• Own the full cycle, prospecting to signature. • 50%+ self-generated pipeline. 200% of quota is the bar. • Multi-solution on every deal, no exceptions. • Build at VP and above. Show up in person • Understand pain deeply. Propose with precision. • Negotiate with the customer, not internally. • Execute targeted plays: roundtables, executive dinners, innovation centre visits, partner events. • Represent osapiens at industry events and conferences. • Co-sell through the partner ecosystem to accelerate cycles. • Full playbook discipline always: deal dynamics, risk, org map. • 100% CRM hygiene, non-negotiable. • Qualify hard. Quality over volume. Detail in everything you produce. • True team player across BD, Pre-Sales, Product, and Marketing. • Share wins fast. Maintain a continuous feedback loop, both directions.

• Work side-by-side with Arity professionals from sales and business development to secure prospect meetings • Collaborate with marketing to design and implement business development collateral and campaigns • Work across multiple verticals ranging from public sector, marketing, insurance, and mobile publishers to develop unique outreach strategies • Utilize and document efforts in Salesforce, Salesloft, ZoomInfo, Sales Navigator, Demandbase and Pardot as required • Develop an understanding of Arity’s industry, story, products, technology, and sales processes • First and foremost: Design, create and execute on multi-step prospecting campaigns • Engage with public sector, marketing, DaaS, insurance and mobile publishing verticals to conceptualize strategic initiatives and develop innovative business opportunities and new partnerships • Assist with lead generation data collection and develop reporting of effectiveness • Help develop solution messaging, enablement content and marketing programs • Monitor emerging technologies and developments in the telematics data space to determine key areas for business growth • Build, update and refine Excel models, templates and charts including research on potential clients, existing client portfolio data, marketing materials and other performance and market detail • Contribute to ideas creation, opportunity assessment, proposal development and project analysis in an innovative, fast-changing business environment • Make recommendations for changes to the partner ecosystem, including partnerships, business models, and Go-To-Market • Potentially support implementation and pilot of new lead generation tools • Develop effectiveness metrics and management reporting for sales programs • Capture, track, and advance qualified engagements in our CRM lead management system

• Conduct active prospecting for new clients; • Identify commercial opportunities and qualify leads; • Schedule meetings with potential clients; • Present AlugaMais solutions clearly and strategically; • Lead commercial negotiations; • Close contracts; • Monitor the sales funnel and keep information up to date in the CRM; • Work with a focus on targets, conversion, and portfolio growth.

• Drive the full sales cycle from prospecting through close for Feed Connect partners who have not yet adopted Listing Spotlight. • Execute discovery calls and demos that clearly articulate the value of Listing Spotlight and convert partners into paid customers. • Prospect into an assigned territory of active Feed Connect accounts in the SMB segment to create and progress pipeline. • Partner closely with SDRs to maximize qualified meeting flow, while self-sourcing opportunities when appointment volume falls below what is needed to achieve quota. • Maintain a high level of sales activity across calls, virtual meetings, demos, follow-up, and pipeline management. • Use Salesforce.com to prospect, manage activity, maintain pipeline hygiene, and move opportunities efficiently through the funnel. • Build trust with partners by providing a strong experience throughout the sales process, maintaining continuity with existing Feed Connect relationships, and ensuring a thoughtful transition once sold. • Meet and exceed assigned sales goals and key performance metrics tied to Listing Spotlight sales volume and account conversion. • Deliver a clean post-sale handoff by routing newly sold partners to the Growth & Retention team. • Represent the voice of the customer internally to help improve product, marketing, and sales processes. • Serve as a strong brand ambassador for Zillow Group and build trust with partners through a professional, consultative sales approach.