• Lead new business acquisition, targeting new logo accounts and driving expansion business. • Develop and execute outbound sales motions, to build and maintain a strong sales pipeline. • Manage a large, active pipeline and rapidly drive opportunities from lead generation through contract execution. • Serve as the primary point of contact for potential customers, articulating MariaDB's value proposition and positioning our solutions to meet their business needs. • Report to the Director of EMEA High Velocity Sales and help drive revenue growth and new customer acquisition. • Generate and Nurture Pipeline: Proactively prospect, identify, and engage new logo accounts and key stakeholders your territory to uncover revenue opportunities for MariaDB and expand our customer base. • Identify and engage with different personas in SMB-Mid-market clients as well as some greenfield Enterprise accounts to understand their business needs and present our innovative solutions. • Drive Full Sales Cycle: Efficiently manage the entire sales cycle, from outbound cold-calling and qualifying leads to conducting virtual product demonstrations and negotiating/closing deals. • Operational Excellence: Maintain precise and accurate sales forecasts and detailed records of all client interactions and pipeline status within SFDC and Clari (Forecasting Tools) to maximize efficiency. • Collaboration: Work closely with marketing, product, and sales leadership to refine outbound strategies, lead qualification processes, and ensure successful customer onboarding. • Product Expertise: Maintain a strong understanding of industry trends, competitors, and MariaDB's innovative database solutions to effectively position them against client needs. • Achieve Targets: Consistently meet or exceed monthly and quarterly sales targets and key performance indicators (KPIs) in a fast-paced, high-volume environment. • Must be willing to travel up to 20% to various company and customer locations.

• Focusing on net new customers with a disciplined approach to territory and account management • Owning the full Sales Cycle from prospect to close. • Engaging partners where appropriate • Identification of prospect “White Space” • Articulating desired prospect business outcomes • Making timely decisions about which opportunities JAGGAER will pursue; Establishing an annual territory plan (within assigned vertical) and articulating discrete actions required to win new business. • The AE will manage and coordinate every aspect of specific sales opportunities—from prospecting to contract signature • Must be capable of driving and closing a sale, writing proposals, and negotiating contracts with people at all levels. • Provide input to internal teams on market trends, competitive products, prospect/client feedback, market needs/requirements, and other areas as requested • AE is required to prospect and generate a solid pipeline and to sell within the prescribed vertical to net new customers • AE should achieve 4x quota coverage in pipeline • AE should utilize JAGGAER prospecting tools in their day to day activity • AE should document pipeline building activity • AE is required to enter all sales activity into Salesforce.com (SFDC) • As JAGGAER qualifies an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on • AE will contribute to the development of solutions being proposed for prospects • AE will assist in identification of the customer Return on Investment • AE will assist in gathering information for services Statement of Work • AE will be able to white board solution maps for customers • AE will be able to land and expand solutions • As JAGGAER develops the solution for an AE’s account, the AE must be able to articulate the questions that explain the value proposition, pricing, and competition in the sale • AE should be able to strategically position JAGGAER solutions relative to the competition and clearly differentiate JAGGAER’s unique offerings • Ability to execute on mutually agreed upon closing/project plans with prospects

• Develop and drive business development initiatives that align with our current and future cybersecurity portfolio service offerings • Responsible for creating and executing a quarterly business development plan and process, including coordination of all necessary internal and external resources to identify and secure business opportunities • Prepare quarterly review on business prospects and market conditions to ensure revenue and resources are aligned with business goals • Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication with all parties • Establish a repeatable process for deal review, approval, and deal execution • Support building market awareness internally and externally for our Cybersecurity portfolio service offerings • Make an impact to Account Management, including account planning, client procurement, meeting follow-up, pipeline development, opportunity pursuit, contract negotiation, risk management, proposal and Statement of Work (SOW) development, and revenue goals • Engage with clients in strategic discussions to provide best in class Cybersecurity / IT Strategy and industry guidance to maximize client’s long-term business objectives. • Develop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security and risk advisory engagements. • Develop and maintain contact with top decision makers at key clients; organize and lead pursuit teams; participate and lead aspects of the proposal development process; contribute to the development of proposal pricing strategies. • Lead client-facing management Security Strategy and Planning sessions and formal proposal presentations. • Maintain customer strategy and direction while collaborating with internal teams, leveraging sales tools such as Salesforce. • Contribute to problem-solving sessions with the project team, consulting team, and client representatives on a regular basis. • Develop business with new buyers and business units within existing accounts. • Marketing Qualified Lead management from origination of lead through lead qualification to lead conversion to new opportunity

• Lead complex, multi-threaded sales cycles with senior stakeholders at existing and prospective Enterprise clients. • Be viewed as a trusted advisor by providing compelling insights and ideas that solve our customers business problems/pain points. • Proactively generate pipeline through strategic prospecting outbounding, including cold calls, personalized email campaigns, LinkedIn outreach, and creative multi-touch sequences designed to open new enterprise doors. • Manage, effectively communicate and report your sales forecast on a monthly, quarterly and annual basis. Accurately communicate upside and downside risk to your called number. • Create territory and account plans that accurately map your highest propensity to buy targets and the strategy to win these targets. • Drive collaboration across departments and teams, including Sales Development, Account Management, Product Enablement, and Customer Success, to ensure a cohesive customer journey. • Qualify, demo, and negotiate with prospects leveraging the sales qualification methodologies using MEDDICC/SPICED. • Consistently meet or exceed your monthly, quarterly and annual targets. • Lead a consultative sale by becoming an expert in both the events industry and the Swoogo product. • Collaborate and co-sell products within Swoogo’s partner ecosystem by developing strong partnership relationships and consulting customers on their full event tech stack. • Travel to meet with enterprise prospects and customers, attend key industry events, and represent Swoogo at in-person meetings and tradeshows (estimated 25–40% travel, depending on territory needs).