• Build close customer relationships and identify business value and impact of Plaid across your territory of accounts • Go deep and wide in customer and prospect accounts to build support for adopting Plaid solutions • Win as a team — in partnership with your outbound sales development rep, account manager, technical account manager, implementation manager, product organization, and other members of your account pod. • Deeply understand each customer’s goals and priorities, and effectively communicate how Plaid’s solutions can help them achieve the desired outcome. • Leave no stone unturned - you're a self-starter and take the initiative to get things done before being asked. You think two steps ahead, anticipate potential risks, and take action to proactively mitigate those risks. • Identify opportunities for Plaid solutions to deliver value, with both existing and prospective high-growth Fintech customers. • Develop a book of high-potential engaged prospects and maintain a sufficient pipeline to support successful attainment against quota. • Own the end-to-end sales cycle and coordinate efforts from sales engineers, product specialists, and other team members throughout the sales process. • Coordinate cross-functional resources and drive initiatives across Plaid to support a consultative sales motion. • Manage pipeline and accurately forecast deal value and win probability. • Develop a deep understanding of Plaid solutions and apply this knowledge by identifying how each customer can leverage our technology to achieve their unique goals and objectives.

• Close business. Own the full sales cycle and bring vintage buyers and sellers onto Alt. • Hunt daily. We’ll start you with accounts, but your long-term success comes from sourcing new consignors and collectors in the vintage space. • Build trust. In vintage, reputation is everything. You’ll become the person serious collectors want to consign with, buy from, and sell to. • Shape product. You’ll spot gaps—whether it’s auction formats, pricing tools, or seller workflows—and bring those insights back to the team. • Run your process. Prospecting, qualification, relationship-building—it’s all muscle memory for you.

• Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks • Conduct strategic discovery to align cybersecurity needs with Recorded Future’s intelligence solutions • Engage channel partners in joint go-to-market motions, leveraging their reach and relationships • Own and grow key enterprise accounts across multiple verticals • Drive upsell, cross-sell, and renewal opportunities by identifying unmet needs and usage patterns • Build strong, multi-threaded relationships across technical and executive audiences (CISO, CIO, VP of Security) • Act as a trusted advisor, delivering insights and value beyond the initial sale • Partner with Customer Success and other internal stakeholders to ensure seamless onboarding, support, and long-term customer value • Navigate complex, multi-stakeholder sales cycles lasting 6–12 months • Apply MEDDPICC and value-based selling frameworks to qualify and advance deals • Develop and present compelling proposals, with a strong grasp of both technical value and business ROI • Use Salesforce, Clari, and Gong to manage pipeline health, track activity, and maintain forecast accuracy • Handle objections and pricing conversations with clarity, confidence, and professionalism • Consistently meet or exceed quarterly and annual revenue targets • Maintain a deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior • Provide market feedback to internal teams to inform product, positioning, and roadmap priorities • Operate with urgency, professionalism, and high standards of customer care

• As an Account Manager, you will take on a hybrid role, balancing the growth of new business opportunities with the expansion and development of existing accounts. • Reporting to the Head of Sales, you will own a big part of the sales strategy and its execution in tandem with other departments (Delivery & Technology). • You will directly contribute to our revenue growth, build strong sales processes, oversee pipelines from qualification to close and manage day-to-day sales operations.