• Lead capture management for targeted pursuits: develop and own capture plans, win strategies, and execution timelines • Manage cross-functional capture teams (sales, proposals, technical, delivery, finance) to produce compliant, competitive proposals • Craft and execute sales campaigns and outreach that clearly articulate mission value and differentiate Tapestry offerings • Translate customer needs and competitive intelligence into actionable operational and pricing strategies • Build and maintain strategic partnerships/alliances to broaden capability and strengthen proposals • Use Salesforce to manage pipeline, opportunity staging, and capture artifacts; provide reliable forecasts and opportunity health reporting • Use advanced Excel for analysis, modeling, and decision support; produce win/loss models, ROI analyses, and bid/no-bid assessments • Prepare white papers, capability briefs, and contact plans; coordinate rehearsal and dry-run capture briefings • Communicate effectively with government customers and internal stakeholders at all levels, including General Officers and SES • Travel domestically up to ~30% to support capture, customer engagement, partner meetings, and demos

• Oversees sales territory to achieve quarterly and annual sales goals • Supports existing customers and explores new business prospects • Works closely with cross-functional teams to reach ambitious targets • Develops strategies for individual accounts and territories with regional Sales Team • Manages customer relations and tracks sales targets • Accurately reports sales forecasting to Director • Prepares accurate quotes and business proposals • Maintains up to date customer information

• Conduct high-volume outbound outreach via cold calling, email, and social channels to generate a qualified pipeline. • Respond to and qualify inbound leads sourced from marketing initiatives, ensuring timely and accurate follow-up. • Engage prospects in discovery conversations to assess needs, identify fit, and advance opportunities through the funnel. • Generate, schedule, and hand off qualified meetings and product demos to the sales team. • Maintain accurate and up-to-date records of all activities, leads, and outcomes within the CRM. • Follow and champion established sales processes, cadences, and messaging frameworks consistently. • Mentor and support junior BDR team members, sharing best practices and proven outreach strategies. • Consistently meet and exceed activity targets and opportunity creation benchmarks.

• Prospecting, on-boarding, and developing new commercial dealers into the Alarm.com partner program. • Developing relationships with key individuals inside account base and investigating and resolving obstacles to dealer success. • Assisting commercial dealers present to large end user opportunities. • Initiating and executing on-site dealer product technical and sales training activities. • Developing relationships with industry partners and educating on the Alarm.com offering to influence dealer sales activity. • Reporting to Director of Business Development and working in collaboration with Technical Account Managers to identify target dealers and to coordinate sales and support efforts. • Attending industry association meetings and trade shows as necessary. • Interfacing with various departments within the organization including Sales Operations & Support, Sales Support & Training, Product Management and Marketing. • Other duties as assigned.