• Identify, pursue, and secure new client partnerships in need of executive search services. • Generate and qualify leads through outbound prospecting, networking, industry events, referrals, and cold outreach. • Conduct initial discovery calls and presentations to understand client needs and articulate our value proposition. • Build a strong pipeline of prospective clients and maintain accurate CRM records. • Collaborate closely with the internal recruiting and delivery team to ensure seamless client handoff and onboarding. • Stay informed on industry trends, talent challenges, and competitive landscape to strategically position our services. • Consistently meet or exceed business development targets and KPIs. • Support the development and adoption of growth opportunities such as: creating new partnerships, introducing new markets, and/or developing new approaches to add value to current customers. • Develop business cases to support investment decisions. • Develop and use strategic approaches to generating demand and sales. • Manage all phases of business development from translating corporate strategy into action to sourcing new business opportunities to negotiating and closing deals. • Lead the implementation phase through collaboration with specialist functions such as marketing, sales, and client service. • Implement strategic planning, including positioning, market and competitive analysis, customer segment selection and penetration plans, and related product positioning. • Participate in pricing and solution/service. • Handle objections by clarifying, emphasizing agreements, and working through differences to a positive conclusion. • Identify opportunities for campaigns, services, and distribution channels that will lead to an increase in sales. • Use knowledge of the market and competitors, identify and develop the company's unique selling propositions and differentiators. • Forecast sales targets and ensure they are met. • Additional responsibilities as assigned.

• Conduct assessments with clients to understand business challenges, processes, pain points, and opportunities for applying Artificial Intelligence. • Act in a consultative capacity, questioning existing processes and proposing new ways of working supported by AI. • Identify, design, and prioritize AI use cases focused on delivering business value. • Design, develop, and deploy AI solutions using LLMs, intelligent agents, RAG, automations, and other modern architectures. • Develop applications using AI as an accelerator for the development cycle (AI-assisted development). • Create AI agents capable of executing tasks, integrating systems, orchestrating flows, and supporting corporate processes. • Integrate AI solutions with APIs, legacy systems, cloud platforms, and enterprise tools. • Collaborate with architects, infrastructure specialists, DevOps, and development teams to ensure scalability, security, and governance of solutions. • Participate in defining modern application architectures with a focus on AI. • Build proofs of concept (PoCs), MVPs, and production-ready solutions. • Support clients in adopting best practices for responsible AI, security, governance, and cost optimization. • Keep up with the evolution of the Generative AI ecosystem, continuously evaluating new tools, models, and frameworks. • Share knowledge through workshops, technical demonstrations, and team training.

• Provide expertise during client engagement to deliver workflow and solution design to achieve defined benefits. • Responsible for guiding clients through current workflows, upgrades, system changes, enhancements, and ongoing system maintenance. • Act as a primary consultant for the client’s solution troubleshooting, consultation, and knowledge transfer. • Cultivate and sustain relationships with clients to provide appropriate escalation of issues, solution knowledge, and engagement support. • Seek to resolve escalated problems and issues using solution knowledge and expertise during installation, operation, maintenance or testing. • Manage client expectations and ensure project delivery meets goals of engagement. • Coach, mentor and guide solution teams on recommended methodology practices.

• Own technical discovery and demos. Run discovery to understand each prospect's billing/payment/ERP stack, then deliver tailored, credible demos that map Numeral's value to their architecture and prove it works in their environment. • Architect the integration plan. Translate customer data architecture into a clear Numeral integration plan — system diagrams, data-flow mapping, effort estimates, and success criteria — across pre-built integrations, APIs, and manual workflows. • Own technical scoping and the handoff to onboarding. Build and quality-gate Technical Mutual Action Plans (TMAPs) and serve as the technical sign-off for complex deals (Stripe, custom API, NetSuite, and other non-Shopify tax engine implementations) before they're committed. • Win the technical evaluation. Handle technical objections live, drive RFPs and security reviews, and run light proofs-of-concept and pilots that move deals forward. • Be the voice of the customer. Gather technical requirements and friction points from the field and partner with Product and Engineering to influence the roadmap, prioritize integrations, and unblock deals. • Enable the broader GTM team. Deliver training to AEs and SDRs on nexus, integrations, and new product capabilities; run office hours; and reduce the need for Product/R&D to join customer calls. • Build scalable assets. Create and maintain demo environments, customer-facing documentation, integration guides, and repeatable SOPs that make the whole team more effective.