Role Description The Business Development/Sales Specialist is responsible for identifying, shaping, and developing growth opportunities across self‑directed Medicaid services, managed care, and emerging innovation markets. This role focuses on early‑stage market intelligence, partnership development, opportunity qualification, and strategic positioning. This position generates qualified opportunities and hands off fully shaped pursuits to leadership for execution. Success in this role depends on a deep understanding of self‑direction models, Medicaid waivers, MCO strategy, and government procurement timelines, combined with disciplined CRM execution and strong cross‑functional coordination. Duties and Responsibilities - Lead generation and evaluation of new and existing self‑direction markets, including FMS and Support Broker opportunities, employer authority, waiver amendments, carve‑ins, and program redesigns. - Analyze state Medicaid strategies, Medicaid waivers, and Managed Care Organizations (MCOs) initiatives from a business development perspective, and legislative activity impacting self‑direction. - Own the full sales cycle end-to-end: lead generation, discovery, solution positioning, negotiation, and close. - Build and maintain long‑term client relationships to drive repeat business and referrals, while proactively sourcing and qualifying new opportunities through outbound prospecting, targeted market research, and strategic relationship building. - Design market entry strategies, segmentation frameworks, and growth roadmaps aligned with organizational objectives. - Build concise business cases for new states, health plans, or program expansions and present recommendations to executive leadership. - Identify, qualify, and shape early‑stage opportunities prior to RFP or procurement release. - Track leads, activity, and forecasts in CRM systems while capturing and maintaining strategic account intelligence—including political dynamics, procurement signals, competitive insights, and timing risks—to ensure accurate reporting and informed sales strategy. - Develop tailored pitches and proposals aligned to client needs, business goals, and pain points, while creating opportunity briefs, pursuit strategies, and early positioning guidance for senior leadership. - Experienced in Sales and strategic partnerships to retain existing clients and bring new potential clients into contract. - Independently build and manage a strong sales pipeline, consistently prioritizing high‑value opportunities to meet or exceed revenue targets. - Explore adjacent growth areas (e.g., SDoH, caregiver workforce models, technology innovations, and home‑ and community‑based innovations), as needed to support self-direction sales and business development efforts. - Represent the organization at select national and state conferences, policy forums, and innovation summits. - Build early awareness and credibility with stakeholders involved in shaping self‑direction policy and procurement. - Strengthen the organization’s reputation as a trusted, policy‑literate self‑direction partner. - Partner cross‑functionally with Product, Compliance, Operations, Marketing, and Client Engagement to ensure early opportunity readiness and improve conversion rates through refined messaging. - Translate Self-Direction market intelligence into implementation considerations, product requirements, and operational implications. - Provide concise, executive‑ready reporting on market trends, pipeline health, and growth risk/opportunity signals. - Negotiate pricing, terms, and contracts while balancing customer satisfaction and company objectives. - Operate with minimal oversight, taking full ownership of results and adapting quickly to changing priorities. - Develop and maintain expert-level knowledge of the company’s full suite of products and solutions, enabling confident, accurate positioning across diverse client needs. - Analyze performance data to optimize outreach strategies and continuously improve close rates. Qualifications - 3-4 years specifically in Medicaid, LTSS, or government‑facing healthcare markets, and Business Development. - Experience in self‑directed Medicaid services, LTSS, FMS, or complex waiver environments. - Strong understanding of state Medicaid structures, MCO contracting, and government procurement cycles. - Background in business development, marketing strategy, partnerships, or healthcare policy. - High level of CRM literacy, strategic documentation, and analytical discipline. - Excellent written and verbal communication with executive‑level presence. - Comfortable operating in ambiguity and influencing without authority. Benefits - Generous Paid time off. - Annual bonus potential. - Retirement Savings: We will support you as you save for your future. - Career Growth Opportunities: We help you thrive, so together, we can grow. We provide opportunities to advance your career with a vast portfolio of businesses and a global footprint. - Paid Training: Earn while you learn and continue to grow with access to internal and external learning opportunities. - Great Work Environment: We are proud of our company culture of collaboration and the recognition we have received for our diversity efforts. - Employer shared Health Insurance cost. - Employer paid Disability Insurance. - Employer paid Life and AD&D Insurance. - Vision Insurance. - Cancer Insurance. - Voluntary Life Insurance. - Paid Time Off. - Remote work environment. - Paid holidays.

• Generate New Business • Develop relationships with real estate investors, landlords, Realtors, lenders, attorneys, financial advisors, and referral partners to create new business opportunities • Consult with Property Owners • Meet virtually with prospective clients, analyze their rental properties, understand their investment goals, and recommend strategies that improve performance and reduce headaches • Build and Manage a Sales Pipeline • Consistently prospect, network, follow up, and nurture opportunities through every stage of the sales cycle • Close New Management Agreements • Lead consultative sales conversations, navigate objections, negotiate agreements, and convert prospects into long-term clients • Become a Trusted Advisor • Help investors make informed decisions regarding property management, rental strategy, asset performance, and long-term portfolio growth

Role Description The SDR will play a key role in identifying and developing sales leads, connecting with potential customers, and supporting the sales team. This individual will focus on creating and nurturing a pipeline of qualified prospects, primarily targeting video streaming platforms, content creators, broadcasters, and enterprises with heavy streaming needs. - Lead Generation & Qualification: - Research and identify potential clients in the video streaming and content delivery industries. - Proactively reach out to prospects via email, calls, and social platforms to introduce Mainstreaming's solutions. - Qualify leads by understanding their challenges, goals, and compatibility with Mainstreaming's services. - Pipeline Management: - Maintain accurate and up-to-date records in the CRM system (e.g., Salesforce, HubSpot). - Track outreach activities, follow-ups, and conversions. - Work closely with Account Executives (AEs) to transition qualified leads smoothly. - Market Research & Insights: - Stay informed about trends in video streaming, edge computing, and content delivery networks (CDNs). - Gather insights about competitors and potential customer needs to refine outreach strategies. - Collaboration & Support: - Partner with marketing to execute campaigns and provide feedback on messaging effectiveness. - Collaborate with sales and product teams to ensure alignment on value propositions and target customer personas. - Performance Metrics: - Meet or exceed KPIs, including number of leads generated, outreach activities, and qualified opportunities created. - Continuously improve through feedback and self-assessment. Qualifications - 1-3 years in sales development, business development, or a similar role, preferably in technology or SaaS. - Strong communication skills, both verbal and written. - Proven ability to engage with technical and non-technical audiences. - CRM proficiency (e.g., Salesforce, HubSpot). Requirements - Familiarity with video streaming technologies, edge networks, or CDNs is a plus. - Understanding of B2B sales processes and customer acquisition strategies. - Professional proficiency in English, as you will share your time within an international team. Benefits - Work at the forefront of streaming and edge technology innovation. - Collaborative and growth-oriented work culture. - Competitive compensation package, including base salary, performance bonuses, and benefits. - Opportunities for career development in a rapidly growing industry. - Range: 28.000 - 38.000€

• Establish and maintain a collaborative, strategic partnership with the assigned AE’s. • Engage marketing-qualified leads, event attendees, and high-intent prospects through thoughtful, multi-channel outreach. • Target prospects through research and personalization using email, phone, LinkedIn, Slack communities, and other channels. • Research accounts within defined segments and verticals to identify target personas and generate sales-qualified leads. • Book qualified meetings with IT, engineering, and executive stakeholders for the Account Executives you support. • Have meaningful discovery conversations to understand prospect challenges and articulate the value of Crossplane and Upbound. • Outbound and source your own leads through various channels using research and creatively to book meetings.