• Lead generation & prospecting: You research potential customers in the public sector, build a consistent outbound pipeline, and leverage industry events, trade shows, and your network to open new contacts. • Outreach & engagement: You reach out to leads via email, phone, on-site visits and events. At the same time, you manage inbound leads and referrals from partners. • Qualification & closing: You conduct discovery calls and demos, create persuasive proposals, and negotiate through to closing. • Process optimization: You continuously improve our sales processes — pitch decks, call scripts, CRM workflows, dashboards and KPIs. • Cross-functional collaboration: You work closely with Customer Success, Product and the founding team to delight customers long-term and feed market insights directly into product development.

• Build and own your pipeline through direct prospecting, industry relationships, and referrals across carriers, TPAs, brokers, MGAs, and self-insured employers • Lead the full sales cycle from discovery through close, including demos, objection handling, proposals, and statements of work • Serve as a credible voice in the market, connecting our software’s capabilities to real operational problems your buyers face every day • Partner closely with product and customer success to provide market feedback and support strong client implementations • Hit and exceed annual sales targets while helping shape our go-to-market approach in the early days of this product

• Manage a book of between 40 and 60 prioritized accounts, with the ability to generate an account development plan, execute a successful playbook, and prioritize accounts within your book, which is comprised of accounts across acquisition, retention, and development lifecycles • Build and execute an Account Plan with the goal of acquiring net new orderers, locations, product adoption, and retention of existing spend, either in new or existing account relationships • Own Account relationships from end to end, ultimately driving full adoption and utilization of ezCater solutions, including leveraging product specialists when appropriate • Build pipeline by identifying new sales opportunities with your assigned book of business through both self prospecting and working inbound leads to meet sales targets • Deliver accurate weekly reporting on pipeline and customer spend adoption, including account status updates and insights learned during deployment and account maintenance • Provide strategic account engagement that helps customers implement solutions that solve industry-specific procurement and general workplace food challenges • Drive and accelerate spend adoption by advising customers on best practices for using ezCater solutions • Relay market needs and requirements back to internal ezCater teams, including Product, Technical, and Supply teams • Represent ezCater at various customer facing events, including but not limited to industry-focused conferences, tradeshows or other general opportunities • Other duties and responsibilities as assigned

• Own the full sales cycle from prospecting through close for new SMB hotel customers • Generate pipeline through outbound prospecting while converting inbound opportunities • Consistently achieve and exceed quarterly new ARR quota • Conduct value-based discovery and position Visual Matrix solutions to solve customer challenges • Maintain accurate pipeline management and forecasting in Zoho CRM • Leverage Gong, AI tools, and sales insights to continuously improve performance • Partner with Marketing, Customer Success, and Implementation to deliver a seamless customer experience • Become a trusted advisor to hotel operators and identify long-term growth opportunities