• Manage and optimize the overall customer experience • Collaborate with regional partners to utilize solutions-oriented, systematic approach to upsell • Effectively manage accounts and generate short-term results • Ensure all renewals are maximized to protect the base

• Build a portfolio of financial institution relationships from the ground up within an assigned territory • Drive new business development through proactive prospecting, outreach, and market penetration • Identify, target, and convert new client relationships into active, revenue-producing accounts • Establish and grow long-term partnerships with financial institutions through consistent engagement and value delivery • Lead all aspects of the sales process, including prospecting, relationship development, deal discussions, and execution • Develop deep expertise in BHG products, deal structures, and market positioning • Strategically manage territory to maximize pipeline development, coverage, and revenue opportunity • Partner cross-functionally with internal teams to deliver client outcomes • Represent BHG Financial at industry events, association conferences, and client meetings

• Own the full sales cycle from outbound prospecting through contract negotiation and close • Build and manage a healthy pipeline through outbound outreach, referrals, conferences, strategic partnerships, networking, and inbound opportunities • Drive new revenue growth for Alpaca's institutional Broker API business across the United States • Develop relationships with key decision makers at fintechs, broker-dealers, RIAs, wealth managers, banks, and other financial institutions • Understand each prospect's business objectives and technical requirements to position Alpaca's solutions effectively • Deliver compelling product demonstrations, business presentations, and commercial proposals • Collaborate closely with Solutions Engineering, Product, Integrations, Marketing, Customer Success, and Legal to move opportunities efficiently through the sales process • Maintain accurate pipeline data, forecasts, and account activity within Salesforce (or CRM) • Continuously refine sales messaging based on market feedback, customer insights, and competitive intelligence • Represent Alpaca at industry conferences, customer meetings, and networking events

• Manage the relationship with our Distribution Partner, Vertex Wireless. • Develop and execute a comprehensive channel strategy in alignment with the overall business goals and objectives. • Manage ongoing pipeline and inventory. • Build and maintain strong relationships with key stakeholders at our partners, including executives, sales teams, and account managers. • Drive revenue growth through the channel by identifying new business opportunities, managing run rate, promoting products and services, and supporting sales efforts. • Collaborate with internal teams, including sales, marketing, and product development, to ensure alignment and support for channel initiatives. • Provide regular performance updates, forecasts, and insights to internal and external stakeholders to drive strategic decision-making. • Monitor market trends, competitor activities, and industry developments to identify opportunities and risks within the channel. • Negotiate and manage partner agreements, pricing, and incentives to maximize mutual profitability and success. • Lead joint business planning sessions, QBRs, and other strategic meetings to drive mutual growth and success. • Mentor and support funded Head resources, providing guidance, training, and support as needed. • Represent the company at industry events, trade shows, and partner forums to promote the brand and build relationships within the channel ecosystem.