• Conduct sales consultations with warm, pre-qualified leads • Help prospective students identify the best educational path for their career goals • Close high-ticket program enrollments through consultative selling • Maintain accurate records in our CRM system • Consistently meet and exceed sales targets • Collaborate closely with Marketing, Admissions, and Student Success teams • Share customer insights and feedback to help improve our programs and sales processes

• Prospect, source, and close new enterprise accounts within the hospitality space. • Build pipeline from scratch through outbound outreach, strategic account mapping, and multi-threaded engagement. • Manage long and complex sales cycles involving VP- and C-level stakeholders. • Support upsell and expansion opportunities within large hotel groups, management companies, and enterprise chains. • Develop strategic account plans and tailored engagement strategies. • Collaborate cross-functionally with internal teams to deliver solutions and close deals. • Maintain disciplined pipeline management and accurate forecasting within CRM (Salesforce preferred). • Deliver impactful presentations and communicate value at the executive level.

• Own and drive the acquisition of new SANS customers from defined strategic target lists, with a focus on complex, high-value, and multi-stakeholder opportunities. • Lead and shape large, programmatic, and enterprise-level sales opportunities from initial engagement through to close, taking ownership of commercial strategy and solution design. • Identify, qualify, and progress new business through a consultative, insight-led, and solution-oriented sales approach aligned to customer outcomes. • Demonstrate deep expertise across the SANS portfolio to create differentiated propositions spanning training, certification, programmes, and partnerships. • Take ownership of deal strategy for priority opportunities, including pricing, commercial structure, risk management, and stakeholder alignment. • Consistently achieve and exceed annual sales and revenue targets, with a focus on quality, sustainability, and long-term value creation. • Maintain accurate forecasting, pipeline management, and reporting within CRM systems (e.g. Salesforce), ensuring visibility of strategic opportunities and risks. • Support the successful onboarding of newly acquired customers to ensure strong early outcomes and long-term retention. • Build and sustain trusted, senior-level relationships with CISOs, security leaders, HR and L&D executives, procurement, and wider business stakeholders. • Take ownership of selected strategic accounts, driving long-term account planning, expansion, renewals, upsell, and cross-sell opportunities. • Act as a senior commercial escalation point for customers, resolving complex commercial, contractual, or delivery-related challenges with confidence and authority. • Collaborate closely with internal stakeholders across sales, marketing, product, operations, instructors, and delivery teams to ensure seamless execution and exceptional customer experience. • Represent SANS Institute externally at industry events, conferences, and senior forums, strengthening brand presence, credibility, and thought leadership across the Belgium market. • Ensure a consistently high standard of post-sale customer engagement and dedicated priority support, for strategically important clients. • Take ownership of the end-to-end sales cycle for assigned opportunities, including commercial strategy, proposals, pricing, contracting, and handover. • Develop and execute structured account and territory plans using agreed sales methodologies and frameworks. • Adhere to agreed sales processes, governance, and compliance requirements while exercising sound commercial judgement in complex scenarios. • Support and collaborate on local marketing initiatives, campaigns, and SANS events to drive pipeline creation and revenue growth. • Maintain strong commercial discipline across forecasting, deal reviews, and opportunity management. • Actively mentor and coach Business Development Managers and other commercial team members on strategic selling, enterprise deal execution, and senior stakeholder engagement. • Provide hands-on guidance on complex opportunities, helping elevate deal quality and sales capability across the team. • Share market insight, customer intelligence, and best practice to strengthen overall team performance and commercial maturity. • Support the onboarding and development of new team members through structured knowledge sharing and role-modelling of best practice. • Contribute to a collaborative, high-performance sales culture aligned with SANS values, behaviours, and long-term growth objectives. • Achieve agreed revenue targets, KPIs and strategic objectives in line with SANS’ priorities for Belgium. • Take ownership of the tender and procurement process for complex enterprise opportunities, where applicable. • Actively build, promote, and protect the SANS brand, values, and mission across all customer and partner engagements. • Undertake additional responsibilities consistent with the seniority and scope of the role, as required.

Role Description We are currently seeking a highly motivated and professional Intake & Business Development Specialist to join our dynamic team. This remote position is ideal for a candidate who is fluent in Turkish and English and has a strong interest in our areas of practice. Working hours for this role are between 09:00 and 17:00 according to the Central Time Zone where our office is open, which corresponds to 17:00 in the evening and 01:00 in the morning Turkey time. - Serve as first point of contact for prospective clients across phone, email, and messaging channels in English and Turkish - Conduct structured intake interviews to assess case type, urgency, and eligibility for our services - Qualify leads, route them to the correct practice area, and where appropriate, close: present our services, handle objections, and secure the retainer - Schedule consultations with attorneys and manage follow-up so no qualified lead goes cold - Maintain accurate, complete records in our CRM (HubSpot) for every inquiry and touchpoint - Coordinate daily with attorneys and the sales team on lead status, scheduling, and handoffs How Success Is Measured: - Speed to first response on new inquiries - Inquiry-to-consultation conversion rate - Retainer conversion rate on leads handled end-to-end - Data completeness and accuracy in CRM Qualifications - Bachelor's degree in a related field - Fluency in both English and Turkish is a must, with strong verbal and written communication skills in both languages - Strong research and communication skills - Proficiency with office software and the ability to quickly learn and navigate new systems - Exceptional organizational skills with the ability to manage multiple tasks efficiently - Ability to adapt to changes and work effectively in a remote work environment - Interest in sales, business development, and/or legal services - Proactive, curious, and eager to learn - Comfortable working independently in a remote environment; however, occasional participation in company events or client meetings based in İstanbul may be required Benefits - Work directly with experienced intake and business development professionals and gain real-world insight into legal services marketing - Develop your strategic thinking and communication skills in an international business context - Contribute meaningfully to an ambitious, fast-growing firm with strong ties to both the U.S. and Turkish legal markets