Subtotal

• Own full-cycle sales: Manage deals from first touch to signed contract, including discovery, demos, technical conversations, procurement, and negotiation. • Build and work pipeline: Source outbound opportunities, qualify and convert inbound leads, and develop strategic outreach into target accounts. • Run discovery and demos: Understand prospect pain points, map them to Subtotal’s platform, and confidently lead both technical and business-stakeholder conversations. • Close deals: Drive contracts to signature, partner with the founding team on pricing and terms, and consistently hit (and beat) revenue targets. • Support early customers: Stay engaged post-sale to ensure a smooth onboarding and handoff, especially while our CS function is being built out. • Partner cross-functionally: Work closely with product, engineering, and leadership to bring customer feedback into the company and shape roadmap, positioning, and pricing. • Represent Subtotal in market: Travel to industry events, conferences, and on-site meetings several times a year.

• Lead onboarding calls, guide technical implementation, and get customers to value quickly • Coordinate with AEs to flag risks that could prevent pilot-to-paid conversion • Maintain a high pilot-to-paid conversion rate • Proactively check in on accounts and respond to inbound questions quickly • Identify barriers to adoption and full feature use • Run trainings, Q&A sessions, and recurring check-ins • Build customer education materials—video walkthroughs, user guides, email content • Drive expansion revenue (increase NRR) • Surface feature requests and product gaps to inform our roadmap • Document best practices and build templates for customer engagement across our brand personas • Help iterate on internal processes to reduce friction for customers • Take on additional projects that move the needle

• Support social media and content marketing, including posts, short-form content, and blogs • Assist with paid advertising across Google, LinkedIn, and X (Twitter), including campaign setup, experimentation, and performance tracking • Help improve SEO and generative AI optimization, including search visibility, AI-driven discovery, and content optimization • Create and edit written content, including blog posts, landing pages, and other marketing collateral • Jump in on ad-hoc marketing projects as they come up, including events, partnerships, and experimentation