• Partner with Sales and Customer Success to identify, scope, and win new engagements, shaping RFPs, proposals, statements of work, and value based pricing that reflect the value delivered. • Convert one-off projects into durable, multi-year partnerships across people, process, and technology by spotting adjacent opportunities across new and within existing accounts. • Act as a thought partner to senior leadership on how Turquoise packages, prices, and positions its solution based offerings. • Serve as a trusted advisor to senior leaders such as VPs of Revenue Cycle and Managed Care, CFOs, and their teams at hospitals and health systems, framing ambiguous problems and translating them into structured, data-driven engagements across strategic pricing, payer contracting, charge capture, CDI, and other initiatives supporting net revenue improvement. • Own engagements end to end: scoping, work planning, execution, and delivery, holding yourself accountable for measurable client outcomes • Lead with expert subject matter and analytical methodology for each engagement. Pull and analyze price transparency, contracts, claims, and reimbursement data directly, pressure-test findings, and synthesize them into executive-ready narratives that withstand scrutiny. • Present findings and insights to client executives and help influence decisions on pricing strategy, contracting strategy, payer negotiations. • Partner with Customer Success to align engagement outcomes with the broader account relationship and deliver a seamless customer experience. • Work with Solutions Engineering to source, structure, and validate the novel datasets that power customer work. • Coordinate with Finance, Legal, and Revenue Operations on contracting, engagement economics, and compliance. • Feed structured insight back to Product, surfacing recurring client needs, defining requirements for productization, and helping reduce cost-to-serve and improve scalability.

• Prospecting & Outreach: Identify and engage potential customers through cold calls, emails, and social channels to generate qualified pipeline. • Qualification: Conduct discovery to understand prospect needs, pain points, and fit for Maxima’s solutions. • Pipeline Management: Collaborate with Account Executives to ensure smooth handoff and progression of qualified leads through the funnel. • Market Research: Stay informed on accounting automation, AI trends, and the evolving CFO technology landscape to sharpen prospect targeting. • Campaign Execution: Partner with Marketing on outbound campaigns, events, and targeted programs to generate interest and awareness. • Continuous Improvement: Contribute to team learning by testing new messaging, tools, and approaches for higher conversion rates.

• Work closely and collaboratively with Regional Sales Managers to develop and implement appropriate prospecting strategies • Conduct high-volume prospecting to qualify leads through cold calls, emails, and social media • Schedule marketing assessments and discovery meetings for a Regional Sales Manager to further assess a prospect's business and potential for partnership with Ambient.ai • Conduct qualification calls with specific prospects as assigned • Prioritizing opportunities and applying appropriate internal resources • Use and keep Salesforce up-to-date for lead management and sales forecasting • Ensure a timely follow-up with all prospects

Role Description As an SMB Business Development Representative, you are a critical driver of our growth. While our Enterprise team focuses on a handful of massive organizations, you will manage a territory of 2,000+ accounts. This is a high-volume, high-activity role designed for someone who thrives on structure, repetition, and the challenge of finding the right entry point into a busy nonprofit. This isn’t just about making dials or sending emails; it’s about managing a massive funnel. You will be responsible for identifying the right moment to reach out - whether a nonprofit just hired a new director, launched a new program, or is engaging with our content. We are a startup, which means we need people who will experiment with us, find what works, and help us validate the playbook for this segment. Key Responsibilities - Hit Your Numbers: Your target is 15 meetings booked per month, with a focus on quality. At least 9 of those must be qualified by an Account Executive to count toward your core goals. - Own the Meeting Attendance: A booked meeting only matters if the prospect shows up. You are responsible for the pre-meeting follow-up, sending reminders and relevant information to ensure the prospect is prepared and excited to talk to us. You also re-engage and re-set missed meetings/demos. - Execute High-Volume Outreach: You will manage a large territory using a mix of phone, email, and LinkedIn. You’ll need to balance several outreach campaigns at once and ensure 100+ dials among other touch points. - Respond to Intent: You will be the primary point of contact for prospects who are already interacting with us - downloading our guides, visiting our site, or attending our webinars. Speed and relevance are key here - warming these accounts and territory is critical - ensure meaningful activity and ROE. - Personalize Strategically: In a territory of 2,000+ accounts, you can't research every lead for an hour. You will learn to use "scalable personalization"; identifying key triggers like new hires or fundraising goals to make your outreach stand out. Qualifications - A Teammate People Want to Work With: You bring a positive, optimistic attitude even when facing the adversity of high-volume outreach. You keep an open mind and elevate the team’s energy. - Competitive & Goal-Oriented: You want to be the best rep on the leaderboard and set the bar for the rest of the team. - Resilience: You can handle high-volume outreach and the rejection that comes with it. You stay positive and keep moving forward. You outwork obstacles. - Disciplined Execution: You like having a plan and sticking to it. You can manage your own calendar and maintain a high level of activity day in and day out. - Coachability: You want to get better. You’re open to feedback, ready to learn the nonprofit sector, and willing to change your approach based on what the data shows. - Agility: This is a startup environment. We are still figuring out the most effective paths to some of these accounts, and we need you to be part of that discovery process. - Communication Skills: You can clearly explain the value of our platform to a busy nonprofit leader in a way that feels helpful, not pushy. Experience - Sales or outbound prospecting experience is a plus, though not required—we value drive, curiosity, and a strong desire to learn. - AI Fluency: We expect every team member to actively use AI in their day-to-day work, identify where AI can change the shape of problems in their function, and grow their fluency as the tools evolve. You should already be using AI meaningfully in your work and understand where it adds value and how it can improve the way you operate. Benefits - Health, Dental, and Vision insurance covered at 100% for employees, 80% for employee plus dependents, and 70% for employees plus family. - FSA and HSA Spending Account. - 20 days of vacation, 5 sick days, 11 company holidays plus an additional 1 floating holiday. - 401(k) plan with company match. - 100% Company-paid short-term disability, long-term disability, basic life insurance and AD&D. - Paid parental leave (12 weeks for primary caregivers / 6 weeks for secondary caregivers). - Generous home office stipend to support your remote workspace. - Annual professional development stipend to support your growth (e.g., workshops, courses, and seminars). - Charitable giving program and paid volunteer time off with registered non-profits.