• Drive lead opportunities and develop new business via inbound and outbound phone (30/70) and utilize mass communications tools such as email, social media, Salesloft, etc. to introduce Dodge products/services and drive demos and appointments • Achieve daily, weekly, monthly activity, and sales lead quotas and update within CRM • Learn and apply solution-based selling by using a consultative prospecting approach • Follow the standard operating procedures as set forth by management to achieve the highest % success factors • Maintain expected call volumes • Attain all Key Performance Indicators (KPI’s) in order to reach and meet with the desired number of prospects per day, improve lead to opportunity and opportunity to win ratios

• Develop and execute national new logo growth strategies focused on strategic health systems and priority enterprise targets • Build, nurture, and expand senior executive relationships with health system CEOs, COOs, CFOs, CMOs, and physician leaders • Quarterback complex new logo pursuits from early market development through proposal, negotiation, and close • Lead consultative, executive-level sales conversations that align Sound Physicians’ capabilities to the strategic priorities of prospective health system partners • Represent and sell the full suite of Sound Physicians solutions, crafting integrated value propositions tailored to enterprise health system needs • Shape account pursuit strategies, stakeholder mapping, and engagement plans that increase access, credibility, and win probability • Structure and negotiate creative partnership models and commercial terms that support sustainable, long-term growth • Partner with finance, legal, operations, and clinical leadership to develop business cases, pricing strategies, and deal structures for new logo opportunities • Drive a disciplined pipeline of strategic opportunities, with rigorous follow-through, clear milestones, and executive visibility • Serve as a senior external ambassador for Sound Physicians in industry forums, conferences, and executive meetings • Inform market strategy by synthesizing customer insights, competitive intelligence, and emerging health system priorities

Role Description We're looking for a Product Manager to own and grow our portfolio of managed infrastructure solutions, including Managed Optical Fiber Network (MOFN), dark fiber, managed wavelengths, and adjacent custom infrastructure offers, purpose-built for hyperscaler and neocloud customers. This role sits within the Hyperscaler Solutions segment and is responsible for translating the unique scale, performance, and commercial requirements of cloud and AI hyperscalers into productized, repeatable, and economically sound offerings. You will partner closely with Sales, Network Engineering, Operations, Legal, and Finance to shape deals, define the roadmap, and ensure we deliver infrastructure solutions that hyperscalers can consume with confidence. Main Responsibilities - Product Strategy & Roadmap: - Own the product strategy and multi-year roadmap for managed infrastructure solutions (MOFN, dark fiber IRUs, managed spectrum/waves, custom builds) targeted at hyperscaler and neocloud buyers. - Maintain a deep, current understanding of cloud and AI network architectures, AI/ML infrastructure trends, sustainability targets, and procurement models. - Define the segment-specific value proposition, differentiating against direct fiber providers, neutral hosts, and other carriers. - Productization of Custom Solutions: - Convert one-off hyperscaler infrastructure deals into repeatable productized offers with standard SKUs, commercial terms, SLAs, and operational playbooks. - Develop pricing frameworks, cost models, and deal-shaping tools that balance customer flexibility with margin discipline. - Define the build-vs-lease-vs-partner posture for new routes and capacity. - Deal Support & Commercial Leadership: - Serve as the product point of contact on strategic hyperscaler pursuits, partnering with Sales, Solutions Engineering, and Legal on RFPs, MSAs, and bespoke contract structures (IRUs, prepayments, milestone-based delivery). - Lead pricing approvals and trade-off decisions on non-standard terms. - Cross-Functional Execution: - Drive lifecycle delivery across Network Planning, Field Operations, Service Delivery, and Service Assurance to ensure on-time, on-spec deployment. - Define and track KPIs: bookings, revenue, gross margin, time-to-deliver, route utilization, customer NPS. - Partner with Marketing on positioning, analyst engagement, and customer-facing collateral. - Voice of the Hyperscaler and Neocloud Customer: - Build and maintain direct relationships with customer procurement, network architecture, and infrastructure teams. - Translate customer feedback into roadmap priorities and operational improvements. Qualifications - 8+ years in product management, network engineering, or carrier sales engineering, with at least 3 years focused on hyperscaler, cloud provider, or large-scale wholesale customers. - Deep working knowledge of optical transport, dark fiber, DWDM/managed wavelengths, route engineering, and long-haul/metro network economics. - Proven track record productizing custom infrastructure solutions and scaling them into repeatable revenue. - Demonstrated commercial fluency: pricing, IRU structures, capex/opex trade-offs, margin analysis, contract negotiation support. - Experience operating in a matrixed environment with Sales, Engineering, Operations, and Finance. - Excellent executive communication; comfortable presenting to senior hyperscaler stakeholders and internal leadership. Preferred Qualifications - Direct experience selling to or working inside one of the major hyperscalers (AWS, Microsoft, Google, Meta, Oracle). - Familiarity with AI/ML infrastructure buildouts, data center interconnect (DCI), and subsea/terrestrial route planning. - MBA or equivalent commercial experience. - Background in managed services productization (not just transport sales). Compensation This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors. - $152,066 - $202,755 in these states: AL, AR, AZ, FL, GA, IA, ID, IN, KS, KY, LA, ME, MO, MS, MT, ND, NE, NM, OH, OK, PA, SC, SD, TN, UT, VT, WI, WV, WY - $159,670 - $212,893 in these states: CO, HI, MI, MN, NC, NH, NV, OR, RI - $167,273 - $223,031 in these states: AK, CA, CT, DC, DE, IL, MA, MD, NJ, NY, TX, VA, WA Benefits - Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. Life at Lumen Life at Lumen is human and connected, even in a fast moving, AI‑focused organization. We set clear expectations and trust people to meet them. With real support and shared accountability, teams collaborate better, move faster, and deliver meaningful outcomes. Equal Employment Opportunities We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). We do not tolerate unlawful discrimination in any employment decisions, including recruiting, hiring, compensation, promotion, benefits, discipline, termination, job assignments or training.

Role Description Join our Xplor Recreation as Business Development Representative to make a real impact every day. As a Business Development Representative (BDR), you are responsible for generating high quality pipeline and creating qualified sales opportunities across the Xplor Recreation portfolio, including RecDesk, Next Rec, CampBrain, Vermont Systems, and ePACT. This role is focused on proactive outbound prospecting, strategic lead qualification, and creating meaningful engagement with recreation organizations across North America. You will work closely with Sales and Marketing teams to: - Identify the right accounts - Engage key decision makers - Qualify business needs - Transition sales ready opportunities to Account Executives The BDR role is a foundational position within the Revenue organization with clear opportunities for career growth across Sales, Revenue Operations, Customer Success, Marketing, and leadership paths. Success in this role is measured by: - Pipeline quality - Consistency of execution - CRM discipline - Conversion performance - The ability to create valuable conversations with prospective customers Some of the things you'll do: - Pipeline Generation & Prospecting - Execute structured outbound prospecting campaigns across phone, email, LinkedIn, and other approved channels to generate qualified pipeline. - Identify and engage target accounts, stakeholders, and buying committees within parks and recreation agencies, camps, municipalities, YMCAs, schools, military recreation, and other recreation focused organizations. - Maintain consistent daily prospecting activity aligned with team goals, territory priorities, and campaign initiatives. - Personalize outreach messaging based on prospect needs, industry trends, and business challenges. - Lead Qualification & Opportunity Development - Qualify leads using established qualification frameworks and sales processes. - Occasionally engage Marketing Qualified Leads (MQLs) when assigned, qualify and determine sales readiness prior to handoff to Account Executives. - Conduct discovery conversations to understand organizational structure, operational challenges, existing systems, purchasing processes, timelines, and business priorities. - Assess product fit across the Xplor Recreation portfolio and route opportunities to the appropriate business unit when needed. - Schedule and coordinate meetings and demos with the appropriate sales representative. - CRM & Process Management - Maintain accurate and complete records within CRM and sales engagement platforms, including activities, notes, contacts, account updates, qualification details, and next steps. - Ensure leads are properly managed through defined lifecycle stages and follow established routing, reassignment, and handoff procedures. - Maintain strong attention to detail and operational discipline to support forecasting accuracy and reporting reliability. - Utilize outreach and automation tools effectively while balancing personalization and quality engagement. - Market & Product Knowledge - Develop a strong understanding of the recreation technology market, customer segments, industry trends, and competitive landscape. - Learn and communicate the value propositions, positioning, and differentiators of each business unit within the Xplor Recreation portfolio. - Confidently handle early stage objections and competitive conversations. - Understand customer pain points well enough to align prospects with the most appropriate solution and sales team. - Cross Functional Collaboration - Partner closely with Account Executives and leadership teams to improve lead quality, campaign effectiveness, and conversion performance. - Share market feedback, prospect insights, and competitive intelligence gathered during prospecting activities. - Participate in team training, coaching, call reviews, and process improvement initiatives. - Reporting & Accountability - Track and manage performance against activity, pipeline, and conversion goals. - Maintain ownership of assigned tasks, follow up commitments, and lead management responsibilities. - Support continuous improvement of prospecting workflows, messaging, and qualification standards. - Perform other duties as assigned. Working arrangements: You can work fully remote in this position, provided you have eligible working rights in the United States and do not require sponsorship. Qualifications - 1+ years of experience in sales, business development, customer facing roles, or prospecting environments preferred. - Experience within SaaS, technology, recreation management, camps, municipal software, or related industries is considered an asset. - Bachelor's degree or equivalent professional experience preferred. Requirements - Strong verbal and written communication skills. - Highly organized with strong attention to detail and follow through. - Self motivated with a consistent work ethic and accountability mindset. - Comfortable making outbound calls and engaging prospective customers daily. - Strong listening, questioning, and critical thinking skills. - Ability to manage multiple priorities in a fast paced environment. - Collaborative team player who values process, feedback, and improvement. - Ability to adapt messaging and communication style to different customer types and stakeholders. Technical & Operational Skills - Familiarity with CRM platforms and sales engagement tools. - Experience using tools such as Salesforce, Salesloft, LinkedIn Sales Navigator and/or similar technologies is preferred. - Ability to maintain accurate CRM hygiene and process compliance. - Familiarity and comfort with leveraging AI tools to improve productivity, research, personalization, and workflow efficiency preferred. What Success Looks Like - Consistently generating qualified pipeline and sales opportunities. - Maintaining high quality CRM data and disciplined lead management practices. - Executing prospecting activities with consistency and professionalism. - Delivering strong collaboration and communication across Revenue teams. - Creating positive prospect experiences that build trust in the Xplor Recreation portfolio and brands. Values and Life at Xplor Our five core values guide us from how we hire and recognise our team members to how we interact with our customers day to day: - Find a better way - Do the right thing - Say it straight - Win together - Own the outcome If these values sound like you and describe people you want to work with, you will thrive at Xplor. As an Xplorer, you will be part of a global network of talented colleagues who will support your success. We look for commonalities and shared passions and give people the tools they need to deliver great work and grow at speed. Ready to apply? To start your application, please submit your resume, and we will be in touch as soon as we can. Got questions? You can email us at talentsupport@xplortechnologies.com.