• Own the early-stage advancement of opportunities from Qualify → Discovery, and as proficiency grows, Discovery → Evaluation. • Execute solution-specific Sales Playbooks to ensure all exit criteria are met before handoff. • Capture and document discovery answers (via email, prep, or call notes) to support progression. • Execute warm handoffs of qualified opportunities to AVPs with complete and accurate context. • Run multi-channel outreach across email, LinkedIn, and administrative calling to activate early interest and secure meetings. • Engage cold accounts or pre-qualified accounts to generate first conversations for AVPs from Ideal Customer Persona (ICP) accounts. • Conduct inbound lead triage and fast follow-up for prospects engaging with marketing assets or events. • Call clinical and operational office lines or executive assistants to schedule meetings and coordinate access. • Partner with AVPs to tailor account-specific ABM plays using provided templates and messaging frameworks. • Customize persona-based outreach sequences and messaging for specific territories and strategic accounts. • Maintain and continuously refine Sales Navigator filters to ensure the right personas and accounts stay in focus. • Build and maintain relationship maps at the opportunity and account level to track influence, organizational structure, and decision pathways. • Ensure all relevant contacts are captured, enriched, and updated within Salesforce. • Manage account specific paperflite landing pages for prospect accounts. • Participate in early discovery calls (typically led by the AVP) to gather essential account context, pain points, and opportunity signals. • Take clear, structured notes and capture the information required to satisfy discovery-stage exit criteria. • Conduct light pre-call research to support AVP preparation and call strategy. • Create v1 slideware or call prep materials using approved templates and automation tools for Qualify and Discovery conversations.

• Achieve or exceed established sales targets, revenue goals, and profitability objectives. • Identify, prospect, and onboard new account opportunities. • Maintain and manage opportunities, quotes, customer activity, and pipeline visibility within Salesforce (SFDC). • Build long-term customer and partner relationships through proactive communication and account management. • Work with various teams to support customer needs and business objectives. • Schedule and conduct meetings with buyers and decision-makers. • Travel to support account development and drive sales growth. • Responsible for pricing proposals, bids, and sales presentations. • Track sales activity and report on engagement within the sector. • Resolve customer and account-related issues while ensuring high service levels. • Collaborate internally to improve efficiency and customer experience. • Identify and pursue new business opportunities within oil and gas markets. • Develop and implement business development plans. • Generate leads, qualify prospects, and manage the sales pipeline. • Prepare and deliver presentations and proposals to clients. • Negotiate contracts and pricing in alignment with company objectives.

• Prospect and identify potential clients by researching and qualifying leads through various channels, including cold calling, email campaigns, social media, and other sales tactics. • Conduct outbound calls and engage in proactive outreach to educate prospects about our Employer of Record services, identify their needs, and schedule meetings or demos for the sales team. • Qualify leads and gather key information to assess their potential as prospective clients. • Collaborate closely with the sales team to develop and implement effective strategies for lead generation and pipeline development. • Maintain accurate and up-to-date records of all activities, interactions, and prospecting details in the CRM system. • Collaborate with marketing to provide feedback on campaigns and identify opportunities for improvement. • Keep up to date with industry trends, competitors, and market conditions to effectively position our EOR services and differentiate our offerings. • Actively participate in team meetings, share insights, and contribute ideas to enhance sales and lead generation processes. • Meet or exceed monthly targets for qualified leads, meetings scheduled, and revenue generated.

• Lead opportunity tracking across multiple states and municipalities using platforms like BidPrime and state/municipal portals. • Manage the full capture lifecycle - research, qualification, partner engagement, and win strategy. • Serve as lead proposal manager across multiple RFPs and RFQs, coordinating internal and external teams. • Own the proposal calendar and ensure timely, high-quality submissions. • Draft and/or edit technical and non-technical proposal sections, including capability statements, staffing, past performance, and cover letters. • Develop internal tools, templates, and BD trackers to support an efficient, scalable pipeline. • Lead knowledge management efforts, including organizing previous submissions and maintaining boilerplate content. • Support staff and consultants in understanding BD processes and contributing to proposals. • Coordinate with partners, subcontractors, and subject-matter experts to compile and vet proposal materials. • Collaborate with leadership to prioritize target markets and agencies for strategic expansion.