Territory Development Specialist

three+one•Pittsford, NY

4d•Onsite

About The Position

three+one® provides liquidity and treasury solutions to public entities, including municipalities, counties, school districts, authorities, higher education institutions (public and private), and nonprofit organizations. We serve as a liquidity data partner that helps simplify cash, banking, and investment decisions so our clients can confidently maximize the value of their cash. Our technology and partnership empowers entities to make data-driven financial decisions. We uncover new sources of income and savings for entities looking to innovate and identify new resources for our clients by identifying all cash as a revenue-generating asset. On average, our work leads to 30% more earnings and 73% more cash being invested confidently. Our core services include: cashVest®, a platform for liquidity monitoring and forecasting, rfpPrep®, a digital tool to streamline banking and investment procurement, and muniBank, a banking fee benchmarking solution. Additional tools are currently in development. We’re seeking a driven, early-career sales professional to help grow one of the nation’s fastest-growing public sector fintech firms. As a Territory Development Specialist at three+one, you will support lead generation, prospect engagement, market research, and sales enablement initiatives that help drive pipeline growth across our public sector markets. This role is ideal for a self-motivated, relationship-oriented individual. Those with experience in education, public sector, or community-facing environments who are eager to develop consultative selling skills, master our Value Selling Framework (VSF), and grow into a future Business Development Officer (BDO) role over time will find significant growth potential. This position is based in Rochester, NY, reports to the Chief Revenue Officer, and requires approximately 25% travel for conferences, prospect visits, and industry events.

Requirements

Associate degree; a bachelor’s degree is preferred but not required.
Demonstrated interest in sales, client engagement, or business development; at least 1 year of sales experience is a plus.
Professional experience in education, local government, higher education, or other public sector environments is highly valued given our client base and market focus.
Exposure to treasury management, public finance, or financial operations is beneficial and will be considered positively.
Proficiency with Google Workspace (Gmail, Drive, Calendar, Slides) and working knowledge of Microsoft Office, especially Excel.
Strong analytical skills, with the ability to interpret data, identify trends, and support sales and pipeline decisions.
Ability to learn quickly, including mastery of the Value Selling Framework (VSF) and our product offerings.
Self-starter with strong organizational skills, capable of managing follow-up activities, documentation, and multiple priorities in a fast-paced environment.
Excellent communication and interpersonal skills, with the ability to engage prospects professionally and represent the company at conferences and events.
Comfort working collaboratively in a team-oriented, growth-focused environment.
Commitment to continuous learning, teamwork, and driving measurable results in support of firmwide revenue growth.

Nice To Haves

Bachelor's degree is preferred but not required.
At least 1 year of sales experience is a plus.
Exposure to treasury management, public finance, or financial operations is beneficial and will be considered positively.

Responsibilities

Master the Value Selling Framework (VSF): Develop deep proficiency in the firm’s business development methodology to effectively support sales activities and engage prospects with confidence.
Support BDO Sales Activities: Assist in planning, preparing, and executing BDO outreach, including call preparation, documentation, follow-up tasks, and opportunity advancement.
Facilitate Prospect Engagement: Participate in and help lead prospect interactions by coordinating and supporting demos, delivering technical insights, and ensuring timely responses to prospect inquiries.
Drive Targeted Outreach: Execute targeted, high-impact outreach campaigns—especially after mastering VSF—to generate and advance qualified leads.
Conduct Market Research & Sales Analytics: Evaluate market trends, analyze sales data, and identify new business opportunities to support strategic decision-making and pipeline development.
Conference Planning & Execution: Plan, attend, and support pre- and post-conference activities to maximize lead generation and relationship building.
Represent three+one at Industry Events: Engage with prospects and partners at conferences to build brand awareness, establish credibility, and identify new opportunities.
Manage Documentation & CRM Accuracy: Maintain accurate and timely records in Zoho, ensuring prospect notes, follow-ups, and lead statuses are up to date and actionable.
Participate in Weekly Sales Updates: Contribute to weekly sales meetings and BDO pipeline reviews by providing insights, progress updates, and recommendations.
Collaborate on Sales Strategies: Work closely with the Sales Manager and BDO team to refine outreach strategies, optimize sales processes, and support continuous improvement.
Respond to Ad Hoc Sales Requests: Provide responsive, high-quality support to the CRO and broader sales team as needed.