• Provide payments expertise and support to the sales team and prospective merchants • Develop and maintain an in-depth understanding of the payments industry, including trends, regulations, and technologies • Act as a subject matter expert on payment products and services, providing guidance and support to sales teams • Collaborate with product development teams to ensure payment solutions meet market needs and compliance requirements • Identify, pursue, and close new business opportunities within the payments space, leveraging expertise to drive sales growth • Provide training and support to sales teams on payment products, industry trends, and competitive positioning • Engage with key stakeholders, including clients and partners, to understand their payment needs and develop tailored solutions • Stay abreast of competitive offerings and market dynamics to inform sales strategies and tactics • Build and maintain strong relationships with key technical stakeholders • Act as trusted advisor to clients, providing ongoing guidance and support • Work directly with stakeholders and vendors to ensure complete implementation and configuration of each merchant • Participate in industry events, conferences, and forums to enhance visibility and knowledge within the payments community.

• Partner with the outside sales team to schedule and deliver customized product demonstrations to prospective customers • Translate technical product features into business value and ensure alignment with end-user safety workflows • Lead onboarding and training for new customers • Act as a subject matter expert on LOTO regulations (OSHA 1910.147) • Gather customer feedback and influence product roadmap • Support RFPs, technical documentation, and marketing content • Collaborate cross-functionally with product, engineering, marketing, and sales leadership

• Own and deliver technical demos that accelerate deals — translate real customer workflows into high-impact, tailored experiences. • Build quick integrations and prototypes using Zapier, Retool, or Make to demonstrate value fast. • Map and reason through data flows across TMS, WMS, and CRM systems — understanding APIs, schemas, and webhooks. • Partner with Sales on proofs of concept and technical validation throughout the deal cycle. • Communicate clearly across audiences — from operations leads to CTOs, adapting depth and framing as needed. • Enable the GTM team — build demo templates, run feature briefings, and improve internal technical fluency. • Feed insights back to Product — capture workflow pain points and feature requests from the field to shape roadmap direction.

• Partner with sales reps to qualify opportunities, conduct technical discovery calls, and uncover customer pain points in corporate travel, hospitality operations, booking management, expense reconciliation, or tourism distribution. • Lead product demonstrations, proof-of-concepts (POCs), and technical workshops—showcasing features like API integrations, real-time availability, mobile traveler apps, compliance tools, reporting/analytics, and AI-driven recommendations. • Customize solution architectures to fit prospect environments, including integrations with third-party systems (e.g., Amadeus, Sabre, Concur, Navan, hotel PMS systems, or payment processors). • Respond to RFPs/RFIs, create technical proposals, scope implementation requirements, and model ROI/business cases for travel cost savings, efficiency gains, or revenue uplift. • Collaborate with product, engineering, and customer success teams to relay feedback from prospects and ensure solutions evolve with industry needs (e.g., post-pandemic recovery, sustainable travel, contactless experiences). • Support post-sale handoff to implementation teams and occasionally assist with onboarding or upsell technical discussions. • Travel as required (20-40%) for in-person meetings, trade shows (e.g., GBTA, ITB, HITEC), client workshops, or industry events. • Manage vendor relationships related to BI and event technology platforms (e.g., Cvent, Smartsheet).