Astelia

• Conduct outbound prospecting to generate new leads and qualify existing leads • Develop and maintain a strong understanding of our products and services and the needs of our target market • Use various sales tools and technologies to track and manage leads, opportunities, and sales pipeline • Collaborate closely with Account Executives and other members of the demand generation team to identify and pursue new business opportunities • Schedule and conduct phone and video discovery calls with prospects • Follow up on marketing-generated leads and inbound inquiries to move them further down the sales funnel • Maintain accurate and up-to-date records of all prospecting activities and customer interactions in CRM • Meet or exceed monthly, quarterly, and annual sales targets and performance metrics

• Own a defined enterprise territory and build a pipeline of high-value opportunities • Drive net-new enterprise logo acquisition as well as expansion within existing strategic accounts • Lead complex sales cycles involving CISOs, CIOs, security leaders, and executive stakeholders • Run a consultative, value-based sales process from prospecting through close • Deliver compelling business cases that clearly articulate risk reduction and operational impact • Partner closely with Solutions Engineers to deliver outcome-driven demos and technical validations • Collaborate with channel partners, VARs, and ecosystem players to accelerate deal velocity • Accurately forecast revenue and maintain disciplined pipeline management in CRM • Provide feedback to leadership and product teams to continuously refine our go-to-market strategy • Represent Astelia at industry events and help elevate our brand within the cybersecurity community