- Own new logo acquisition across a defined enterprise territory - Prospect into organizations actively building AI/ML capabilities - Engage buyers before requirements, budgets, or architectures are fully defined - Lead discovery across data readiness, model performance, risk, and scale - Help customers understand where AI systems break down in real-world deployment - Position CloudFactory as a strategic partner enabling reliable, production-ready AI - Run long, multi-stakeholder enterprise sales cycles from first contact to close - Orchestrate pilots, proofs of value, and phased rollouts - Navigate technical objections, internal politics, and executive alignment - Build credibility with Heads of Data, ML leaders, and AI teams - Translate deeply technical concepts into clear business and financial impact - Confidently discuss human-in-the-loop workflows, model evaluation, and data operations - Partner with solution architects and delivery teams to shape winning deals - Ensure a strong transition from sale to execution, setting accounts up for expansion

• Own the full sales cycle — from prospecting and outreach to closing multi-stakeholder enterprise deals. • Develop and execute territory and account strategies that drive consistent pipeline growth and exceed quarterly and annual revenue goals. • Lead with curiosity and expertise by becoming a trusted advisor and subject matter expert on Monotype’s products and services. • Engage decision-makers at your accounts across key functions—including Brand, Marketing, Creative, IT, Procurement, UX, Legal, and Finance—to deliver compelling, value-based solutions. • Drive outbound prospecting efforts while nurturing long-term client relationships through thoughtful, consultative selling. • Craft and present persuasive proposals, negotiate complex contracts, and guide clients through the decision-making process. • Collaborate cross-functionally with marketing, pre-sales, product, and customer success teams to ensure seamless client experiences and strategic alignment. • Leverage CRM tools effectively to manage pipeline, track activities, and forecast with accuracy. • Represent Monotype at industry events, trade shows, and customer engagements to strengthen brand presence and generate opportunities.

• Hunting and deal origination: Proactively identify enterprise restaurant operators in an active or emerging buying cycle, create access to senior decision-makers, and generate qualified opportunities that you personally drive to close. • Closing enterprise deals: Run and close complex, multi-stakeholder enterprise sales cycles with major restaurant brands. • Deal leadership: Own the full deal process with discipline and urgency. This includes discovery, qualification, negotiation, procurement, and close. • Executive trust: Build credibility with CXOs and senior operators as a calm, fair, business-first partner who understands their world. • Relentless follow-through: Drive momentum, unblock stalled deals, and keep pressure on timelines without burning relationships.

• Identify and generate revenue through upselling and cross-sell to existing customers • Proactively own and manage a book of accounts, including decision-maker relationships • Consult existing clients on their internal process to drive change and expand the use of Deel's product offerings • Lead business reviews, execute on plans to deliver maximum revenue potential, increase renewal rates. • Develop, manage, and forecast a sales pipeline through regular engagement, outreach, and partnership with customer success. • Meet or exceed monthly and yearly revenue quota