• Proactively reach out to prospective partners to discover SLED Agencies that we can serve in your geographic region • Own the sales process by leading meetings, building relationships, marshaling SentiLink resources to deliver solutions, preparing analytical business cases, and closing legal agreements • Navigate complex organizations and procurement cycles to align with decision makers and build champions within prospects and partners • Continue to drive value to our partners post-close by owning relationships and helping our partners be successful with our solutions • Represent SentiLink in accordance with our corporate values at all times

• Actively prospect new business opportunities with high-volume outreach via phone, email, LinkedIn, virtual meetings and onsite customer meetings. • Identify key decision makers and business drivers, and relentlessly present the Loadsmart pitch in a compelling way. • Drive complex sales cycles from initial contact to successful onboarding within a fast-paced sales environment. • Adeptly guide customers through complex integration projects, contracts, RFPs and onboarding processes. • Build and manage a strong pipeline of Enterprise and Mid-Market customers, and coordinate with sales management to provide accurate sales forecasts. • Partner closely with Loadsmart’s customer success-focused Account Management team to ensure high long-term customer retention. • Exhibit utmost dedication to constantly refining your sales skills. Practice frequent role-play, objection-handling exercises, and pitch demos. Actively seek and apply constructive feedback and data analysis observations to constantly refine your approach. • Insightfully evaluate Loadsmart’s current product offerings and roadmap. Actively share customer feedback and your own observations with Loadsmart Product and Engineering teams to enhance value for your customers. • Become a subject matter expert on our business, including processes, operations, technical capabilities, the competitive landscape, and remaining up-to-date on industry news. • Participate as an active member of our collaborative sales team and contribute to our culture of sales success.

• Responsible for converting leads to sales from our ISV partners and self-source payments opportunities. • Maintain existing/prospective client records, in accordance with company policies, to include call notes, scheduled client interactions, contact information, and other relevant client information, in the Customer Relationship Management (CRM) systems; Salesforce and Atlas. • Responsible for achieving minimum production requirements, including setting first time appointments, to secure a WIN. • Continuously build and develop knowledge of current partnerships, product/service portfolio as well as changes and developments within the ISV partner portfolio, to remain up-to-date. • Attend weekly team meetings and weekly one-on-one with leader.

• Own and grow a defined territory of Canadian Federal Government accounts, developing multi-year account plans aligned to departmental mandates and Treasury Board priorities • Drive net-new revenue by identifying and closing opportunities for Thomson Reuters' AI-enhanced products, including CoCounsel (generative AI legal research), Westlaw Edge Canada, Practical Law, and government-specific compliance and risk solutions • Lead the full sales cycle — from prospecting and discovery through demonstration, proposal, negotiation, and close — using consultative selling techniques tailored to complex public sector buying processes • Leverage the Government of Canada's AI adoption strategy, including the Directive on Automated Decision-Making, to position Thomson Reuters solutions as mission-critical tools for legal and compliance teams • Act as a trusted advisor to federal clients on AI in legal research, regulatory compliance, and government intelligence, translating technical capabilities into clear departmental business value • Deliver compelling product demonstrations showcasing AI-driven features such as natural language legal research, document drafting assistance, regulatory change monitoring, and predictive analytics • Partner with AI product specialists and solutions engineers to address technical due diligence, security assessments, and AI governance requirements unique to the Government of Canada • Educate clients on responsible AI use, data residency, and privacy compliance relevant to federal procurement, including alignment with the Privacy Act, Bill C-27, and TBS AI guidance • Navigate and leverage federal procurement vehicles including the NMSO, ProServices, and other supply arrangements to streamline contract execution • Build and maintain executive-level relationships across target departments including Justice Canada, Public Safety, CRA, IRCC, GAC, DND, PCO, and Treasury Board Secretariat • Collaborate with government relations professionals, lobbyists, and procurement advisory firms supporting federal buying decisions • Manage pipeline accuracy and forecast activity in Salesforce CRM, delivering regular reporting on territory performance, market intelligence, and competitor activity • Partner with Customer Success and Professional Services teams to drive post-sale adoption and satisfaction, reducing churn and maximizing renewals • Conduct regular business reviews with key accounts to identify expansion opportunities and align Thomson Reuters' product roadmap to client priorities • Champion the voice of the customer internally by providing product feedback to AI and development teams based on federal sector insights