• Prospect new agencies and strategic partners, expanding the portfolio and strengthening the Operator's presence in the market; • Conduct commercial visits to deliver corporate presentations, assess client needs and generate opportunities; • Prepare customized commercial proposals aligned with the characteristics and potential of each agency; • Lead commercial negotiations, set competitive terms and ensure client satisfaction; • Work on partner retention by fostering consultative, personalized and ongoing relationships; • Provide support to agencies by mediating requests, streamlining processes and ensuring prompt responses; • Present the Operator's products, services and differentiators, reinforcing added value and driving conversions; • Conduct training for agencies on sales processes, reservation systems, products and commercial rules; • Support the promotion of campaigns and marketing materials to strengthen commercial positioning; • Monitor individual targets and the performance of partner agencies, analyzing data and recommending improvement strategies; • Track commercial indicators such as sales volume, average ticket, conversion and profitability; • Prepare commercial reports with recommendations for strategic adjustments and corrective actions; • Collaborate with internal areas (operations, marketing, product, customer service and finance) to ensure process flow and alignment of information; • Represent the Operator at events, travel fairs, workshops, roadshows and promotional activities; • Contribute market insights to improve products and commercial policies.

• End-to-end ownership of the sales cycle, including prospecting, qualification, value-aligned solution design, capture planning, negotiation, and close. This role decides where to spend time and defends those calls. • Build and maintain trusted relationships with DoD program offices, Program Managers, primes, and systems integrators. • Lead and coordinate capture efforts, including win themes, war-room coordination, proposal inputs, pricing, demos, and negotiated SOWs. • Maintain account plans, a multi-quarter pipeline, and accurate CRM forecasting. • Represent NODA at customer briefings, technical demos, industry events, and partner meetings. • Provide market and competitive intelligence to product, engineering, and GTM teams. • Mentor and coordinate with junior BD staff to scale capture execution.

• Prospect and generate new business opportunities through cold calling, networking, and other lead generation activities. • Build and nurture relationships with transportation directors and decision-makers in the K-12 education sector. • Conduct product demonstrations and presentations to showcase the value and capabilities of BusPlanner’s suite of software solutions. • Collaborate with the marketing and sales teams to develop and execute strategies for targeting potential clients. • Manage the sales cycle from initial contact to closing the deal, ensuring a smooth and successful onboarding process for new clients. • Help to develop systems and processes including the development of the CRM and other tracking systems. • Maintain detailed and accurate records of sales activities and client interactions in the CRM system. • Stay updated on industry trends, competitor activities, and market developments to identify new business opportunities. • Leverage your entrepreneurial mindset to identify and capitalize on new business opportunities. • Advance rapidly in your career with opportunities for significant growth and leadership.

• Own a defined book of prospects and a few customers in the Commercial Business Unit (CBU) • Drive high growth of CORE products within a set of named LATAM CBU accounts • Handle all aspects of the sales process including prospecting, lead management, qualification, product demonstrations, evaluation, close and customer retention • Define and implement account sales plans and meet and exceed sales goals • Develop and lead sales pipeline • Coordinate sources throughout the sales cycle • Provide initial product demonstrations and support to prospective customers • Nurture and expand the company’s relationship within customer accounts • Provide regular reporting of pipeline and forecast through the CRM system • Stay ahead of competition • Participate in team-building and company-growth activities • Travel to customer locations in support of sales efforts