Role Description The Senior Enterprise Business Development Representative thrives on identifying and driving engagement with large, complex organizations, especially within the aerospace and defense manufacturing sector. You’ll act as a strategic front-line partner to our enterprise sales team, playing a crucial role in shaping high-value opportunities through personalized outreach, deep account research, and a consultative mindset. Your mission: engage senior stakeholders at global manufacturing enterprises, uncover business-critical challenges, and position our solutions as strategic value drivers. - Enterprise Account Strategy: Develop and execute strategic outreach plans for a defined list of high-value target accounts, with an emphasis on large-scale manufacturers and aerospace & defense organizations. - Consultative Engagement: Lead multi-threaded outreach across buying groups—engaging C-suite, operations, IT, and engineering leaders with relevant, challenge-specific value propositions. - Persona Mapping & Business Insight: Build detailed persona-based engagement maps and understand key business drivers within each account. Translate insights into actionable plays for sales. - Pipeline Impact: Generate and qualify complex enterprise opportunities in collaboration with the Account Executive team. Take ownership of the early stages of longer-cycle, high-ACV sales motions. - Campaign Execution & Follow-up: Partner with marketing to execute account-based campaigns and ensure consistent, tailored follow-up that nurtures engagement and drives conversions. - CRM & Research Excellence: Maintain rigorous and detailed account intelligence, activity tracking, and engagement history in Salesforce. Use tools like LinkedIn Sales Navigator, ZoomInfo, and industry-specific sources for research. - Event & Field Collaboration: Support field marketing efforts and attend industry events and trade shows to drive new enterprise connections and reinforce strategic relationships. Qualifications - Experience or strong familiarity with manufacturing, industrial, or aerospace & defense verticals is highly preferred. - Understanding enterprise applications such as ERP, MES, PLM, or related digital manufacturing solutions is a plus. - Proven track record in enterprise-level outreach and complex opportunity discovery—not just dialing for volume, but crafting value-driven conversations. - Proficiency in CRM (Salesforce), prospecting platforms (HubSpot, LinkedIn Navigator), and collaboration tools (Teams, WebEx, Google Workspace). Certifications are a bonus. - Polished verbal and written communication skills, with the ability to navigate executive-level conversations and deliver compelling messages across stakeholders. - You can manage multiple priorities, align with marketing and sales leadership, and maintain momentum across a long, consultative sales cycle. - Willingness to travel up to 10% to support strategic in-person events and enterprise engagements. - Bachelor’s degree in business, technology, or a related field (or equivalent experience). - 4–5+ years in business development, enterprise lead generation, or inside sales—preferably targeting large manufacturing or industrial accounts. - Experience working in or alongside enterprise sales teams in a B2B SaaS or industrial tech environment. Benefits - Yearly Performance Bonuses - Referral Bonuses - Comprehensive Medical/Dental/Vision Plans - Company Paid LTD/STD - Company Paid Life Insurance - HSA/FSA - Unlimited Vacation - 40 hours of sick time per year - Paid Holidays (11 per year) - WFH Equipment Stipend - Internet/WIFI stipend - 401K - company match - Educational Assistance Program - Remote Work, Flexible hours, and a Wellness program.

• Proactively seek out new business opportunities by identifying potential clients, developing leads, and engaging in sales activities to grow the company's client base. • Develop tailored pitches, proposals, and presentations to win new business. • Conduct prospecting activities, including cold calling, networking, and attending industry events. • Monitor client satisfaction and work to address any concerns or issues that may arise. • Work closely with other internal teams (HR consultants, recruiters, and support staff) to ensure the smooth delivery of services.

• Drive Workday's growth and reputation with the Government of Canada and provincial governments • Develop and carry out growth-oriented strategies through direct engagement • Lead policy advocacy campaigns • Partner closely with sales, marketing, and solution leaders • Actively engage in trade associations • Monitor and interpret the Canadian policy landscape • Manage external consultants to optimize resources

• The Business Development Manager will work with the Head of Distribution and Underwriting team to develop regional business plans that drive growth, optimize our products and programs, generate new opportunities, and retain renewals. • The Business Development Manager will conduct planned brokerage visits within an assigned territory to develop new accounts, service existing accounts, review broker performance and improve the broker relationship with Converge. • The Business Development Manager supports the Head of Distribution and Underwriting team by reinforcing Converge’s product appetite, coverage options, pricing, claims handling, and security service capabilities. • Responsible for brokers’ satisfaction with Converge products/capabilities and connecting brokerage contacts to the appropriate Converge resources including underwriting, claims, and security services. • The Business Development Manager will monitor performance and identify trends, partner alignment, and provide guidance to brokers as part of their periodic reviews. • The Business Development Manager supports the Head of Distribution and Director of Cyber Risk Solutions on the success of the partnered insurance program initiatives, from lead generation to Go-to-Market strategy. • Up to 25% of travel required (depending on location)