• Own and continuously improve the AE onboarding and ramp programs to ensure new hires are equipped to succeed quickly • Design and deliver engaging training sessions • Partner closely with Customer Success Leadership to define success metrics, ramp milestones, and performance expectations for new AEs • Collaborate with cross-functional teams—to build a cohesive and scalable enablement experience • Develop role-specific content, certifications, and learning paths tailored to different customer segments (High Growth and Strategics) • Track onboarding performance and ramp KPIs to identify areas for improvement and iterate on program design • Provide 1:1 and group coaching to reinforce key skills, boost confidence, and drive early success • Maintain a consistent feedback loop with new AEs and sales managers to ensure programs stay relevant and high-impact • Introduce new tools, templates, and playbooks that support new hire productivity and drive adoption across the team

• Coach a team of ~8 account executives on sales strategy, pipeline reviews and achieve quarterly targets • Hire new account executives and provide both onboarding and ongoing coaching to ensure their growth and success • Work cross-functionally to strategically solve problems and project manage • Create content for ongoing training and development • Support account executives through professional development plans • Provide clear and tactical feedback to account executives • Further culture within the team and commercial organization with high emotional intelligence • Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices • Hire, develop and lead an inclusive, engaged, and high performing team

• Design and lead Yomali’s go-to-market motion • Win net new customers • Open new market segments • Build predictable pipeline and revenue • Scale a high-performing sales team • Personally close early deals • Hire and lead SDRs, AE’s and future sales hires • Own forecasting, metrics, and revenue outcomes • Partner with marketing to scale demand

• Develop & Drive DSP Sales Motion: Develop and execute a regional go-to-market strategy to identify key personas and a GTM Motion for each that align with Confluent's strategic goals and focus on capturing DSP workloads from Data Lake, Data Warehouse, and ETL/Reverse ETL vendors (Shift Left) and preparing AI-Ready data. • Define Clear Objectives: Target segments, and key performance indicators (KPIs), and create targeted sales campaigns utilizing direct sales, digital marketing, and partner channels to drive awareness and interest in Confluent's DSP solutions. • Execute and Land New Streaming Projects: Engage with key stakeholders within target organizations and internally to understand their pain points and business objectives, presenting tailored solutions that demonstrate the value of using Confluent's platform for processing raw (bronze) data into more meaningful data for operational, AI, and analytics use cases. • Hunt for New Opportunities: Proactively prospect and develop a robust sales pipeline. Identify and qualify potential partners based on their market reach, technical capabilities, and alignment with Confluent's strategic objectives. • Build Strategic Partnerships: Cultivate strong, long-term relationships with key decision-makers within target accounts and ecosystem. Evangelize mutually beneficial partnership agreements that drive revenue growth for both organizations. • Evangelize Confluent's DSP Capabilities: Clearly articulate the value proposition of Confluent's streaming platform to technical and business audiences within partner organizations. Showcase the benefits of using Kafka and Confluent for DSP workloads. • Develop Compelling Sales Presentations: Create and deliver persuasive presentations that highlight the revenue-generating potential of partnering with Confluent. Tailor presentations to the specific needs and priorities of each potential partner. • Collaborate with Partners: Work closely with partner organizations to develop joint go-to-market plans, co-marketing initiatives, and sales enablement programs. • Stay Ahead of the Curve: Maintain a deep understanding of the evolving data streaming landscape, emerging technologies, and competitive dynamics.