• 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

Title: Account Director Location: Arlington VA US Full time Remote Primary Duties: - Develop fundraising and engagement strategy and a plan for executing integrated strategies as appropriate - Build and manage client relationships through regular meetings, calls, and ongoing communications - Lead and participate in live meetings, including QBRs; create meeting material with the assistance of account teams - Work with clients to determine organizational objectives and create strategies to reach goals - Develop clients’ annual communication calendars and budgets - Possess in-depth knowledge of client’s internal processes and resources and generate ideas to enhance overall performance - Provide in-depth analysis of campaign and segment performance and KPI data, developing data-driven strategies to address program challenges and build on successes - Build trusting, respectful and collaborative relationships with clients and colleagues ensuring collaboration among the wider team (including outside resources) and fostering positive team work. - Ensure fundraising and engagement best practices are kept top-of-mind - Provide risk assessment and management on all aspects of the client relationship - Manage a matrixed team of technical and client service staff to ensure all deliverables are on time and meet quality standards - Develop professional goals and development plan for individual team members, work with individuals to help them meet goals through regular meetings and ongoing feedback - Identify and use work experiences as opportunities to train and develop teammates - Balance strategic and tactical plans with client business goals and scope/contract deliverables - Manage client scope, including key deliverables, and ad hoc billing (creative, etc.), within contracted retainer Additional Responsibilities - Participates in webinars and attends conferences/workshops to expand skills - Support ad hoc agency initiatives like case studies, building out internal docs/processes, internal staff education/information sharing - Provide new business development support through proposal input, estimating scope of work, and participating in presentations - Participate in hiring process for new employees including interviews and assessments - Participates in monthly management meetings - Other duties as assigned Requirements - Team members who are most successful in this role typically have 8-10 years of direct response experience (direct mail or digital account management), preferably including direct response fundraising in an agency setting - Demonstrated success in client management and customer service - Ability to build lasting professional relationships with clients - Experience managing technical and client services teams, some of whom may work in a virtual/remote environment - Experience in creating and driving long-term fundraising strategies - Strong customer service and interpersonal skills - Proven project management and organizational and problem solving skills - Advanced written and oral communication skills with the ability to effectively present information, respond and follow-up on questions and inquiries from clients and colleagues, and communicate technical information to a non-technical audience - Strong attention to detail - Highly self-motivated - Proficiency in MS Office – particularly Excel - Experience with, or understanding of online constituent relationship management systems (eCRM) for nonprofits such as Convio/Blackbaud, Engaging Networks, EveryAction, and Salesforce; content management systems (open source and proprietary CMS); email marketing systems; HTML, CSS, and other web development tools and familiarity with digital advertising, Google Grant management, and SEO/SEM - Experience with or understanding of direct mail audiences and metrics, as well as a broad understanding of implementation Benefits What We Offer - Health and Wellness: employer-subsidized health, dental, and vision insurance in addition to employer paid short-term disability and life insurance. - Work-Life Balance: Flexible work hours, remote work environment (with access to our Arlington, VA offices for local employees), and generous time off - Financial Wellness: competitive salary, 401(k) with company match - Professional Development: ongoing training, career path development, and a dedicated budget for conferences and training seminars - Additional Benefits: an opportunity to work with smart people in a supportive environment that celebrates individuality - Compensation: our budget for this position starts at $90,000/year