• Implement outreach actions resulting in the provision of qualified meetings for BD Leads in accordance with agreed KPIs. • Review current account development processes, messaging & technologies and recommend areas for improvement • Assist in establishing account development production expectations and metrics aligned to corporate goals • Collaborate with Business Development Leadership Team for performance review, mentoring and development • Hold territory outreach planning calls with assigned BD on newly identified Accounts at a pre-agreed cadence. • Identify well aligned potential clients and contacts using defined “ideal account” profiles by using Citeline, ZoomInfo, LinkedIn Sales Navigator and other news resources as triggers for new based outreach • Identify key stakeholders/decision makers and introduce differentiators and capabilities resulting in opportunities to participate in the request for proposal and bid process. • Using activity and results data, inclusive of leads generated from the Marketing teams, create improved outreach messaging in an effort to increase client response and interactivity • Develop and deploy territory and account strategies that incorporate significant account and industry profiling with pipeline and therapeutic content. • Initiates sales process by communication (call, emails or direct mail), understanding prospective client requirements, introducing services that address their needs and engaging Business Development with prospective clients when ready for face-to-face meetings. • Support conferences through pre-conference outreach to targets, and conference lead follow-up • Provide weekly, monthly and quarterly sales activity reports to review with Line Manager and Business Development executives. • Ensure all activity is recorded in Salesforce and HubSpot • Mentor & train new members in the Inside Sales • Other duties as assigned.

• Increase market awareness and generate leads for the Business Development Team • Implement outreach actions resulting in qualified meetings • Review and recommend improvements for current account development processes • Collaborate with the Business Development Leadership Team • Identify potential clients and contacts for outreach • Develop and deploy territory and account strategies • Initiate sales process through various communication methods • Support conferences through outreach and follow-up • Provide sales activity reports

• Proactively source, pitch, and secure new dispensary partnerships. • Drive growth of Leafwell’s dispensary base across key markets. • Structure partnerships that increase patient awareness, education, and onboarding. • Engage dispensary owners, operators, and key stakeholders with a clear value proposition. • Maintain accurate CRM records, monitor partnership performance, and report progress against KPIs (new partners + whale/dolphin/minnow status). • Keep ahead of cannabis market trends, competitor strategies, and regulatory shifts to identify opportunities. • Travel to meet with dispensary partners, attend industry events, and strengthen local relationships.

Role Description We invite you to bring your experience and passion for partnering with large, complex cities and affiliated organizations, coupled with an understanding of applying geospatial technology to become an integral part of Esri’s State & Local Government team. We’re looking for an individual who is customer oriented and a collaborative team player who enjoys identifying and implementing strategies that will radically improve the challenges organizations face. You’ll work closely with a team that helps our new and existing major city and affiliated organizations optimize and expand adoption of Esri technology, identify new areas of growth, and deliver expertise that helps deliver on their mission. At Esri, we are committed to our customers and their success. It is a place for you to do your best work and partner with our customers amid a supportive culture that encourages creativity, collaboration, and passion. Responsibilities - Build relationships. - Prospect, develop, and implement location strategies for large, complex organizations. - Create new opportunities within high-level accounts and deepen relationships. - Participate in and present at trade shows, workshops, and seminars. - Understand our customers. - Demonstrate advanced industry knowledge and its relevance to the application of GIS. - Identify key stakeholders and business drivers within organizations and gain access to executive, enterprise-level decision makers. - Understand complex customer budgeting and acquisition processes. - Learn and grow. - Clearly articulate the strength and value of Esri technology as it relates to the needs of major cities and affiliated organizations. - Consistently conduct research and pursue professional development to ensure competitive knowledge. - Use your innovative whiteboarding and presentation skills to support visual storytelling. - Deliver results. - Proactively execute the account management and sales processes for all opportunities in order to meet revenue goals. - Continually evaluate work in terms of its contribution to meeting customer needs. - Collaborate with others. - Lead account strategies by consistently collaborating with teams across Esri and Esri business partners. - Actively share knowledge and support/mentor team members. - Be motivated and resourceful and take initiative to resolve issues. Qualifications - 5+ years of enterprise sales and/or relevant consulting or program management experience. - Experience managing the sales cycle, creating partnerships, and establishing yourself as a trusted advisor with large customers. - Possess financial and business acumen to build compelling account growth strategies. - Advanced knowledge of large, complex government organizations and new technology trends and the ability to translate this into complex solutions for customers. - Understanding of GIS, Esri technology, and enterprise government operations as they relate to one another. - Expert visual storyteller and negotiator across all levels of an organization. - Knowledge of industry fiscal year, budgeting, and procurement cycles. - Ability to travel domestically or internationally 25-50%. - Bachelor’s degree in GIS, business administration, or a related field. - Visa sponsorship is not available for this posting. Applicants must be authorized to work for any employer in the U.S. Recommended Qualifications - General knowledge of data science or spatial analysis and how it is used for problem solving and uncovering patterns and trends within organizations. - Master’s degree in GIS, business administration, or a related field. Benefits - Esri’s competitive total rewards strategy includes industry-leading health and welfare benefits: medical, dental, vision, basic and supplemental life insurance for employees (and their families). - 401(k) and profit-sharing programs. - Minimum accrual of 80 hours of vacation leave. - Twelve paid holidays throughout the calendar year. - Opportunities for personal and professional growth. - A reasonable estimate of the base salary range is $114,400 — $218,400 USD. Company Description At Esri, diversity is more than just a word on a map. When employees of different experiences, perspectives, backgrounds, and cultures come together, we are more innovative and ultimately a better place to work. We believe in having a diverse workforce that is unified under our mission of creating positive global change. We understand that diversity, equity, and inclusion is not a destination but an ongoing process. We are committed to the continuation of learning, growing, and changing our workplace so every employee can contribute to their life’s best work. Our commitment to these principles extends to the global communities we serve by creating positive change with GIS technology.