• Identify new prospective customers and own the commercial process from initial engagement to contract signing • Develop innovative applications for our software and experiment within customer conversations • Craft compelling stories that articulate the value and potential of our technology to businesses • Foster relationships with key decision-makers and innovators, including executives and senior leadership teams to partner on deploying and growing usage of Runway throughout their organization • Prototype with customers in real time • Grow and expand existing customer accounts using data • Work closely with our Research, Engineering, Product, and Marketing teams to share market insights and identify potential growth opportunities

• Drive revenue growth by helping Texas utility and energy agencies modernize how they serve their communities. • Own the full sales cycle—from prospecting and discovery through demo coordination, proposal, and close—for Texas utility and energy agencies. • Develop a comprehensive sales strategy and business plan to up-sell and cross-sell new products and services to existing client partners within the Texas utility territory. • Build and maintain a pipeline with 3x+ quota coverage; manage forecasts within 10% accuracy in Salesforce. • Lead discovery conversations using value-based selling methodology to uncover operational pain, stakeholder priorities, and budget drivers. • Coordinate and manage all meetings and touchpoints; solution consultants lead product demonstrations for qualified opportunities. • Prepare engaging presentations and demonstrations to groups ranging from 1 to 45+ stakeholders. • Identify and pursue expansion opportunities within existing Granicus customers across the Texas utility segment. • Attend relevant Texas industry events (TASB, AWBD, TML, TCEQ-related conferences) to build market presence and referral relationships.

• Develop a strategy to achieve or exceed quota from an assigned territory of current customer and greenfield accounts. • Build pipeline 3x-4x of quota from both inbound leads and strategic outbound prospecting efforts. • Manage structured sales cycles from discovery to demo to proposal delivery to close. • Consistently convert new prospects to paying customers, leveraging proven sales methodologies. • Work closely with Customer Success Managers to develop and nurture relationships with key stakeholders at current customers to identify and close upsell and cross-sell opportunities. • Learn the Storesight and Shelfgram products in depth to effectively pitch, drive product demonstrations and prescribe our solutions to solve prospect/customer business challenges. • Maintain an accurate and up to date pipeline and forecast expected revenue generation for the quarter. • Partner with internal teams, such as Marketing and Product, to optimize messaging, streamline workflows, and refine sales strategies.

• Responsible for driving sales and services to new and existing customers in the Community Hospitals space • Maximize customer value and satisfaction by aligning complex product solutions and services with key customer initiatives • Build and maintain relationships with key decision makers or potential influencers • Manage a longer sales cycle