• Pipeline Generation: Build and execute outbound campaigns to target ICP accounts, leveraging email, LinkedIn, and curated lists. • Discovery & Qualification: Run high-quality discovery calls to uncover business challenges, align to Brightscout’s services (branding, product design, development, flex-team retainers), and assess fit. • Proposal & RFP Ownership: Lead proposal creation—working with design/strategy support to package content, refine messaging, and customize pricing. Own RFP responses from start to finish. • Deal Management & Closing: Drive opportunities through the pipeline. Present solutions, negotiate terms, and close deals with minimal executive involvement. • Pricing & Structuring: Recommend deal structures, budgets, and engagement models (project-based, retainer, or hybrid). Ensure proposals balance client needs and agency profitability. • Client Growth: Cultivate relationships with existing clients to identify upsell and cross-sell opportunities. Support leadership with structured account expansion plans. • Sales Ops: Maintain a clean, accurate CRM. Build and improve systems, workflows, and playbooks to streamline the sales process and reduce founder involvement. • Reporting: Create and maintain dashboards, forecasts, and performance reports to give leadership full visibility into pipeline health and revenue progress. • Market Intelligence: Share insights from the field—competitor positioning, buyer objections, emerging trends—to refine Brightscout’s sales playbook. • Process Improvement: Continuously evolve sales systems, collateral, and best practices to improve win rates and shorten deal cycles.