• Identify growth markets, research business requirements, and develop and execute a comprehensive strategic plan to capture market share with newly identified and existing customers • Organize and execute a multi-faceted sales plan to effectively make direct contact with prospects • Build effective and collaborative relationships with key decision-makers within the prospective organizations • Work with national marketing resources to develop effective, targeted go-to-market plans for different sub-segments • In partnership with marketing, execute events and other outreach campaigns in order to identify and engage targets, and build the Roxtec brand in the marketplace • Understand the short- and long-term needs and challenges of prospective accounts and how Roxtec's solutions can address those issues • Participate with a team of peers, and other sales and marketing professionals in the pursuit process that moves prospects through all stages of the sales process • Develop and negotiate competitive pricing strategies • Effectively manage all opportunities to ensure they are properly pushed through the sales pipeline • Collaborate with leadership to develop business development targets, goals and strategies • Establish strong networking relationships with key decision makers at multiple levels of the customers, industry organizations, and key business partners • Serve as a consultant to leaders, project participants, and customers • Build a sales pipeline sufficient to capture annual top line growth target • Develop and maintain awareness of trends within the industry, attending sales, trade, and product learning meetings • Define sales potential, prepare budgets, maintain sales tracking and other required administrative reporting • Provide technical presentations and product installation training to a wide range of audiences • Utilize CRM software as the primary tool to manage day-to-day sales activities (including pre-call plans, detailed contact management, quotations, communications/email tracking, project management, etc.) • Work cooperatively with peers and other internal departments, keeping key individuals informed to assure positive customer relations are maintained • Maintain awareness of Roxtec’s internal policy and the Roxtec Core Values in regard to the daily work

• Drive adoption and best practices for AI-powered sales development across the BDR organization. • Leverage AI tools to improve prospect research, account prioritization, personalization at scale, and outreach effectiveness. • Partner with RevOps and GTM Systems teams to evaluate and deploy emerging AI technologies that increase team productivity and pipeline generation. • Own the evolution of the BDR operating model, including AI-enabled prospecting, automation strategy, workforce productivity, and future talent development. • Directly manage a team of 6–15 BDRs across outbound and inbound coverage in North America. • Build a coaching-first culture through structured 1:1s, call reviews, skills training, and career development planning. • Hire, onboard, and ramp new BDRs to full productivity within 60–90 days. • Create individualized development plans and clear promotion paths for top performers. • Foster a high-energy, inclusive team culture grounded in accountability and continuous improvement. • Own the team's pipeline contribution targets—qualified meetings held, SAOs, and pipeline dollar value. • Drive both outbound prospecting (cold outreach, sequences, LinkedIn) and inbound follow-up motions across the NA territory. • Monitor and improve key funnel metrics: activity rates, conversion rates, average response times, and pipeline aging. • Partner with Revenue Operations to ensure accurate forecasting, clean CRM hygiene, and actionable reporting. • Hold the team accountable to daily, weekly, and monthly activity and outcome targets. • Collaborate with Marketing on campaign alignment, messaging, ICP targeting, and inbound SLA adherence. • Work closely with Account Executives and Sales leadership to ensure smooth BDR-to-AE handoffs and feedback loops. • Partner with Enablement to develop and iterate on playbooks, sequences, objection handling frameworks, and new product messaging. • Provide market and competitive intelligence back to Product Marketing and GTM leadership. • Contribute to territory planning, segmentation strategy, and headcount modeling.

• Drive the execution of strategic Microsoft Co-Sell programs in support of all business units, products, and geographies • Identify and develop joint opportunities with Microsoft Sellers across Data, AI, and Fabric workloads • Define and implement partnership frameworks and incentive models in collaboration with other Business Development leaders • Work in partnership with the Business Unit specific marketing, sales, and GTM leadership to design and orchestrate effective joint campaigns and sales plays that result in incremental pipeline and ACV bookings • Collaborate with Microsoft Field Communications, Sales Enablement, and Sales Operations to maximize adoption of new programs and processes • Represent in Microsoft partner programs, marketplaces, and Fabric community events • Manage relationships across Microsoft field teams and lead joint account planning activities • Coordinate solution briefings, demos, and discovery sessions with prospective clients • Contribute to proposals, case studies, and marketing content in collaboration with GTM teams • Work closely with delivery and technical teams to align offerings with client needs and field engagement

• Identifying new business opportunities and generating Sales Qualified Leads • Delivering multi-channel outreach activity, including telephone calls, emails and LinkedIn messaging • Managing the initial prospect relationship and securing qualified appointments • Managing internal CRM processes (Salesforce), including input of activity, account data updates, market feedback and prospect lead qualification details. • Measuring and recording day to day sales activity levels and performances • Collaborate closely with the Enterprise Sales and/or Inside Sales teams. • Learn, leverage and help evolve our lead qualification and sales processes. • Meet/exceed monthly qualified leads quota to ensure pipeline objectives as directed.