• Research and identify potential business opportunities through various channels • Identify and qualify prospects to ensure they meet the ideal customer profile • Leverage existing customer relationships to build a strong referral network and develop a territory strategy • Work closely with the business development team to build and execute communication strategies and outreach sequences. • Lead discovery calls with prospective customers, effectively communicating Kaizen’s mission while understanding customers' needs and pain points. • Maintain consistent engagement with prospects by proactively following up with timely communications. • Innovate on established and traditional sales processes in local government to find creative ways of reaching our target customers • Collaborate closely with Account Executives to help drive high-qualify demos and customer interactions (i.e. demo planning) • Represent Kaizen at in-person conferences and trade shows across the country • Learn and leverage various sales enablement tools to drive efficiency in the sales process • Regularly update and maintain our sales CRM and track key performance metrics • Conduct market research to identify industry and competitor trends