• Pipeline Generation (Primary Focus Initially) • Prospect into target accounts using email, LinkedIn, calls, and other outreach methods • Identify and engage decision makers in ecommerce and retail • Book discovery meetings and build qualified pipeline • Qualify prospects and identify potential use cases • Conduct early discovery conversations • Work closely with senior sales leadership on deal progression • Transition to Account Executive

• Demonstrate the value of NoRedInk to key stakeholders within some of the largest school districts in the country • Develop a deep understanding of the enterprise procurement processes within your districts and build account plans to ensure we are/become an approved vendor in those accounts • Represent NoRedInk in your region and develop deep customer relationships in the territory, building a base of potential clients • Become an expert on the ed-tech trends and challenges within the states in your territory and partner internally and externally to build GTM strategies that uniquely position NRI to win business at scale in those states • Meet or exceed quarterly and annual revenue goals, uncover new leads and drive an account-based approach to the territory • Manage your sales pipeline and ensure data integrity in Salesforce and Outreach • Have a deep understanding of the political dynamics that exist within the executive staff and the school board, leverage resources internally or externally to ensure we can successfully navigate those dynamics to close business • Work closely with a variety of roles cross-departmentally within NRI to get support in order to move some of the larger, more complex deals forward, including (consultants, RFP support, professional learning, customer success, account managers, ELT etc) • Navigate complex RFx processes in your district(s) • Develop and run a local events strategy to drive business in your territory • Build mastery of the NoRedInk solution and the competitive landscape

• Desarrollarás la línea de negocio del marketplace del segmento de CLINICAS para nuestro SaaS Clinic Cloud. • Tu objetivo: gestionar el ciclo completo de la venta. • Desde marketing se facilita una base de datos de leads inbound y outbound. • Primer contacto a través de llamada. • Dar seguimiento a potenciales clientes a través de creación de secuencias utilizando diferentes herramientas. • Agendar demos con potenciales clientes. • En ellas, identificar los puntos de dolor y las necesidades del cliente. • Negociación y cierre de venta. • Migración a Customer Success. • Mantener el CRM actualizado. • Recibir feedback proveniente de clientes y facilitarlo al equipo producto.

• Manage a defined set of enterprise accounts with the goal of expanding Coalfire’s presence across services and capabilities • Develop deep relationships with existing clients to understand evolving business needs and identify upsell/cross-sell opportunities • Achieve a minimum renewal rate of 90% across assigned accounts through proactive engagement and exceptional client service • Lead outbound prospecting and demand generation efforts to acquire new enterprise clients (net-new logos) • Qualify and follow up on inbound leads in collaboration with marketing and business development teams • Build and execute multi-touch sales strategies that leverage personalized messaging, consultative conversations, and high-value engagements • Develop and maintain strategic account plans, including stakeholder mapping, opportunity prioritization, and pursuit strategies • Drive the full sales cycle from initial discovery and solution positioning to proposal development, pricing, negotiation, and close • Collaborate with internal teams (delivery, marketing, legal) to align resources and deliver a seamless buyer journey • Serve as a trusted advisor to enterprise clients, engaging in high-level cybersecurity and compliance strategy discussions • Lead client presentations, workshops, and proposal meetings with executive-level stakeholders • Stay current on industry trends, regulatory changes, and emerging technologies to provide informed recommendations • Maintain accurate pipeline and forecast data in Salesforce, ensuring visibility into deal progress and revenue projections • Prepare and present quarterly business reviews and account updates to leadership • Establish and follow a repeatable process for deal review, lead qualification, and pipeline progression