• Work closely with sales teams to develop and implement proactive approaches to generating qualified new business meetings/opportunities and targeting accounts that meet the ideal customer profile. • Achieve quarterly and annual new business meetings/opportunity targets. • Manage business development activity in Espresa’s CRM system of record - track prospect interactions, manage lead information, and enrich CRM data (key contacts, incumbent vendors, renewal dates, and competitor usage to enhance future sales efforts). • Report out on meeting activity and outreach strategies. • Maintain contact with potential clients through follow-up communications to nurture relationships and help advance them to meetings/opportunities. • Stay informed about market trends and competitive products. This includes understanding the industry, identifying potential market segments, and keeping up to date with changes that may affect demand.

• Own the BD accounts tracker, pipeline tracker, and opportunity map. • Build and maintain accurate pipeline dashboards and reporting. • Standardize contract summaries and deal documentation frameworks. • Partner with BD leadership and Finance to support pipeline forecasting inputs. • Analyze pipeline performance trends (stage progression, conversion, velocity) and identify operational improvement opportunities. • Prepare polished, executive-ready materials for weekly updates and leadership reviews. • Translate pipeline movement into clear insights and risks. • Partner closely with Finance to align on forecast assumptions and deal timing. • Partner with Legal to project manage legal documentation/market entry requirements for deals. • Support board-level growth reporting. • Support annual and quarterly growth planning through pipeline analysis and scenario modeling. • Contribute data-driven insights to market prioritization and capacity planning discussions. • Provide structured analysis to inform leadership decisions around growth strategy. • Own agenda creation and coordination for weekly BD meetings, BD–Finance reviews, and Deal Desk reviews. • Track action items, decisions, and accountability. • Continually improve meeting effectiveness and team velocity. • Maintain and evolve the BD slide library and core pitch deck. • Ensure version control, data accuracy, and messaging consistency. • Support customization of materials for specific opportunities.

• Lead Generation & Strategic Prospecting (30%) - Identify and qualify potential clients through research, outbound calls, LinkedIn outreach, and email campaigns - Research target organizations across healthcare, finance, logistics, and B2B SaaS industries - Identify decision-makers, navigate gatekeepers, and adapt outreach strategies in real-time - Approach conversations with curiosity and insight—ask smart, consultative questions that make prospects think differently - Utilize channels like LinkedIn Sales Navigator, cold calling, and referrals to generate qualified lead pipeline - Research potential customers, industries, and market opportunities systematically - Initiate strategic outreach to key decision-makers in targeted companies - Meet consistent outbound performance expectations (100 dials per day, 100 personalized emails) • Client Engagement & Discovery Conversations (25%) - Engage prospects with professionalism, empathy, and consultative communication style - Conduct discovery conversations to uncover needs, pain points, and workflow challenges (~20 conversations per day with prospects) - Position solutions effectively while actively listening and adapting messaging - Understand healthcare operations, burnout issues, and link value to real-world business challenges - Drive meaningful, insight-based conversations that demonstrate business acumen - Ask thoughtful, unexpected questions that differentiate your approach from competitors - Achieve at least 5 meaningful conversations daily with decision-makers or influencers - Build and maintain relationships with potential customers, understanding their needs deeply • Appointment Setting & Relationship Building (20%) - Schedule qualified meetings by establishing credibility and trust (consistently 2-3 qualified meetings per day) - Maintain persistence and organization—track follow-ups and priorities meticulously - Balance assertiveness with empathy—build trust, not pressure - Engage prospects through personalized follow-ups, guiding them through sales funnel - Ensure smooth handover to sales team with comprehensive context and qualification notes - Conduct product demos and presentations highlighting value proposition - Address concerns and objections with strategic responses that move deals forward - Nurture relationships over time for prospects not yet ready to engage • Negotiation & Deal Progression (15%) - Navigate complex B2B sales cycles with strategic thinking and business judgment - Handle objections professionally using active listening and consultative problem-solving - Negotiate and progress deals toward qualified meetings or closures - Collaborate with sales teams to achieve revenue targets and business objectives - Support end-to-end sales process from lead generation through deal closure when appropriate - Ensure customer satisfaction during qualification and initial engagement phases - Position products as solutions by understanding and articulating ROI clearly • CRM Management, Data Tracking & Process Improvement (10%) - Maintain accurate, detailed records of all outreach and conversations in CRM (Notion, HubSpot, Salesforce) - Track and analyze performance metrics to refine strategies and improve conversion rates - Monitor market trends, competition, and industry developments to identify opportunities - Maintain up-to-date records of sales activities and customer interactions - Partner with marketing teams to enhance messaging and campaign alignment - Share market insights to support sales strategy development and positioning - Learn fast—absorb healthcare terminology, technical concepts, and industry context quickly - Contribute to continuous improvement of outbound processes and playbooks

• Proactively identify and pursue new sales leads/customer opportunities • Engage prospects confidently by phone and other outreach methods • Manage time and priorities effectively • Apply a structured sales approach to conversations, discovery, and qualification • Collaborate with a “team-first” mindset