• Build and manage a pipeline of net new and expansion opportunities across North America territory. • Generate new business opportunities through multichannel outbound campaigns. • Develop a territory plan, including target accounts and pipeline generation strategies. • Research accounts, identify key stakeholders, and develop relationships to drive opportunities. • Attend customer meetings and events, such as conferences and roadshows, approximately every other month. • Act as a customer advocate and liaison to Akuity’s engineering team for feature requests. • Leverage sales methodologies such as MEDDPICC to qualify, advance, and forecast opportunities accurately. • Map technical needs to business outcomes and clearly articulate ROI. • Manage all activities and pipeline in HubSpot.

• Identify new business opportunities with agencies and advertiser's in the NY metro area • Responsible for creating awareness, selection and utilization of Adstra audiences across marketplaces, platforms and media partners • Consult with clients to uncover marketing objectives, creating custom audiences, and align our solutions to deliver against those goals • Generate a high volume of sales related activity including cold calls, meeting, presentations, proposals, and more. • Must consistently meet or exceed revenue quota assignment • Responsible for driving new and growing existing revenue through education, deal terms and solution selling. • Cultivate relationships with clients, gain deep insight into their business, and ultimately provide solutions to their marketing and advertising goals • Expand Adstra footprint across the territory and within key accounts by cross-selling and up-selling product portfolio • Provide feedback to the company on how to best service clients' needs

• Building and managing a targeted portfolio of accounts • Prospecting, pitching, negotiating, and closing new opportunities • Expanding existing relationships • Taking ownership of building and developing your portfolio through thoughtful, creative outbound and strong account strategy • Working closely with pre-sales experts and delivery teams to craft compelling, tailored solutions • Onboarding with Toptal and meeting your TopPal • Familiarizing yourself with Toptal’s model, value proposition, and deep capabilities • Learning about the Industry Go-To-Market Strategy, key sales plays, and client engagement model • Shadowing key calls and client meetings • Collaborating with Pre-Sales Solutions and Delivery teams • Negotiating contracts and collaborating with clients • Shaping industry solutions that resonate with target accounts • Contributing to team rituals, best practice sharing, and win/loss reviews • Establishing a network of client relationships and building a foundation of advocates and sponsors • Mentoring new members of the team

• Identify, qualify, advance, and close opportunities for Versaterm’s Public Safety solution(s). • Work with medium to large-size city and county Public Safety entities to improve their operations and citizen experiences. • Grow business within a prescribed territory set by the business. • Lead and drive sales opportunities through strategic selling, negotiate and close business. • Lead the ongoing business relationship with clients. • Build, advance, and maintain an active pipeline aligned to annual quota and forecasting expectations. • Accurately understand, deliver, and articulate Versaterm’s value propositions to local government agency prospects and decision-makers. • Demonstrate software solutions to agency leadership and end-users. • Stay up to date on Public Safety competitive landscape and technology.