• 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

• Proactively identify and qualify prospective federal healthcare customers—VA medical centers, DoD health services, Indian Health Service facilities, federal research labs, and federal health agencies—using federal GSA schedules, government acquisition databases (SAM.gov, FedBizOpps), targeted outreach, and federal industry events. • Build and maintain a robust pipeline of federal accounts; track opportunities through federal procurement cycles, maintain accurate forecasts, and map complex multi-stakeholder federal decision-making structures in CRM. • Develop and execute strategic federal territory plans aligned to agency missions, budget cycles, and congressional priorities; prioritize high-value federal contracts and drive sustainable new business growth. • Own the federal prospecting process end-to-end: research federal agencies, pursue federal contract vehicles, conduct multi-stakeholder outreach to contracting officers and end users, qualify opportunities, and maintain relentless follow-up through lengthy federal procurement cycles. • Navigate complex federal procurement processes, Federal Acquisition Regulation (FAR) requirements, contracting vehicles (GSA Schedules, BPA, IDIQ), and federal agency stakeholder structures (contracting officers, technical evaluators, end users, agency leadership).