Klir

• Own and grow a named book of ~60 strategic accounts • Develop structured annual and multi-year territory plans • Build strong relationships across senior leadership (GMs, AGMs), IT, mid-management, and operator teams • Drive complex enterprise sales cycles • Run qualification, first calls, deep-dive discovery, and multithreading • Lead RFP responses for highly competitive procurement cycles • Partner with your SE for demo strategy and technical alignment • Build compelling business cases aligned to modernization, compliance, efficiency, and risk reduction initiatives • Build healthy pipeline from day one • Work with a dedicated BDR to drive outbound campaigns • Leverage targeted account-based programs from marketing • Proactively warm accounts that may not buy this year — but will in future years • Maintain disciplined pipeline hygiene and forecasting accuracy • Orchestrate the deal team • Work closely with executive sponsors for strategic pursuits • Partner cross-functionally with Product, SE, and Customer Success to shape enterprise solutions • Lead internal strategy calls for win planning and competitive positioning • Navigate high-complexity procurement & competitive evaluations • Establish procurement relationships early • Influence evaluation criteria when possible • Drive deals through contracting, security review, legal negotiation, and board approvals • Travel regularly to advance deals

• Own and run a fast-paced, high-volume sales cycle • Manage 50–80 opportunities when your pipeline is at full strength. • Run multiple calls per day across different deal stages. • Lead structured discovery and qualification, ending every meeting with clear next steps. • Respond quickly and professionally to inbound questions, follow-ups, and proposal requests. • Use templated proposals to move fast while managing more complex RFP responses with care. • Partner closely with your BDR and Solutions Engineer • Collaborate daily with your dedicated BDR on outbound strategy, sequencing, and pipeline creation. • Coach your BDR to improve meeting quality and funnel conversion. • Work with a shared SE to coordinate demos, technical sessions, and evaluations. • Guide inexperienced SaaS buyers through a clear, confident process • Bring procurement into the cycle early to avoid surprises. • Multithread across small stakeholder groups: operations, compliance, IT, procurement, finance. • Create structured buying paths that reduce complexity for first-time SaaS buyers. • Drive urgency, clarity, and deal progression • Hold alignment sessions, value discussions, and onsite workshops. • Leverage in-person meetings and “test drives” to accelerate late-stage opportunities. • Maintain impeccable CRM hygiene and forecast with accuracy.

• Own and run a fast-paced, high-volume sales cycle • Manage 50–80 opportunities when your pipeline is at full strength. • Run multiple calls per day across different deal stages. • Lead structured discovery and qualification, ending every meeting with clear next steps. • Respond quickly and professionally to inbound questions, follow-ups, and proposal requests. • Use templated proposals to move fast while managing more complex RFP responses with care. • Partner closely with your BDR and Solutions Engineer • Collaborate daily with your dedicated BDR on outbound strategy, sequencing, and pipeline creation. • Coach your BDR to improve meeting quality and funnel conversion. • Work with a shared SE to coordinate demos, technical sessions, and evaluations. • Guide inexperienced SaaS buyers through a clear, confident process • Help utilities understand how SaaS procurement works. • Bring procurement into the cycle early to avoid surprises. • Multithread across small stakeholder groups: operations, compliance, IT, procurement, finance. • Create structured buying paths that reduce complexity for first-time SaaS buyers. • Drive urgency, clarity, and deal progression • Hold alignment sessions, value discussions, and onsite workshops. • Leverage in-person meetings and “test drives” to accelerate late-stage opportunities. • Maintain impeccable CRM hygiene and forecast with accuracy.