins. - Operate with a high level of autonomy—owning scheduling, routing, and territory prioritization—while partnering cross-functionally to support onboarding and education where needed. - Find under-penetrated markets — places where JPMS color isn’t showing up much — and prospect them. - Cross-sell into existing JPMS salons that only carry part of the line (haircare-only doors that don’t have color, color-only doors that don’t carry haircare). - Work with the Education Manager, your RD and the local BSG DSC to make sure conversion salons get the education they need. - Support local and national trade and education shows and events, with your RD’s advance approval. Benefits - The expected base salary range for this position is $70,000 to $80,000. - This position is also eligible for participation in the company discretionary bonus plan, based on personal performance and company results. - JPMS offers a competitive benefits package to eligible employees, including: - Medical, dental, vision, life, accident, critical illness, and disability insurance. - Retirement savings plans and company match. - Paid family leave. - Education-related programs. - Paid holidays. - Discretionary vacation time. - And more.