iVerify

• Achieve and exceed assigned quarterly and annual revenue targets. • Develop and execute territory and account plans to maximize growth opportunities. • Manage complex enterprise sales cycles from prospecting through close. • Drive executive-level engagement across multiple stakeholders within target accounts. • Establish and maintain multi-threaded relationships across security, IT, operations, procurement, legal, and executive leadership teams. • Create and execute strategic account plans for key target accounts. • Identify, qualify, and advance opportunities using established sales methodologies. • Generate pipeline through outbound prospecting, executive networking, partner engagement, referrals, events, and industry relationships. • Maintain sufficient pipeline coverage to consistently achieve quota attainment. • Develop and execute account penetration strategies that expand access to decision-makers and influencers. • Build a predictable pipeline of qualified opportunities capable of supporting long-term territory growth. • Leverage existing partner relationships while developing and expanding a strategic regional channel ecosystem. • Build and execute joint go-to-market plans with VARs, consultants, MSSPs, systems integrators, and technology alliance partners. • Generate partner-sourced and partner-influenced pipeline through collaborative account planning and co-selling activities. • Establish trusted relationships across the partner community to drive long-term regional growth. • Identify, recruit, and activate strategic partners within the territory. • Build relationships with executive stakeholders including CISOs, CIOs, security leaders, risk leaders, and business decision-makers. • Understand customer business challenges and align solutions to measurable outcomes. • Serve as a trusted advisor to customers while effectively communicating iVerify's differentiated value and market position. • Lead discovery sessions, presentations, demonstrations, and commercial negotiations. • Maintain accurate opportunity, account, and forecast information within CRM. • Provide consistent forecast updates and deal progression insights.

• Own and optimize the entire revenue funnel, from lead creation to closed-won. • Define funnel stages, qualification models, handoffs, SLAs, and operational guardrails. • Build processes that improve pipeline quality, velocity, and conversion rates across all stages. • Partner with Sales Leadership to refine methodologies (e.g., MEDDIC/MEDDPICC), forecasting frameworks, and rep productivity systems. • Work cross-functionally with Finance to ensure forecasting inputs and pipeline assumptions align with financial models. • Own the marketing operations engine—including lifecycle stages, scoring, routing, multi-touch attribution, enrichment, and segmentation. • Build automated workflows that fuel pipeline creation, nurture buyers, and support campaign execution across demand gen, events, ABM, and digital programs. • Create structure for measuring and optimizing CAC, campaign ROI, channel performance, and ICP penetration. • Own sales forecasting processes, pipeline reviews, forecasting cadence, and pipeline inspection standards. • Develop systems and automation that reduce admin time for reps and improve sales execution. • Build territories, capacity plans, dashboards, compensation logic, and rep performance reporting. • Partner closely with Finance on quota design, forecasting accuracy, and revenue modeling inputs. • Serve as the primary architect and admin for HubSpot CRM. • Design and manage objects, workflows, attribution models, data integrations, enrichment, and reporting. • Evaluate and implement supporting tools for sequencing, intent data, enrichment, forecasting, and sales engagement. • Build and maintain GTM dashboards for Marketing, Sales, and Finance, ensuring revenue and pipeline views map cleanly to Finance's reporting standards. • Monitor pipeline health, funnel conversion metrics, ARR and bookings performance, and operational KPIs. • Deliver actionable insights that drive strategic decisions and unblock GTM bottlenecks. • Establish a single source of truth for GTM and pipeline data within HubSpot and related systems, while partnering with Finance’s ownership of financial and revenue reporting. • Implement processes that ensure data cleanliness, visibility consistency, and strong GTM data governance. • Lead cross-functional operational initiatives, including pricing changes, compensation plan rollouts, product launches, and improvements to GTM systems architecture.

• Drive iVerify’s expansion across Americas and APAC, driving new business and establishing a strong, sustainable market presence. • Develop and execute a winning go-to-market plan to accelerate revenue across key markets. • Identify and pursue new business opportunities, leading the full sales cycle from prospecting through negotiation and close. • Build trusted relationships with C-level decision-makers, channel partners, and strategic accounts. • Cultivate and expand partnerships with Managed Service Providers (MSPs) and Value-Added Resellers (VARs) to drive channel growth. • Provide market intelligence and feedback to influence product development, pricing, and positioning. • As traction builds, play a key role in shaping the structure, strategy, and hiring plan for future Americas and APAC sales growth.