• 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.

• Own and execute the new business sales strategy for the West Coast US region • Identify, target, and close Tier 1 accounts, with a primary focus on streaming platforms and large media organizations • Build and manage your own pipeline through outbound prospecting, networking, and industry presence • Take full ownership of the sales cycle: discovery, solution positioning, commercial negotiation, and contract closure • Maintain accurate forecasting, pipeline management, and CRM hygiene • Act as a senior commercial ambassador for Simply.TV in the US market. Represent the company at industry events, conferences, and customer meetings • Build long-term relationships with key decision-makers and influencers across the media and streaming landscape • Provide market feedback to influence product roadmap and go-to-market strategy

• Manage and grow a defined geographic territory through strategic prospecting and account development • Generate new business through cold calling, site visits, referrals, and industry networking • Sell high-value capital equipment to commercial, industrial, or municipal clients • Conduct on-site product demonstrations, needs assessments, and facility walk-throughs • Develop customized proposals, quotes, and ROI justifications for customers • Navigate complex sales cycles involving multiple decision-makers (operations, finance, executive leadership) • Negotiate pricing, contract terms, and financing/leasing options • Maintain and manage a robust sales pipeline using CRM tools • Consistently meet or exceed monthly, quarterly, and annual revenue targets • Track market trends and competitor activity to strengthen positioning • Collaborate with engineering, service, and operations teams to ensure successful project execution • Provide post-sale follow-up to drive repeat business and long-term client relationships • Attend trade shows, industry events, and networking functions to expand market presence • Forecast territory revenue and provide regular performance reporting to leadership