Safe Security

• Research the accounts and contacts in your territory to create a viable penetration strategy • Manage accounts by building intelligence and fostering client relationships through personalized contact, understanding the client’s needs, and possessing the ability to communicate the solution value and services • Demonstrate the ability to address and educate each prospect's unique inquiries, while providing them with the appropriate information, based on their specific needs and interests • Qualify and develop inbound enterprise leads and build business opportunities through outbound prospecting • Develop Qualified sales opportunities and Nurture accounts for future pipeline potential using our current Sales & Marketing Technology Tools • Schedule Qualified Discovery meetings/Product Demos for Enterprise Account Executives to manage • Support attendance to all field marketing events, including, but not limited to, Safe Security webinars, and national and regional trade shows • Meet monthly strategic objectives aimed at growing revenue in accounts through developing a consistent sales pipeline • Work closely with both sales and marketing to provide better insight into the success of the marketing activities that run concurrently, as you generate a new pipeline

• Strategic Leadership: Build, hire, and mentor an elite team of Enterprise Account Executives. You will foster a culture of extreme accountability, continuous learning, and high-velocity execution. • Revenue Ownership: Own the West territory P&L. You are responsible for scaling a robust territory plan, maintaining a rigorous forecast, and consistently exceeding quarterly and annual revenue targets. • Master the Methodology: We live and breathe Force Management. You’ll be the one ensuring Command of the Message isn't just a slide deck, but the way your team actually talks to customers every day. • Executive Relationship Building: Act as a trusted advisor to CISOs at Fortune 500 companies, navigating complex organizational structures to drive large-scale enterprise deals. • Ecosystem Expansion: Collaborate with Marketing and Product teams to refine our regional GTM strategy. Drive deep integration with our channel partners, VARs, and Systems Integrators to amplify market presence. • Operational Excellence: Use data-driven insights to manage the sales funnel. From top-of-funnel pipeline generation to complex contract negotiations, you will ensure a seamless and predictable sales motion.

• Own positioning and messaging for CTEM and adjacent cybersecurity capabilities • Translate complex technical capabilities into clear customer value and outcomes • Partner closely with Product to influence roadmap framing, launches, and differentiation • Lead end-to-end go-to-market for major launches, including messaging, enablement, and external readiness • Build sales enablement assets that actually get used. Pitch decks, talk tracks, competitive guides, and FAQs • Develop analyst-facing narratives and support briefings with Gartner, Forrester, and others • Understand the competitive landscape and clearly articulate why we win and where we are different • Work with Marketing, Sales, and Customer teams to ensure consistency from first touch to renewal • Incorporate customer insights, wins, and feedback into messaging and proof points

• Owns the entire customer journey - from onboarding to value realization to value expansion - measuring specific metrics throughout the journey • Acts as the ‘voice of the customer’ inside the company • Owns the customer relationship - including relationships with the CISO/CIOs and IT operational teams - with the aim of becoming a trusted advisor on cyber risk • Owns metrics such as GRR, NRR, and value realization • Becomes a SAFE platform expert and helps customers become self-sufficient • Assists in identifying and documenting best practices and ensuring customer environments align with them • Partners with Customer Success Engineers (CSE) to resolve any issues with customer deployments • Communicates and tracks customer product enhancements with SAFE Product Management