• Build and execute territory strategy across enterprise accounts. • Maintain 4–5x pipeline coverage and deliver predictable outcomes. • Navigate large matrixed organizations with technical and business stakeholders. • Own multi-threaded sales cycles involving automation, architecture, workflows, security, and ROI. • Use advanced sales methodologies (MEDDPICC, Command of the Message, Challenger, SPICED). • Develop champions and create urgency across C-suite, operations, and IT. • Leverage a modern sales tech stack (Salesforce, Gong, Outreach, ZoomInfo, 6sense, Clari). • Use GenAI tools + Observe.AI’s intelligence platform to: • Establish repeatable patterns and industry playbooks. • Provide structured insights to Product, Engineering, CX, and Marketing.

• Lead the entire RFP process from intake to final submission • Serve as the primary point of contact for brokers • Drive opportunity qualification, gather prospect pain points and insights • Own relationships with specialty leave brokers throughout the sales cycle • Partner with Strategic Account Executives and Enterprise Sales on positioning • Develop win strategies and craft narratives to differentiate Leave Solutions • Lead preparation and delivery of finalist meetings • Coordinate inputs across product, operations, implementation, legal, and account teams • Work closely with teams to build cohesive strategies and provide prospect insights • Partner with Legal and Sales Operations on contract terms and deal timing

• The consultative sale and marketing of energy infrastructure solutions to agency executives in the federal sector through a variety of long-term, complex contracts • Educate customers through consultative selling to identify new business opportunities • Manage sales funnel to achieve business goals and strategic objectives • Persuasively communicate rationale and recommendations in discussions with the NORESCO management and executive leadership team • Capture and manage detailed information from specific federal installations, campuses, sites, buildings, and facilities • Develop relationships and partnerships with sub-contractors who have a significant presence and solid reputation at specific federal facilities • Successfully closed business in compliance with an annual sales goal • After the sale, continue with account management to maintain relationships with existing customers and drive new business

• Acquiring new enterprise companies from all industries across Western Europe, with a primary focus on France • Building and maintaining an effective pipeline by self-directed prospecting, as well as working with internal Business Development Representative resources • Developing, maintaining and reviewing territory plans that outline how you will meet business goals • Running full sales cycles from account planning & targeted prospecting through discovery/qualification, contract negotiation & close • Taking a consultative, value-centric approach with senior executives to map value, develop effective business cases, build ROI models and drive Digital Transformation conversations • Coordinating responses to RFPs/RFIs • Taking a collaborative approach to working closely with various team members including BDRs, Presales support, Marketing, Product, Finance and Leadership • Representing Cognigy at trade fairs or events that are customary in the industry • Preparing, presenting and conducting demos, presentations and customer meetings • Using CRM effectively and consistently to track sales cycles/engagement