• Identify and target potential clients through market research, networking, and other lead-generation strategies. • Develop and maintain a pipeline of qualified leads. • Initiate contact with prospective clients via phone calls, emails, and video meetings. • Understand client needs and present tailored solutions. • Visit current and potential broker partners three days per week to perform product presentation, review loan scenarios and deepen customer relationships. • Deliver compelling sales presentations and product overviews. • Facilitate the delivery of new broker packages and work with counterparty risk to garner approvals. • Achieve and exceed monthly, quarterly, and annual sales targets. • Work closely with marketing and other sales team members to ensure alignment on lead generation strategies and messaging. • Provide feedback to product and service teams based on client interactions. • Be a resource for Account Executives through the onboarding of new clients. • Accurately document sales activities, client interactions, and deal progress in the CRM system. • Prepare regular sales reports and forecasts for management.

• Serve as the senior strategic lead and executive point of contact for one to two high-value enterprise clients. • Build and sustain trusted partnerships with C-suite, VP-level, and senior marketing leadership at the client organization. • Lead executive-level conversations including QBRs, annual planning, business reviews, strategic planning sessions, and renewal discussions. • Act as the primary escalation point for complex client, operational, or strategic concerns. • Connect media performance — across CTV, OLV, display, native, audio, and emerging channels — to client business objectives, marketing organization priorities, and broader commercial outcomes. • Maintain a high standard of executive communication, professionalism, and relationship management across all client interactions. • Develop and lead long-term account strategy across the full programmatic stack, in close partnership with the assigned media strategist, media buyers, operating leadership, and analyst(s). • Translate performance insights and analytics into actionable, executive-ready recommendations. • Anticipate organizational shifts, market changes, and competitive pressures that may impact client priorities or partnership health. • Guide clients through annual and quarterly planning cycles, budget reallocations, and channel expansion conversations (e.g., CTV scale-up, retail media, audio, DOOH). • Ensure agency recommendations align with enterprise client realities — approval structures, brand safety standards, measurement frameworks, and procurement timelines. • Stay fluent in the broader programmatic landscape — DSP changes, supply-path optimization, privacy regulation, attention metrics, AI-driven optimization — and translate the implications into client strategy. • Own retention, NRR, and account satisfaction across the assigned portfolio. • Identify and convert strategic growth opportunities tied to client business needs, performance trends, and evolving media priorities. • Lead scope expansion conversations — additional channels, increased budgets, adjacent service lines — in partnership with practice leadership. • Own renewal strategy and forecasting; partner with agency leadership on commercial planning, pricing, and structural agreement evolution. • Co-own the client’s staffing and resource budget — making intentional, accountable decisions about how dedicated and shared resources are deployed in service of client outcomes and engagement profitability. • Maintain visibility into engagement profitability, resource allocation, and delivery quality across the account. • Operate as a player/coach on the account — leading the relationship and the strategy while remaining directly involved in the work. • Hold accountability for delivery quality, on-time execution, and integrated work product across media strategy, buying, creative, and analytics. • Own day-to-day meetings and client communication, in conjunction with project management and media strategists. • Set the cadence, the standards, and the priorities for the integrated team supporting the account; create the conditions for a focused, distraction-free team. • Scale the engagement model thoughtfully as the book of business grows — bringing on additional dedicated resources as account complexity warrants, never ahead of need. • Escalate and resolve operational risks, delivery challenges, and stakeholder concerns proactively. • Help establish scalable best practices for senior-led, performance-accountable account leadership as the practice grows.

• Own and qualify a pipeline of web and brand engagements. • Carry a monthly sales target primarily weighted toward recurring revenue, with project revenue as a supporting component. • Lead consultative discovery conversations that uncover true business needs, constraints, and opportunities. • Develop and present strategic proposals for WordPress, Drupal, and Shopify builds, branding engagements, and ongoing website support retainers. • Guide prospects through decision-making with clarity, confidence, and empathy. • Partner with internal teams to ensure scopes are clear, achievable, and aligned with both client goals and delivery realities. • Translate complex business challenges into actionable web and brand solutions. • Scope work with precision, balancing ambition, budget, timeline, and internal capacity. • Clearly articulate trade-offs, risks, and opportunities so clients feel informed and supported. • Ensure a seamless handoff from sales to delivery with strong documentation, context, and shared expectations. • Serve as an ambassador for the agency in sales conversations, industry events, and partner relationships. • Build long-term trust with decision-makers, positioning yourself as a strategic partner rather than a transactional seller. • Strengthen the agency’s market presence through thoughtful outreach, referrals, and relationship-driven growth. • Work cross-functionally with strategy, design, development, project management, and account teams. • Advocate for best practices in scoping, estimation, resourcing, and client communication. • Share insights and contribute to continuous improvement across sales and account practices. • Support a culture of growth, curiosity, and shared success.

• Leadership & Talent Development • Coaching & Mentorship: Lead a team of AMs, providing hands-on coaching for complex negotiations, consultative discovery, and multi-product expansion plays. • Performance Management: Conduct regular 1:1s and pipeline reviews to ensure individual AMs are meeting or exceeding their quotas. • Scaling the Team: Recruit, hire, and onboard new Account Managers as we scale. • Strategic Account Growth • Expansion Strategy: Architect the playbook for introducing new ApartmentIQ products to existing clients, ensuring the team aligns our suite with client business goals. • Executive Sponsorship: Act as the senior point of contact for "C-Suite" stakeholders at our largest multi-family accounts, stepping in to support high-stakes renewals or escalations. • Territory Optimization: Own the AM territory and account-assignment framework in partnership with Sales and CS leadership. • Operational Excellence • Forecasting & Reporting: Maintain an accurate team forecast in Salesforce, providing executive leadership with visibility into monthly and quarterly expansion and renewal trends. • Cross-Functional Advocacy: Serve as the "Voice of the Customer" to Product and Marketing teams, turning team-wide feedback into actionable product enhancements. • Field Leadership: Lead the team’s presence at national industry conferences and accompany AMs on high-value on-site business reviews (Travel up to 25%).