• Manage the full sales cycle from initial prospecting through to closing new business • Build and develop your own portfolio of clients within the Czech market • Carry out high-volume outbound prospecting through cold calling and other outreach methods • Make approximately 80–100 outbound calls each day • Qualify prospective customers and identify business opportunities • Deliver engaging online product demonstrations • Guide prospective customers through free trial periods • Negotiate commercial agreements and close subscription sales • Ensure a smooth handover of new customers to the Customer Experience team following a successful sale • Maintain accurate CRM records and effectively manage your sales pipeline • Achieve and exceed KPIs related to: Outbound activity Calls completed Product demonstrations Trial-to-paid conversions Monthly Recurring Revenue (MRR)

• Build relationships with important internal and customer stakeholders, including c-suite decision-makers • Create a long-term account strategy aligned with customer goals • Collaborate with internal teams to meet customer needs and contribute to comprehensive account planning • Act as a trusted advisor by understanding client businesses and aligning technical solutions with their strategic goals

• Identify and manage project opportunity funnel to meet and exceed order conversion and booked margin goals. • Identify, select and engage strategic accounts that have growth plans requiring critical energy resiliency and sustainability. • Create and execute a plan to identify, develop and manage client relationships across both economic and technical influences on a path to secure formal strategic relationships. • Flexibility to address multiple layers of organizational engagement from site maintenance & operations to C level financial and sustainability dimensions. • Exceptional interpersonal, presentation, and communications skills, written and verbal. • Identify and coordinate coverage of strategic 3rd party value chain members such as Engineering Firms, Construction Managers and Commissioning Agents to ensure client satisfaction and trust. • Bring the voice of the customer into the Power Secure business to influence and improve product development and service offerings. • Develop strong personal network across both the client organization, value chain members and industry groups that project influence and leadership in the energy resiliency and sustainability space. • Have the ability to initiate, vet and develop business opportunities within the targeted accounts and to the best use of supporting engineering and other project development resources effectively. • Partner and collaborate with other Sales Team members, Marketing, Project Development, Product Engineering and Services to identify and grow opportunities within the assigned segment. • Work with proposal development, estimation and project development engineering to develop and present proposals that meet customer requirements.

• Find, create, facilitate, and close new business opportunities in your assigned accounts • Represent and sell the full suite of Top Hat and approved partner products and services • Effectively position & message Top Hat’s value proposition to professors or department leaders • Work closely with Customer Success Managers and internal product and marketing partners