• Responsible for sales to public and private organizations • Researching prospective sales targets and identifying opportunities • Contacting both cold and warm prospective clients • Setting up and attending online and face-to-face meetings • Delivering presentations and product demonstrations • Demonstrating a thorough understanding of complex products • Independently managing a pipeline • Writing effective proposals and quotes • Building long-term professional relationships • Working with existing customers to introduce wider product suite • Attending conferences and networking events • Documenting sales activity in sales tracking systems • Developing strategic partnerships

• Own and execute inbound sales motions across mid-market and selected enterprise accounts. • Qualify and engage inbound leads generated through marketing campaigns, events, partnerships, and thought leadership activities. • Identify, engage, and nurture key decision-makers – from CxOs and Product Heads to Procurement and Digital Transformation leaders. • Lead full end-to-end sales cycles: discovery, qualification, solutioning, proposals, negotiation, and closure. • Collaborate closely with presales, delivery, and CoE leaders (Commerce, Applied AI, Innovation Engineering) to design and position winning solutions tailored to inbound opportunities. • Partner with marketing and GTM teams to optimize lead generation funnels, improve MQL-to-SQL conversion, and provide feedback on messaging and positioning. • Track performance metrics across conversion rates, deal velocity, pipeline value, margin contribution, and client satisfaction. • Manage your pipeline, forecasting accuracy, and CRM hygiene with high ownership and discipline.

• Develop and execute a territory business plan to drive top line growth, profitability, retention with existing partners and new agency appointments. • Travel extensively throughout NY, NJ & CT to meet with prospective and current agents, delivering product training, marketing support, and relationship management. • Identify high-potential agencies aligned with Vault’s high-net-worth market and onboard them through a consultative sales approach. • Collaborate with underwriting, marketing, and service teams to ensure seamless agent and client experience. • Monitor market trends, competitor activity, and agency performance to inform strategic decisions. • Represent Vault at industry events, conferences, and networking opportunities.

• Lead execution of IMS' growth strategy by achieving individual and team revenue targets • Develop and implement annual sales plans aligned with corporate objectives • Drive disciplined pipeline management, forecasting accuracy, and performance accountability • Monitor and report on key performance indicators to ensure attainment of revenue and growth goals • Recruit, develop, and mentor a high-performing sales team • Conduct regular one-on-one coaching, quarterly business reviews, and monthly performance assessments • Maintain an active in-market presence (approximately 50% travel, including conferences and client meetings) • Build and deepen executive-level relationships with attorneys, law firms, and corporate clients • Collaborate with service delivery, consulting, recruiting, and marketing leaders to advance revenue-generating initiatives