AMDT

• Identify and leverage opportunities for up-selling and cross-selling to enhance customer engagement and drive revenue growth • Proactively analyze existing accounts to uncover upsell and cross-sell potential, and translate these insights into concrete sales actions • Manage software subscription renewals end-to-end, ensuring timely follow-up and customer retention • Build and manage relationships with key stakeholders across customer organizations, from technical contacts to decision-makers • Take ownership of assigned accounts with a sales-driven mindset, building the foundation for a future step into Account Management or Sales Management • Facilitate the preparation, processing, and follow-up of opportunities and orders to ensure smooth sales operations • Act as an interface between Account Managers, Professional Services, Order Fulfillment Center, Product Management, and all related departments • Collaborate with the Head of Inside Sales EMEA by analyzing data with an entrepreneurial mindset and sharing insights • Support our global Sales team in administrative and operational tasks, organization, and planning and implementation of strategies • Management and maintenance of data in the CRM system (Salesforce), ensuring accurate handling of customer information, prospects, and opportunities • Create presentations, reports, and statistics, and organize training sessions and meetings • Support and participate in workshops and trade shows to enhance company visibility and engage with clients

• Define and own the revenue operations strategy and multi-year roadmap, in alignment with AMDT’s growth plan • Lead efforts to systematize and professionalize GTM operations, embedding accountability and transparency • Own the full forecasting lifecycle: pipeline reviews, forecast accuracy targets, variance analysis, cadence, escalation paths, and linkage to executive metrics • Partner with Sales, Channel, Marketing, and Customer Success to design and enforce rules of engagement, handoff SLAs, territory / channel assignments, and incentive alignment • Actively execute on key operational initiatives — e.g. data hygiene programs, process redesigns, system integrations — rather than delegating every major piece • Champion data integrity and single source of truth across CRM, marketing automation, CPQ, analytics, and related GTM systems • Serve as the integrator across marketing, demand generation, sales, channel/partner, and post-sales functions • Lead planning sessions (annual, quarterly, monthly) to ensure all GTM functions are aligned on goals, interdependencies, and execution plans • Define shared metrics, dashboards, and reporting frameworks to promote transparency and unified decision processes • Lead change management efforts associated with new systems, protocols, or organizational changes • Build and maintain dashboards and reporting layers that provide clarity on funnel performance, conversion rates, velocity, segmentation, cohort trends, and leading indicators • Introduce predictive models and advanced forecasting techniques to improve accuracy and forward visibility • Provide analytical support and strategic guidance to executive leadership about growth levers, bottlenecks, and capital allocation • Mentor and scale a high-performing operations team (analytics, process, systems) • Foster a culture of operational excellence, continuous improvement, and accountability • Partner with enablement / training functions to embed new processes, tools, and behaviors into GTM teams • Own the GTM stack (CRM, marketing automation, CPQ, deal desk, analytics) and integrations • Evaluate, implement, and optimize tools; manage vendor relationships and ROI analyses • Establish strong data governance, system configuration practices, and scalability safeguards

• Own a defined territory and develop a strategic plan to penetrate and expand target accounts • Generate pipeline through proactive prospecting, cold outreach, networking, referrals, partner relationships, social selling, and account-based selling strategies • Partner closely with Business Development Representatives (BDRs) to develop account penetration strategies, coordinate outreach campaigns, and maximize engagement within target accounts • Provide strategic direction to BDRs on target personas, account priorities, stakeholder mapping, and messaging • Develop and execute account plans focused on Fortune 1000 and enterprise industrial organizations, with an emphasis on automotive, pharmaceutical/life sciences, and food & beverage companies • Identify and engage stakeholders across operations, engineering, maintenance, OT, IT, cybersecurity, procurement, and executive leadership • Build and manage multi-threaded sales motions within complex organizations • Drive strategic sales cycles from initial outreach through contract execution and close • Lead discovery conversations aligned to operational resilience, disaster recovery, risk reduction, compliance, OT cybersecurity, asset management, and digital transformation initiatives • Build compelling business cases and ROI justification for enterprise software investments • Navigate procurement, legal, security, and executive approval processes • Collaborate with solution engineering, channel partners, marketing, and customer success teams to accelerate opportunities • Maintain disciplined pipeline management, forecasting accuracy, and account activity within Salesforce • Develop executive relationships and establish trusted advisor status within target accounts • Consistently achieve and exceed pipeline generation and revenue targets

• Own and manage small-to-mid-sized opportunities with a focus on high-volume transactional deals, particularly within water/wastewater accounts • Take full ownership of stalled opportunities, driving re-engagement, progression, and closure • Execute lead routing, pipeline tracking, and opportunity follow-ups to ensure consistent pipeline velocity • Assist partners with quoting, pricing requests, and deal structuring to accelerate time to close on small-to-mid-sized opportunities • Actively manage and expand revenue from silver-tier partners through structured engagement, enablement, and consistent follow-up cadence • Identify, qualify, and co-sell new Octoplant opportunities in partnership with channel organizations • Build and maintain strong relationships that translate directly into pipeline generation and revenue growth • Identify and drive site-level expansion opportunities within enterprise accounts with existing agreements or deployments • Collaborate with Channel Account Managers and partners to uncover upsell and cross-sell opportunities • Execute targeted expansion strategies to increase account penetration and ARR • Leverage partner relationships, customer referrals, and proven success stories to replicate wins across additional sites • Build repeatable expansion playbooks that drive multi-site adoption • Conduct discovery conversations with partners and customers to identify operational challenges and align Octoplant solutions • Drive pipeline creation through proactive outreach, partner engagement, and opportunity identification • Coordinate product demonstrations and technical discussions with Solution Engineering teams • Maintain accurate CRM data, forecasts, and pipeline reporting • Participate in trade shows, partner events, and customer meetings to generate new opportunities

• Performing software installations, configurations and commissioning (remotely and occasionally on-site) • Conducting training and enablement sessions for administrators, key users, and rollout teams. • Technical and operational responsibility for international rollout projects at enterprise and corporate clients • Planning, coordination and control of rollouts across multiple locations, countries and time zones • Structuring of project phases including schedules, dependencies and milestones • Technical setup and integration of devices, machines and automation systems • Integration of common automation and control systems (e.g. Siemens, Schneider Electric, Rockwell) • Coordination with IT, OT, Engineering and Management on the customer side • Proactive identification of risks, deviations, and optimization potential during the project. • Close collaboration with sales, product management and support to ensure sustainable customer success

• Full operational ownership of open requisitions: independently managing and successfully filling roles across multiple departments • Reducing time-to-fill through efficient processes, clear prioritization, and consistent stakeholder management • Hands-on recruiting: active sourcing, direct outreach, interview execution, and end-to-end management of the selection process • Close collaboration with hiring managers, with a strong focus on decision-making speed, accountability, and quality • Reducing external recruiting costs by strengthening in-house recruiting, building talent pools, and improving direct market outreach • Increasing quality of hire through structured interviews, clear role requirements, and accurate candidate assessment • Tracking and optimizing key recruiting KPIs (e.g., time-to-fill, cost-per-hire, offer acceptance rate) • Pragmatic improvement of existing recruiting processes and tools — always focused on impact

• Responsible for accounts payable, reviewing and posting incoming invoices • Ensuring accurate and timely payment runs • Maintaining supplier/vendor accounts and resolving discrepancies • Recording and posting company expenses • Supporting month-end closing tasks in the AP area • Identifying and improving financial processes • Contributing to the development and enhancement of software solutions

• Technical and operational responsibility for our Atlassian service stack (in particular Jira, Confluence and Jira Service Management) • Ensuring stable, secure and scalable operations as well as continuous development of the Atlassian platform • Advising on the implementation of processes and requirements and serving as a sparring partner for system owners, product owners, business units and IT management on equal terms • Collecting, evaluating and structurally implementing functional and technical requirements • Designing, customizing and optimizing Jira and Confluence setups (workflows, screens, fields, permissions, project and space structures) • Building and maintaining automations (e.g., Jira Automation, ScriptRunner) • Integration and configuration of common Atlassian Marketplace apps • Defining and establishing standards, governance rules and best practices for platform usage • Supporting teams in the efficient and effective use of Atlassian tools • Identifying optimization potential in operations, processes, licensing and costs • Creating clear technical documentation to ensure sustainable knowledge build-up.

• Generate pipeline through proactive prospecting, including cold outreach, networking, and account-based strategies • Build and execute account plans for large, multi-site manufacturing organizations • Identify and engage stakeholders across engineering, OT, IT, security, and executive leadership • Drive multi-threaded sales motions within complex organizations • Manage and advance long sales cycles (6–12+ months) from initial outreach through close • Lead discovery aligned to operational risk reduction, production resilience, compliance, enterprise-wide visibility, and OT security initiatives • Navigate procurement, legal, and strategic buying processes to close deals • Maintain disciplined pipeline management and forecasting in Salesforce

• Manage and expand relationships with key customers in strategic regions • Identify opportunities for account growth, including cross‑sell and upsell initiatives • Support the development and execution of account plans in collaboration with senior sales leadership • Identify and engage potential new customers within manufacturing and critical infrastructure sectors • Conduct targeted outbound prospecting and handle inbound leads efficiently • Deliver product presentations and solution overviews (remote and on‑site) • Stay informed about market trends and competitive offerings • Work closely with Marketing, Presales, and Product teams • Ensure a smooth and positive customer experience across all touchpoints