• Develop and execute a global BDR strategy aligned with revenue targets, GTM priorities, and multi-audience engagement paths • Drive predictable pipeline growth across inbound and outbound channels; improve stage-to-stage conversion using data-driven experimentation. • Identify new markets, segments, and partnership opportunities; provide market and customer insights to refine messaging and targeting. • Leverage AI and automation to improve prioritization, personalization, rep efficiency, and pipeline velocity. • Lead and develop a ~60-person global BDR organization, including frontline managers and team leads; hire, ramp, coach, and promote top talent. • Establish KPIs, quotas, operating cadences, and accountability systems to drive consistent performance. • Own and improve playbooks, call scripts, persona-based sequences for Executives (C-Suite) vs. Functional leaders, automation vs. manual operating models, qualification standards, and handoff processes. • Partner with Sales leadership on coverage models, ICP alignment, AE handoff, MEDDPICC and Challenger methodologies, and early-stage deal progression.

• Manage inbound inquiries, schedule estimates, follow up on bids, maintain CRM accuracy, support lead nurturing efforts, and assist with structured outreach• Answer inbound calls and online inquiries• Qualify leads and gather required project information• Schedule on-site estimates efficiently• Confirm appointments and send reminders• Maintain professional first-point-of-contact communication• Track estimate status (scheduled, completed, proposal sent, closed, lost)• Conduct disciplined follow-ups on open bids• Communicate with customers to move deals forward• Escalate hot opportunities to the owner• Help maintain consistent conversion momentum• Maintain accurate CRM updates• Track lead source, status, and next steps• Monitor response time and follow-up cadence• Prepare weekly pipeline summaries• Ensure clean, organized data management• Follow up with warm or inactive leads• Support light outbound outreach efforts• Assist with review requests and referral generation• Help reactivate past customers• Support local marketing campaign follow-ups• Assist with documentation and reporting• Coordinate internal communication between office and field• Support invoicing and basic financial tracking• Maintain organized digital files• Assist with customer service issue resolution

• Identify and target new referral partners weekly • Generate 20+ new referral relationships per week • Map and manage territory coverage strategically • Conduct structured in-person and phone outreach • Maintain ongoing communication with referral partners • Educate partners on services and response capabilities • Activate dormant accounts • Track relationship stage and engagement level • Execute targeted marketing campaigns • Distribute branded materials and collateral • Support digital and local marketing initiatives • Strengthen brand visibility in the restoration ecosystem • Attend trade shows and networking events • Represent the brand professionally • Capture new leads and partnerships • Follow up consistently after events • Maintain accurate CRM documentation • Track outreach metrics and referral activity • Report weekly KPIs • Monitor pipeline health and revenue contribution

POSITION SUMMARY  The Director of Field Sales, Navy and Marine Corps, is a senior player/coach sales leader responsible for driving personal sales performance while guiding and enabling a team of field sales managers and representatives. This role maintains direct customer engagement and may carry a personal or shared sales target, while providing leadership across territory strategy, pipeline development, and sales execution. The Director shares accountability for field sales performance within the service vertical, operating in close partnership with the VP, Business Unit Leader, who retains ultimate ownership of revenue outcomes and business performance. Success in this role is measured by Individual and shared revenue contribution, overall field sales execution effectiveness, pipeline health and opportunity progression, team development, coaching impact, and retention, and alignment with business unit sales strategy MISSION AND CUSTOMER EMPHASIS ESSENTIAL FUNCTIONS Reasonable Accommodations Statement To perform this job successfully, an individual must be able to perform the essential duties outlined below.  Reasonable accommodations may be made to enable qualified individuals with disabilities to perform these essential functions. Essential Functions Statements Sales Performance & Territory Execution - Contribute directly to revenue generation while supporting and influencing overall field sales performance across the service vertical. - Partner with the VP, Business Unit Leader to execute sales strategy, territory coverage models, and performance priorities. - Support sales managers and representatives through coaching, deal strategy, and escalation support, while reinforcing accountability and execution discipline. - Develop and execute territory and account plans aligned to company objectives. - Maintain and manage an active pipeline of opportunities, quotes, and orders. - Drive opportunity progression from identification through order execution. Customer & Account Management - Maintain direct customer relationships and participate personally in key deals, strategic accounts, and complex sales efforts as both a seller and leader. - Establish and maintain strong relationships with end users, contracting offices, and program stakeholders. - Conduct regular in-person customer visits, briefings, and solution discussions. - Identify customer requirements and translate needs into product and service solutions. - Serve as the primary field point of contact for assigned accounts. Market, Program & Budget Awareness - Maintain working knowledge of DoD budget cycles, appropriations, and funding mechanisms as they impact customer buying behavior. - Monitor customer programs, funding timelines, and mission priorities. - Liaise with strategy, business development, and capture teams to align field sales activity with longer-term pursuits. Team and Cross Functional Leadership - Collaborate with inside sales, contracts, pricing, and operations teams to support order fulfillment and customer satisfaction. - Coordinate vendor relationships, ride-alongs, and product demonstrations. - Communicate competitive intelligence, market trends, and customer feedback to leadership. - Serve as a player/coach by mentoring and supporting Field Sales Representatives, providing guidance on account strategy, customer engagement, and opportunity progression without serving as the sole owner of team outcomes. Reporting & Systems - Maintain accurate CRM (Salesforce) records, forecasts, and pipeline reporting. - Prepare sales reports, expense reports, and required administrative documentation. Additional Duties - Interface and effectively communicate with the management team, staff, customers, sub-contractors, vendors, business partners, and suppliers. - Take ownership and responsibility for all aspects of the customer and team sales process. - Maintain and update a Google calendar consisting of client calls, travel, and working sales pipeline. POSITION QUALIFICATIONS AND EXPERIENCE To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  - 10+ years of experience in field sales leadership within DoD or Federal markets - Demonstrated success leading quota-carrying sales teams - Strong understanding of Federal procurement, contracting, and customer environments - Prior military service strongly preferred - Bachelor’s degree preferred or equivalent industry experience  - U.S. citizenship required. This position requires the ability to obtain and maintain a U.S. government security clearance. COMPUTER SKILLS  - Microsoft Office Suite. - Google Office Suite. - Salesforce. - Proficient in internet searching. - NetSuite or familiarity with an ERP system a plus. PHYSICAL DEMANDS   The physical demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. - Typical office environment. WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  - Required to meet with customers in various environments, with a personal at-home office for administrative duties. Equal Opportunity Statement: Noble provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty, status as a covered veteran, or any other protected category in accordance with applicable federal, state, and local laws. Noble complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. https://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf https://www.dol.gov/whd/regs/compliance/posters/fmlaen.pdf https://www.dol.gov/whd/regs/compliance/posters/eppac.pdf  The Company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the Company reserves the right to change this job description and/or assign tasks for the employee to perform, as the Company may deem appropriate.