• 영업 전략 수립 및 타겟 시장(대형 엔터프라이즈 고객, 금융, 제조, 물류,데이터센터) 개발 • 시스템 통합업체(SI), 컨설턴트, 기술 파트너와의 전략적 파트너십 관리 • 물리적 보안 솔루션(SaaS, Hybrid, On-premise) 제안 및 매출 목표 달성 • APAC 팀 및 캐나다 본사와의 정기적인 협업

• Drive New Business: Identify, engage, and close new opportunities within federal, state, and local government agencies and public sector organizations, focusing on entities with complex 24/7 frontline workforce operations such as corrections, transit, utilities, and public safety. • Industry Expertise: Develop a deep understanding of government operations, including familiarity with civil service rules, union labor agreements, FLSA compliance for public employees, and the scheduling demands of essential government services that operate around the clock. • Solution Selling: Lead consultative sales conversations by aligning Indeavor’s workforce management platform with the strategic goals of government clients, demonstrating ROI and operational value. • Pipeline Management: Build and maintain a robust sales pipeline through strategic prospecting, networking, and leveraging industry events and referrals. Ensure Salesforce account and opportunity data is current and accurate. • Cross-Functional Collaboration: Partner with Marketing, Product, and Customer Experience teams to tailor messaging, demos, and onboarding strategies for government clients. In addition, coordinate with the Implementation Team to ensure successful handover into deployment and delivery phase of the customer journey. • Customer Relationship Management: Cultivate long-term relationships with key stakeholders across government, HR, and operations to ensure customer satisfaction and account growth. Become a trusted advisor to the customer that works to drive value through the Indeavor Platform. • Forecasting & Reporting: Maintain accurate sales forecasts and activity reports using CRM tools, providing visibility into performance and pipeline health. • Market Intelligence: Stay informed on industry trends, competitive landscape, and regulatory changes affecting government operations to inform sales strategy and product feedback. • Build Business Case & Value: Ability to compile specific business cases, return on investment, and overall value for our customer base to purchase the Indeavor platform. • Contract Negotiation: Navigate public sector procurement processes including RFPs, RFIs, sole-source justifications, cooperative purchasing agreements (e.g., NASPO, Sourcewell, OMNIA), and master price agreements. Engage procurement officers and legal teams to drive contracts to close. • Budget Awareness: Maintain awareness of government budget cycles, fiscal year timelines, and funding mechanisms (e.g., ARPA, COPS grants) that may influence purchase timing and structure proposals to align with available funding windows. • Quota Achievement: Consistently meet or exceed quarterly and annual revenue targets through disciplined sales execution and strategic account planning. • Event & Conferences: Attend government events throughout the year to build brand awareness and identify prospective customers.

• Own the complete enterprise sales lifecycle across strategic accounts—from initial engagement through commercial negotiation, procurement, legal review, executive alignment and close. • Develop and execute a territory strategy focused on winning large enterprise restaurant brands. • Build executive relationships with CEOs, CFOs, COOs, CIOs, CMOs and other senior stakeholders. • Lead highly consultative discovery to understand customer strategy, operational challenges and commercial priorities before positioning solutions. • Develop compelling business cases demonstrating measurable financial outcomes and return on investment. • Generate enterprise pipeline through strategic outbound prospecting, executive networking, referrals, industry events and account-based selling. • Represent Loop at executive meetings, customer events and industry conferences, strengthening our reputation within the restaurant technology ecosystem.

• You will 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, including Top Hat’s digital textbook content and SaaS platform • Effectively position & message Top Hat’s value proposition to professors or department leaders, using a mixture of inside and outside sales techniques • You will work closely with Customer Success Managers and internal product and marketing partners to ensure a great customer experience for professors and to maximize revenue growth