• Initiate, coordinate and develop strategic plans and sales strategies within a specified territory or accounts • Meet annual sales goals and objectives • Identify new business sales opportunities for TFS and to work with the internal TFS team to respond appropriately to any enquiry, for example a Request for Information (RFI) or a Request for Proposal (RFP) • Facilitate the preparedness of the TFS team in attending any client meetings, for example General Capabilities Meetings or Bid Defense Meetings (BDM) • Coordinate and monitor any budget or contract negotiations, post award of any work to TFS within a specified territory or accounts • Establish and maintain regular contact and an excellent rapport with future and current clients • Organize and prepare for sponsor presentations • Collect critical information for proposal preparation • Understand the RFI/RFP process and provide detailed input and leadership of the RFI response / proposal generation process for each opportunity initiated • Manage costs e.g. expenses appropriately and to submit claims in a timely manner • Positively interact with TFS operations personnel, keeping track of study status for projects with sponsors and help coordinate change orders when notified of a change of scope by operations • Monitor and track competitor CRO activities • Plan and attend major industrial events and tradeshows, as budgeted and required • Develop account strategies & implementation plans and expand through accounts • Identify new markets and research new business opportunities, identifying likely sales points within a specified territory or accounts • Coordinate and supervise all activities aiming to develop and retain clients • Collect, compile, analyze and present data related to business development activity • Record all activities and client contacts / interactions in the Customer Relationship Management system (salesforce.com) • Manage and/or mentor more junior members of the business development team (where appropriate) • Provide input and to actively support the Head of Business Development/ Vice President/ EVP Business Development in their role • Encourage open and transparent communication throughout the business development department and the wider TFS organization • Provide reports as required for senior management and demonstrate leadership in best reporting practices • Perform all activities in compliance with the departmental SOPs and other quality documents (e.g., Job Specifications) • Assist the Heads of Business Units and Business Lines in the management of the P&L for the Site Management functional service line and in order to enable current and new business in any assigned country

Role Description We’re looking for an SBA Business Development Officer who will be responsible for generating new SBA 7(a) and 504 loan opportunities through internal and external referral sources, while structuring compliant lending solutions that support small and medium-sized business growth. What You’ll Contribute: - Business Development & Relationship Management - Generate new SBA loan opportunities through internal partnerships and external referral networks - Build and maintain relationships with clients, prospects, and business partners - Partner with bank officers to cross-sell additional banking products and services - Loan Structuring & Credit Analysis - Structure SBA loan proposals aligned to SBA 7(a), 504, and related programs - Review financial information and determine borrower eligibility - Conduct initial underwriting and develop credit recommendations - Credit Packaging & Documentation - Prepare SBA-specific credit memorandums and complete supporting documentation - Ensure all packages meet regulatory and SBA SOP requirements - Present commitment letters upon loan approval - Loan Process Management - Coordinate submission of loan packages to underwriting and SBA - Partner with processors, attorneys, and clients through closing - Follow up on outstanding documentation and ensure timely processing - Reporting, Compliance & Support - Prepare reports for leadership and complete required compliance training - Maintain adherence to BSA, AML, CIP, OFAC, and other regulatory requirements - Support special projects and departmental initiatives as needed - Champion Our Mission, Protect What Matters - Adopt a commitment to environmental, social, economic, and responsible banking practices - Stay informed on regulatory requirements and complete all required compliance training - Support fraud prevention and ensure adherence to bank policies and procedures Qualifications - Bachelor’s degree in business, finance, or related field preferred - 3+ years of SBA lending experience - Experience with government-guaranteed lending programs (SBA 7(a), Express, 504, USDA) - Strong financial analysis, communication, and organizational skills - Proven ability to collaborate across teams and manage client relationships Requirements - Entrepreneurial Self-Starter - You take ownership of your pipeline, proactively generating SBA opportunities through referral networks and market outreach. You think strategically, structure solutions within SBA guidelines, and use data and performance metrics to consistently drive results in a goal-oriented environment. - Organization & Efficiency - You effectively manage a high-volume pipeline, keeping deals organized from prospecting through closing. You prioritize tasks, maintain accurate documentation, and use systems and tools to ensure deals move forward efficiently and compliantly. - Master Communicator - You communicate clearly and confidently with clients, partners, and internal teams. You simplify complex financial concepts, guide productive conversations, and build strong relationships that lead to successful deal execution and repeat business. - Banking & Fintech Acumen - You apply strong knowledge of SBA programs and credit analysis to structure sound, compliant loan solutions. You assess financials with confidence and stay current on regulatory requirements to ensure quality and consistency across every deal. - Tech-Forward and Analytical Thinking - You leverage CRM tools, financial data, and reporting systems to manage your pipeline and evaluate opportunities. You use insights to prioritize deals, improve efficiency, and support informed decision-making. - Commitment to Being a Team Player - You collaborate closely with underwriting, credit, and closing teams to move deals forward. You communicate proactively, share knowledge, and contribute to a supportive team environment that ensures strong client outcomes. Benefits - Compensation — In addition to the base salary, this position may be eligible for an annual bonus, incentives and equity. Actual compensation is based on industry salary ranges, internal salary structures, experience, skills and other job-related factors. - Health Coverage — 100% employer-paid for employees; employer contribution for dependents by Us - Medical, Dental & Vision Insurance - Health Savings Account (HSA) - Free Telemedicine access via Teladoc - Financial Wellness & Wealth Building - 401(k) with 6% Employer Match — No Vesting Period. - Employee Stock Options - Exclusive Employee Banking Perks - 0% Financing for Employee Solar Loans - Employee Only Mortgage Product with exclusive interest rates and terms. - 0% Financing for Eligible Electric Vehicles (EVs) - Referral Incentives - Generous Paid Time Off - 2–4 Weeks of Vacation based on officer level plus additional tenure-based time. - 64 Hours of Paid Sick Time for all full-time employees. - Protection & Peace of Mind - Company-Paid Life Insurance - Short- & Long-Term Disability Insurance - Voluntary Life, Accident & Critical Illness Coverage - Employee Assistance Program (EAP) with free counseling, legal, and financial services.

Role Description - Hands-on Business Development & Direct Sales with a clear focus on the Private Sector (B2B); experience in the Public Sector is a strong plus. - Active contribution to our market entry in the UK (greenfield setup): building pipeline, customer base, and market presence together with the Country Manager. - You will act as the operational “right hand” of the Country Manager while benefiting from the established infrastructure of our German headquarters, especially in Delivery, Product, and Operations. - Identification of new business opportunities and development of tailored solutions for various industries. - Development and execution of local business development strategies to scale our SaaS portfolio. - Active acquisition of new customers through direct sales approaches and targeted account development. - Management and strategic development of existing customer relationships across the entire customer lifecycle (Key Account Management). - Building a strong network of customers, partners, and key stakeholders. - Development and maintenance of a partner ecosystem (resellers, system integrators, distributors) in close coordination with the German headquarter. - Close collaboration with internal teams (Delivery, Legal Engineering, AI Engineering, Configuration, PMO, Service) to ensure successful implementations and long-term customer satisfaction. - Alignment with Product Management and Marketing to optimally position our solutions in the UK market. - Representing Rulemapping at events, meetups, and on social media. Qualifications - University degree in Business Administration, STEM, or a comparable qualification. - Several years of experience in Business Development, Sales, or Key Account Management — Private Sector experience is required, SaaS/tech background strongly preferred. - Additional experience in the Public Sector or GovTech is a strong plus. - Solid understanding of SaaS business models, cloud technologies, and digital transformation processes. - Strong closing mindset combined with strategic thinking in customer development. - Confident communication on C-level and excellent negotiation skills. - Experience with agile working methods and modern collaboration models. - High level of ownership, builder mindset, and motivation to take responsibility in an early market phase. - Language skills: English C2, German: nice-to-have. Benefits - A key role in shaping and scaling a fast-growing GovTech company. - Flexible working models and a modern company culture. - Innovative projects with strong career development opportunities. - A dynamic team with plenty of room for your own ideas and initiatives. - Attractive compensation package. Company Description Rulemapping Group GmbH, headquartered in Berlin, stands for innovation at the intersection of law and technology. Our mission is to simplify, accelerate, and make complex bureaucratic processes transparent and understandable for everyone. With our unique Rulemapping methodology and Rule AI, we develop solutions that relieve companies of bureaucratic burden, improve access to justice for individuals, and enable a rethinking of public administration. Supported by the Federal Agency for Disruptive Innovation (SPRIND), we are shaping the standard for the digitalization and automation of rule-based decision-making processes. Rulemapping Solutions GmbH is the operational subsidiary of Rulemapping Group GmbH. Together with you, we want to further advance this vision and revolutionize the world of rules and laws.

Role Description We are seeking a motivated Graduate Business Development Representative (BDR) to join our team in Europe. This is an entry-level role responsible for: - Qualifying inbound and outbound leads - Generating new business opportunities - Building a healthy pipeline for our sales team The ideal candidate is a native German speaker with excellent business-level English (Dutch or Danish would be an advantage). They are commercially driven, intellectually curious, and motivated to accelerate their career in enterprise sales. Strong communication skills are essential, along with at least two years’ experience in business development, sales, or a client-facing role. This is a high-impact, high-visibility position within Prosci, playing a critical role in helping us achieve our ambitious financial targets and growth objectives. As a BDR, you’ll contribute directly to the success of our sales organization and gain exposure to senior leadership. It’s an excellent opportunity to build a career in sales within the professional services and training sector, while contributing to Prosci’s mission of helping organizations build change capability. Qualifications - Bachelor’s degree in Business, Marketing, Communications, or related field (or equivalent experience) - 1-2 years of relevant experience in B2B business development, inside sales, or a client-facing role (preferably in professional services, training, consulting) - Demonstrated ability to build rapport quickly and engage prospects in meaningful conversations - Strong organizational skills with the ability to manage multiple priorities - Excellent written and verbal communication skills - Familiarity with Hubspot and Salesforce or similar CRM tools preferred - A growth mindset, resilience, and eagerness to learn - Knowledge of or exposure to MEDDPICC sales methodology is a strong plus Requirements - Pipeline Generation: Proactively identify and qualify new business opportunities through inbound leads, event follow-up, targeted outreach campaigns, and outbound prospecting - Account Research: Research prospective organizations to understand strategic priorities, transformation initiatives, and potential alignment to Prosci solutions - Prospect Engagement: Engage senior stakeholders through insight-led outreach across phone, email, LinkedIn, and targeted campaigns - Enrolment Conversion: Manage inbound programme enquiries through to confirmed booking, providing a supportive experience for prospective participants and their organisations through our online registration - Sales Collaboration: Partner with the Sales team and the Sales leadership to align territory strategies and ensure healthy pipeline coverage. Support customer onboarding and internal sales processes as needed - CRM Excellence: Maintain accurate and timely records of all prospecting and qualification activities in relevant systems - Marketing Alignment: Collaborate with Marketing to support lead-generation campaigns and ensure messaging consistency - Cross Functional collaboration: Collaborates with Finance, Delivery and Logistics teams as needed - Performance & Impact: Consistently meet and exceed activity, pipeline, and opportunity-creation targets, directly contributing to revenue growth - Representation: Represent Prosci with professionalism, enthusiasm, and a client-first mindset in all prospect interactions Company Description