• Regional Ownership: Take full responsibility for a major bicycle region in your area, managing all business relationships end-to-end. • Hunt, Close and Onboard New Retail Partners: Identify, prospect and onboard independent bike shops and regional chains in your territory. Your goal is to turn cold prospects into active partners who use Upway’s trade-in tool daily. • Stock Purchasing: Identify and purchase excess stock from partners to expand our product offering. • Build Long-Term Trust: The bike industry is built on relationships. You will need to be an available and reliable stakeholder, and just as comfortable talking technical specs with a mechanic as you are negotiating contracts with a business owner. • Negotiations: Secure the most favorable purchasing conditions for Upway through effective and strategic negotiations. • Deploy Additional Services: Leverage your network of existing trusted partners to support the deployment of new services as we turn the trade-in platform into a fully-fledged B2B ecosystem (including pickup, drop-off, maintenance, B2B sales…)

• Lead business development activity across a defined portfolio of UK Military, Defence, and Law Enforcement accounts • Identify, shape, and secure complex, high-value, and often multi-year opportunities, moving beyond transactional training delivery toward programme-based and capability-led engagements. • Build and maintain a deep understanding of defence and law enforcement priorities, threat landscapes, policy drivers, and procurement environments, translating these into relevant SANS solutions. • Engage confidently with both senior and junior military and government stakeholders, operating effectively at officer, executive and policy level. • Position SANS as a trusted partner supporting national security, operational readiness, cyber resilience, and professional development outcomes. • Develop and execute structured account and engagement plans aligned to strategic defence and law enforcement objectives. • Establish and sustain long-term, trust-based relationships with key decision-makers, influencers, and sponsors across defence and law enforcement organisations. • Take ownership of senior customer engagement throughout the sales lifecycle, from early-stage discovery through to commercial agreement and handover. • Act as the primary commercial interface for complex customer scenarios, ensuring clarity, consistency, and professionalism in all interactions. • Support the successful onboarding and ongoing management of customers, ensuring programmes deliver value, satisfaction, and long-term growth. • Represent SANS at relevant defence, security, and law enforcement forums, events, and industry engagements to strengthen market presence and credibility. • Own the end-to-end sales process for assigned opportunities, including opportunity qualification, solution design, pricing, proposals, contracts, and tender responses where applicable. • Maintain accurate pipeline management, forecasting, and reporting through agreed CRM systems and processes. • Operate effectively within public sector and defence procurement frameworks, ensuring compliance while exercising sound commercial judgement. • Support marketing initiatives, campaigns, and SANS-hosted events aligned to defence and law enforcement audiences. • Maintain strong commercial discipline across deal management, governance, and internal collaboration. • Act as a role model for professional, ethical, and high-quality sales engagement within sensitive defence and law enforcement environments. • Set standards through personal execution in areas such as customer engagement, opportunity management, and commercial integrity. • Share insight, market intelligence, and best practice informally with colleagues to support overall team effectiveness, without formal line management responsibility. • Collaborate constructively with peers and internal stakeholders to ensure joined-up engagement across strategic accounts. • Monitor payment of customer invoices, ensuring outstanding invoices and debts are settled in a timely manner. • Support marketing campaigns and SANS events to help deliver revenue growth targets. • Successfully develop and drive sales plans, using agreed methodologies. • Embrace and adhere to agreed sales processes and procedures. • Deliver agreed revenue targets, KPIs, and strategic objectives aligned to defence and law enforcement market priorities. • Take ownership of tender and procurement activity for relevant opportunities, where applicable. • Actively promote and protect the SANS brand, values, and mission across all customer and partner interactions. • Undertake additional responsibilities consistent with the seniority and scope of the role, as required.

• Develop and execute a strategic sales plan to grow TrustBuilder revenue across regional and national home builders • Prospect and generate new business opportunities through outbound outreach, networking, industry events, referrals, and builder relationships • Build and maintain strong relationships with builder executives, division presidents, sales leaders, marketing teams, and customer experience stakeholders • Identify builder pain points related to customer satisfaction, online reputation, buyer experience, customer retention, and sales process feedback • Position the TrustBuilder suite as a strategic CX and reputation management solution that helps builders strengthen consumer trust and improve the homeowner journey • Conduct product presentations, demos, and consultative sales conversations • Partner cross-functionally with internal marketing, product, and customer success teams to support client growth and retention • Maintain accurate pipeline forecasting and sales activity within CRM systems • Consistently meet or exceed pipeline generation and revenue targets • Represent the company at builder conferences, industry events, and networking functions • Stay informed on builder trends, competitive landscape, online review strategies, and customer experience technology within the homebuilding industry

• Desarrollo de negocio hospitalario. • Identificar y prospectar hospitales y clínicas en todo el territorio nacional. • Detectar nuevas oportunidades comerciales dentro de cuentas estratégicas. • Activar y ampliar la red de contactos en Dirección Médica, Gerencia, IT/Sistemas, Compras y Unidades Clínicas. • Analizar las necesidades de cada organización y detectar oportunidades de digitalización y mejora de procesos. • Venta consultiva. • Gestionar el ciclo completo de venta: prospección, reuniones, análisis de necesidades, propuesta, negociación y cierre. • Diseñar propuestas de valor adaptadas a cada hospital o grupo hospitalario. • Participar en procesos de licitación pública y negociación en entornos privados. • Coordinar demostraciones de producto y presentaciones ejecutivas. • Construir relaciones sólidas y a largo plazo con los principales decisores. • Identificar oportunidades de crecimiento dentro de las cuentas (upselling y cross-selling). • Asegurar una correcta transición al equipo de implementación tras el cierre del acuerdo. • Gestionar el pipeline comercial y el forecast en CRM (Microsoft Dynamics). • Realizar seguimiento de oportunidades y asegurar el cumplimiento de objetivos de ventas. • Colaborar estrechamente con los equipos de Marketing, Producto e Implementación para garantizar una propuesta alineada con las necesidades del mercado.