Role Description As a Business Development Representative, your role is to seek out and engage “good fit” companies through strategic prospecting. To do this, you will leverage HubSpot’s existing leads and generate new interest through calls, emails, and social media messaging. When connecting with a prospect, you will learn about their business challenges to determine whether HubSpot will serve as a solution. When you have identified a qualified prospect, your goal is to concisely communicate the value of HubSpot and gain interest in a deeper conversation with an Account Executive. You will have a working relationship with 2-3 Account Executives. Each day you will collaborate with the Account Executives you support and your fellow BDRs to develop innovative strategies for uncovering new opportunities. Responsibilities - Conducting high volume prospecting for qualified leads (new users and potential customers) - Understanding the customers’ needs and challenges using sales methodologies like BANT - Scheduling online product demonstrations for qualified leads, ensuring you meet your monthly targets - Working closely and collaboratively with Account Executives to develop and implement appropriate prospect strategies and plans - Carrying out market research to broaden the customer base of HubSpot Qualifications - Fluency in spoken and written French and English - The desire and commitment to be in tech sales - Sales/prospecting experience - A sharp focus on your goals and a demonstrable approach in achieving them - An ability to deal with and address objections - An appreciation for feedback and being open to being coached - Strong organizational and time management skills - Passion for helping businesses grow and curiosity about the tech industry - Experience working in a high-growth, "scale up" environment is not required but is a plus Benefits - Annual Cash Compensation Range: €45.000 — €61.000 EUR - Participation in HubSpot’s equity plan to receive restricted stock units (RSUs) - Flexible work environment with options for remote or office work - Support for candidates needing accommodations during the hiring process

• Drive Commercial Growth • Own and execute the commercial strategy across Germany and surrounding territories. • Deliver revenue growth through new customer acquisition and expansion of existing strategic accounts. • Develop multi-year account strategies that position Gracenote as a trusted long-term partner. • Identify whitespace opportunities across broadcasters, streaming platforms, content owners, FAST services and technology partners. • Build and maintain a robust sales pipeline while consistently achieving revenue targets. • Become the Trusted Industry Partner • Build executive-level relationships across Germany's media landscape. • Understand customer challenges and translate them into commercial opportunities using Gracenote's metadata, content intelligence and data solutions. • Lead complex consultative sales engagements involving multiple business and technical stakeholders. • Negotiate commercial agreements and manage opportunities through to successful delivery. • Market Leadership • Become Gracenote's subject matter expert for the German media market. • Maintain deep knowledge of broadcast, streaming, Pay TV, FAST, OTT and content distribution trends. • Monitor competitive activity and identify emerging opportunities across the entertainment ecosystem. • Represent Gracenote at industry events, conferences and customer forums.

Role Description We are seeking an experienced business development representative (BDR) for the North America region. You will be the first line of communication with our prospects. Your role will focus primarily on inbound leads and progressing early stage opportunities. You will need to have a good understanding of our sales process and excel at managing relationships and relating business pains with XM's solution. - Represent XM Cyber, starting with a comprehensive understanding of how our solution solves the pain of our customers. - Manage a pipeline of inbound leads from industry events, website submissions, and intent indicators. - Generate opportunities by building relationships, nurturing warm prospects, and expanding interest within a target account. - Attend industry events and start conversations to actively discover how XM can solve core business challenges. - Manage and maintain a pipeline of interested prospects and engage sales executives to coordinate next steps. - Leverage email, calls, and LinkedIn to build relationships, develop opportunities, and progress pipeline. - Set up and engage in meetings with prospective clients along with regional sales directors. - Help with the discovery and positioning phases of opportunities, speaking to the value XM Cyber brings and how that translates to solving the customer’s pain points. - Work closely with the regional sales director to progress early stage opportunities and maintain relationships and communication with prospects. - Use Intent-based data and other analytic platforms to focus on prospects who are most likely in the market to purchase a solution like ours or who have addressable pain. - Qualify early-stage deals using MEDDPICC Sales Methodology. Qualifications - At least 2 years of business development experience, with a history of exceeding targets. - Passionate about sales and generating business opportunities in a highly advanced cybersecurity company. - Enterprise BDR experience. - Cybersecurity background. - Excellent communication skills, both written and verbal. - Creative problem-solving approach and strong analytical skills. - Knowledge of industry-standard sales technologies, such as Salesforce, Outreach, LinkedIn, ZoomInfo, Amplemarket, etc. - Strong interpersonal and organizational skills to foster relationships. - Self-motivated individual that actively looks for ways to increase productivity. - Team player that's willing to work cross-functionally with Sales, Pre-Sales, Marketing, and others to find and progress pipeline. - Ability to work in a remote-first work environment.

Title: Robotics Autonomous Systems Development Specialist Location: Houston, TX, US, 77056 Department: Corporate & Shared Services Job Description: Requisition ID: 294866 - Relocation Authorized: National - Family - Telework Type: Part-Time Telework - Work Location: Houston, TX Extraordinary teams building inspiring projects: Since 1898, we have helped customers complete more than 25,000 projects in 160 countries on all seven continents that have created jobs, grown economies, improved the resiliency of the world's infrastructure, increased access to energy, resources, and vital services, and made the world a safer, cleaner place. Differentiated by the quality of our people and our relentless drive to deliver the most successful outcomes, we align our capabilities to our customers' objectives to create a lasting positive impact. We serve the Infrastructure; Nuclear, Security & Environmental; Energy; Mining & Metals, and the Manufacturing and Technology markets. Our services span from initial planning and investment, through start-up and operations. Core to Bechtel is our Vision, Values and Commitments. They are what we believe, what customers can expect, and how we deliver. Learn more about our extraordinary teams building inspiring projects in our Impact Report. Job Summary: General - The Autonomous Development Manager will support the development of robotics initiatives in the construction industry, by advancing concepts from pilot stages to full-scale adoption on active construction sites. Learning Agility —Adapts quickly to new problems and situations. Demonstrates a willingness to learn from both individual and collective successes and failures. Approaches unfamiliar tasks with determination and readiness, including the ability to quickly create structure to address ambiguity strategically. Does not succumb to analysis paralysis or the fear of failure. Strategic Agility — Demonstrates a forward-thinking approach, willing to acquire comprehensive knowledge and perspective to contribute effectively to the team when necessary. Utilizes critical thinking skills to identify appropriate actions for progressing initiatives. Collaborates efficiently with colleagues while supporting creative processes of others; participates in productive brainstorming sessions and develops potential ideas that align with the company's overall vision. Proactive Communicator — Leads by influencing others, rather than relying on authority. Action Oriented — Enjoys working hard and is full of energy. A self-motivator and a motivator of others. Is not discouraged by organizational inertia, rather navigates through, over, or around it. Major Responsibilities: - Developing an autonomous operating system stack for Bechtel Construction tools/machines - Writing scopes of work for external partners and managing external partner’s progress for development of different completed systems - Development and management of robotics software/integration related Intellectual Property - Create and develop robotic solutions, including hardware and software integration from identification to proof-of-concept demonstration. - Participate as a member of a dedicated team of SMEs in developing and executing the technology roadmap, covering the entire technology readiness lifecycle (TRL1-8) - Engaging internally and externally with a diverse group to maximize innovation and implementation. - Conduct research to identify new robotic technologies and methodologies. - Create detailed documentation of research findings, designs, and technical specifications. - Developing and executing solution schedules for development and testing. - Tracking and reporting solution development progress. - Ensure all research and development activities comply with industry standards and regulations Education and Experience Requirements: - Requires a bachelor's degree (or international equivalent) in engineering, computer science, or a related technical field - 10-15 years of autonomous operations of vehicles or robotics. Required Knowledge and Skills: - Knowledge of robotics concepts (Kinematics / Dynamics, Planning, SLAM, etc.) - Have experience with sensor to mapping, digital twin development, and simulation environment development. - Creative problem-solving skills to develop innovative solutions and overcome technical challenges - Strong analytical skills to interpret data, troubleshoot issues, and improve system performance - Experience with Agile development practices. - Hands-on experience with tools, technology, and/or robotics. - Excellent verbal and written communication skills, with the ability to clearly convey technical information to non-technical stakeholders. - Strong organizational and time management skills, with the ability to manage multiple projects simultaneously Preferred Knowledge and Skills: - Broad knowledge of industrial business sectors to identify synergies. - Experience with intellectual property and patents. - Basic knowledge and understanding of Construction Industry. - Familiarity with integrated EPC work process and procedures. - Experience in robotics, hardware/software integration, or other related technical fields. - Master's degree in engineering, project management, or a related discipline. - Proficiency in programming languages such as Python, C++, and ROS (Robot Operating System) is essential for developing and controlling robotic systems. Total Rewards/Benefits: For decades, Bechtel has worked to inspire the next generation of employees and beyond! Because our teams face some of the world's toughest challenges, we offer robust benefits to ensure our people thrive. Whether it is advancing careers, delivering programs to enhance our culture, or providing time to recharge, Bechtel has the benefits to build a legacy of sustainable growth. Learn more at bechtel.com/total-rewards. Diverse teams build the extraordinary: As a global company, Bechtel has long been home to a vibrant multitude of nationalities, cultures, ethnicities, and life experiences. This diversity has made us a more trusted partner, more effective problem solvers and innovators, and a more attractive destination for leading talent. We are committed to being a company where every colleague feels that they belong-where colleagues feel part of "One Team," respected and rewarded for what they bring, supported in pursuing their goals, invested in our values and purpose, and treated equitably. Click here to learn more about the people who power our legacy. Bechtel is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity and expression, age, national origin, disability, citizenship status (except as authorized by law), protected veteran status, genetic information, and any other characteristic protected by federal, state or local law. Applicants with a disability, who require a reasonable accommodation for any part of the application or hiring process, may e-mail their request to acesstmt@bechtel.com