• Research and identify target accounts — primarily prosecutor offices, public defender offices, and courts • Execute multi-channel outreach sequences (phone, email, LinkedIn) to cold and warm prospects • Qualify prospects against defined criteria before passing to Account Executives • Maintain outreach cadence and follow-up discipline across 50+ active prospects at any given time • Book discovery calls for Account Executives, providing full context on each prospect's situation and pain points before the handoff • Track all prospect activity, touchpoints, and status in CRM; keep records current and complete • Work with the VP of Sales to refine Ideal Customer Profile (ICP) criteria based on what converts versus what stalls • Contribute to territory planning by surfacing patterns in outreach responses • Develop working knowledge of Karpel's product suite and stay current on the competitive landscape

Role Description A&D Medical is a worldwide leader in connected health and biometric measurement devices and services for clinicians and payors, and in-home consumer markets. Responsible for the sale of A&D Medical’s products and overall account relationships with existing clients and prospects. Will initiate contact with potential and current clients to generate and qualify leads, promote A&D Medical’s products and services, and identify sales opportunities. Accountable for the delivery of revenue and margin within assigned book of business that includes cold and warm prospects and existing accounts. Establish relationships at the senior management level as well as tactical levels that help maintain and improve client satisfaction, retention, and increase revenue. Responsibilities - Deliver new sales revenue by developing and executing solutions-based sales plans for prospects. - Maximize client relationships through consultative and strategic sales processes to increase penetration and revenue for existing clients. - Demonstrate working industry knowledge that includes key competitors, technology, trends, and challenges. - Analyze client data sets and needs, and consult with clients and prospects to recommend suitable products and solutions. - Create and communicate market and client-specific business profiles including strategic direction, buying criteria, contract terms, client’s market, and competitor positioning to drive business results for A&D Medical. - Identify and communicate market intelligence on market specific needs and competitor activity to appropriate internal resources in a timely manner. - Create and maintain market and customer specific business profiles. - Partner with cross-functional team to support forecast and supply accuracy down to the customer level. - Maintain CRM for all aspects of prospect and existing client management. - 30% travel is required. Travel consists of customer meetings, internal meetings, and market specific trade shows. Qualifications - Bachelor’s degree in business related field or equivalent experience. - Proven history of driving sales growth and achieving revenue targets; 5 years of sales experience in managing prospective and existing clients. - Experience selling TeleHealth Services of Products. - Self-driven, entrepreneurial spirit with a take-ownership attitude. - Strong verbal and written communication skills with excellent presentation skills including at the executive level. - Ability to multi-task and work cross-functionally. - Strong detail orientation and analytical skills. - Proficient in current Microsoft Office (Word, Excel and Power Point) and CRM applications. Benefits - Full time, remote position. - Benefits include Medical, Dental, Vision, Voluntary Flex Spending Accounts (Health and Dependent Care). - Employer-paid Life Insurance, AD&D, Short and Long-Term Disability and EAP. - Unlimited PTO and Company Paid Holidays. - 401K Plan with employer match.

• New Logo Acquisition: Proactively identify, target, and pursue net-new enterprise clients across defined territories and verticals. Own the business development motion from initial identification through qualified opportunity hand-off or close, driving measurable revenue growth for Ensono. • Strategic Pipeline Development: Independently build and manage a robust, self-sourced pipeline of high-value opportunities. Develop and execute territory and account plans that align with Ensono's growth priorities and market positioning. • Executive-Level Relationship Building: Establish and deepen trusted relationships with C-suite executives, board members, and key decision-makers within target organizations. Position Ensono as a strategic partner and long-term adviser across managed services, cloud, and hybrid IT. • Market Intelligence & Go-to-Market Strategy: Conduct ongoing analysis of market trends, competitive dynamics, and emerging client needs. Translate insights into actionable prospecting strategies and proactively surface new areas of opportunity for Ensono's leadership and GTM teams. • Cross-Functional Leadership: Lead and coordinate across sales, marketing, product, advisory, and solution teams to develop compelling, client-specific value propositions. Drive alignment across internal stakeholders to ensure a seamless and effective pursuit experience. • Deal Participation: supporting complex, multi-stakeholder deal cycles including solution scoping, proposal development, commercial negotiation, and contract discussions. Partner with legal, finance, and delivery teams to bring opportunities to close. • Performance Accountability: Own individual revenue and pipeline targets. Consistently monitor, report, and reflect on key performance metrics, providing transparent updates to sales leadership with a continuous improvement mindset. • Mentorship & Elevation of the Team: Serve as a senior resource and informal mentor to Business Development Representatives and junior sales colleagues. Contribute to the elevation of team capability, best practices, and a culture of proactive selling.

Role Description We are looking for a Business Development Representative (BDR) to play a critical role in our sales organization, generate new business opportunities, and qualify leads for the sales team. As a key contributor to our growing organization, you'll have the unique opportunity to help build and shape our sales processes, strategies, and tactics from the ground up. This is a remote position based in Dallas metro. What you will do: - Generate leads and build relationships by nurturing prospects and finding new potential sales outlets; cold calls, LinkedIn and email outreach. - Develop and maintain a pipeline of potential customers and opportunities that ensure lead quality and quantity while qualifying and prioritizing inbound leads. - Conduct research on target accounts and industries to better understand their cybersecurity challenges and needs. - Collaborate with the sales team to develop and execute account-based sales strategies. - Occasional attendance to industry & networking events in assigned region. - Use CRM software tools to track leads, opportunities, and activities. - Manage time effectively, meet personal goals, and work effectively with members of the assigned territory. Qualifications - Preferably 1+ years of experience as an SDR/BDR, in a growth stage startup or a cyber security company. - Creative problem-solving approach and strong interpersonal skills. - Strong verbal and written communication skills. - Proven track record of consistent success, leadership, and ability to take ownership of responsibilities. - The ability to self-motivate, prioritize and manage unstructured time. - Familiarity with CRM software (preferably Salesforce) and sales automation tools. - Team player mentality. Company Description As an equal opportunity employer, we are committed to a team defined and empowered by diversity. We consider qualified applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status or disability status. We build AI for a living, and we encourage candidates to use it to prep, research, and sharpen their best work. But we're hiring humans, not chatbots. We want the real you. Use AI to tighten your resume, prep for interviews, research Torq, and outline ideas for written responses. Show up as yourself for live interviews, final assessments (the voice, logic, and reasoning need to be yours), and anywhere we're evaluating how you think — not how you prompt. Excited about our vision and ready to make an impact as we grow? We'd love to see what you can bring to the team.