• Identifies opportunities for Biospecimen products and services, with an emphasis on biofluids, prospective collections, tissues, cells and other specialty- and central-lab service offerings • Builds and maintains relationship and organization map for assigned and identified new Key Clients • Retain and grow existing account base through the identification of new opportunities and exploring potential cross selling across the Precision Translational Sciences portfolio • Follow up on all marketing leads and website inquiries to qualify leads • Prospects for new clients, as appropriate, within the given geographic market to ensure a robust pipeline of opportunities • Identify potential clients and decision makers within the client organization, perform needs analysis, identify opportunity, and follow up with potential customers • Ensure that any client complaints are forwarded to the appropriate individual(s) and ultimately resolved in a prompt and professional manner • Closes new business and expands existing business relationships • Connects SME’s and other BD’s where added value to client is available • Establishes a strong working relationship with marketing, clinical operations, lab operations, project management, and other internal stakeholders • Qualifies & enriches in-bound leads • Closes business and organically develops future – recurring business • Attend conferences, trade shows and meetings as required • Maintain clean customer relationship management metrics in Salesforce.com and other CRM systems • Other responsibilities as assigned

• Book meetings for Field Sales Reps (FSRs) • Qualify leads and turn them into opportunities • Lead generation and outbound pipeline development using various tools • Maintain accurate and up-to-date database records • Crush phone and email activity quotas • Collaborate with Marketing and Channel teams on ad hoc projects • Master your sales and research tools • Research prospective organizations that can benefit from SecurityScorecard’s cloud-based solutions • Identify decision-makers within target organizations

• As a Business Developer for Tandem, together with a Junior Partner Manager, you’ll be responsible to build and maintain partnerships with educational institutions and grow our community. • Ownership & Performance: Own and consistently achieve monthly and quarterly partnership and growth targets (e.g. number of active partners, revenue). Take full responsibility for results, from pipeline generation to signed partnerships to activation and ongoing performance. Monitor performance closely, identify gaps, and proactively adjust strategy and execution to meet or exceed targets. Build scalable processes and playbooks to continuously improve efficiency and outcomes. • Outreach & Partnerships: Proactively identify, prioritize, and close partnerships with integration course providers, language schools, JobCenters, Studentenwerke and university language centers. Drive the full sales cycle end-to-end: prospecting, outreach, pitching, negotiation, and closing. Clearly communicate the value of Tandem across channels (email, phone, in-person, and online meetings) with a strong focus on conversion. • Relationship Management: Own and maintain a high-quality, up-to-date pipeline of prospects and active partners in the CRM. Serve as the primary point of contact for partners, with a strong focus on driving usage, retention, and expansion. Regularly review partner performance and identify opportunities to grow each account (more users, deeper integration, additional programs). Hold partners accountable where needed to ensure mutual success.

• Build and own a named list of target franchisors and networks using an account-based strategy • Map each account by decision process, executive stakeholders, field support leaders, and key influencers • Conduct thoughtful outreach across channels, phone, email, LinkedIn, conference networking, and warm introductions • Leverage prospecting tools such as Seamless AI Buyer Intent and HubSpot Prospecting Agent to identify and prioritize high intent targets • Research sister brands and platform groups to expand within brand families and private equity portfolios • Advance warm introductions from partners, clients, and advisors, and keep conversations active with timely follow-up • Qualify opportunities and schedule sales qualified demos for Outside Account Executives with the right stakeholders in the room • Prepare AEs with concise discovery notes, meeting briefs, and clear next steps for a smooth handoff • Coordinate with marketing on campaigns and conference plans to ensure strong pre-event and post-event engagement • Maintain accurate activity, contacts, and account data in our system of record, HubSpot • Represent CareerPlug at industry events and occasional on-site meetings with franchisor leadership