This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description This role involves driving new logo acquisition within the Recipe and Specifications unit, focusing on organizations with revenues between $400MM and $850MM+. - Drive new logo acquisition within the Regional and Specialist segment, leading full-cycle business development efforts - Develop and execute strategic sales plans aligned with FoodChain ID’s growth objectives, delivering double-digit annual growth - Identify, engage, and build relationships with key decision-makers, navigating complex B2B sales cycles - Deliver compelling presentations and solution-based proposals, leveraging internal subject matter experts when appropriate - Negotiate contracts and close deals efficiently while expanding service line penetration - Maintain disciplined pipeline management and accurate reporting in Salesforce, while providing Voice of the Customer insights and competitive intelligence Qualifications - Bachelor’s in Business or a related field - 1+ years of proven B2B sales experience, with success closing new business - Demonstrated track record of closing deals of $10K+ - Experience selling SaaS solutions - Experience selling into the Food & Beverage industry - Deep understanding of structured sales processes: lead generation, qualification, negotiation, and closing Requirements - Energized by new logo acquisition and building pipelines from scratch - Data-driven and disciplined, with appreciation for structured sales methodology - Relentless in identifying and engaging the right decision-makers - Consultative in approach, deeply understanding customer pain points - Humble and collaborative, bringing in internal experts when needed - Confident communicator with strong presentation and negotiation skills - Analytical thinker who uses market insights to inform strategy Benefits - Work with global brands shaping the future of food - Be part of a mission-driven organization improving food safety and transparency worldwide - Join a high-performance commercial culture that values structure, accountability, and results - Collaborate with subject matter experts across regulatory, certification, and sustainability domains - Grow your career within a company serving 30,000+ clients globally

• Own and manage a portfolio of OEM contracts within assigned territory or verticals • Develop and execute strategic account plans to grow revenue, expand wallet share, and increase customer retention • Identify net-new opportunities within existing accounts and targeted prospects • Maintain accurate pipeline forecasting and opportunity management in CRM systems • Achieve or exceed assigned revenue, margin, and growth targets • Drive multi-year sales opportunities including hardware, software, cloud, security, and professional services • Navigate Public Sector procurement processes including RFPs, RFIs, cooperative contracts, and compliance frameworks • Facilitate quarterly business reviews with BU management and related supplier teams

• Identify and target prospective nCino customers within a geographic territory and market segment • Challenge prospective customers to consider a new and innovative offering • Drive opportunities through qualification and closure while maintaining a pipeline sufficient to achieve and exceed quarterly and annual sales goals • Develop strong nCino brand presence within a geographic territory • Use consultative approach to identify client needs and use detailed knowledge of the nCino solution and the Salesforce.com platform to fulfill those needs • Manage complex sales cycle with new customers by mapping out decision-making and approval processes, compressing timelines, negotiating contracts and closing business • Effectively identify prospective customer “mobilizers” and build consensus among key stakeholders • Work effectively with inside sales partners and marketing to drive a consistent message in the marketplace • Expand nCino presence within existing clients by maintaining relationship with key client stakeholders, partnering with nCino’s Customer Success team to drive adoption • Sell newly released nCino products and offerings to existing customers

• Establish and maintain customer relationships • Drive sales growth through virtual sales • Up sell and cross sell strategically aligned products • Utilize detailed product and market knowledge to aid distribution partners and customers • Achieve monthly phone and activity goals • Drive sales pipeline health and exceed sales forecast through customer interactions • Create and execute business plans • Team with field sales representatives when appropriate