• Own a portfolio of channel partners across accelerators, law firms, fractional CFO networks, and VC portfolio programs • Formalize and scale partner relationships that are currently informal or ad hoc • Evaluate partner performance and determine where Pulley should invest deeper versus operate with lighter-touch or autopilot support • Make clear recommendations on partner prioritization, expansion, or deprioritization based on data and outcomes • Execute Pulley’s channel partnership framework to turn trusted ecosystems into repeatable sources of qualified leads • Partner with Partnerships leadership to pilot and refine channel motions and identify high-performing partner archetypes • Enable partners to introduce Pulley at high-intent moments such as cohort onboarding, fundraising preparation, or compliance milestones • Track partner-sourced pipeline and ARR, using partner-influenced revenue as a directional signal • Deploy partner enablement assets including playbooks, one-pagers, training materials, and referral workflows • Coordinate and run partner training sessions as programs mature • Ensure partners understand Pulley’s value proposition, competitive positioning, pricing structure, and common objections • Act as the primary point of contact for partner-referred customers and ensure clean handoffs to Sales, Customer Success, or Managed Services • Join partner-referred sales conversations as needed to support alignment or unblock deals • Collaborate with Sales, Marketing, RevOps, and Customer Success to ensure partner-sourced opportunities are properly tracked and converted • Maintain accurate partner records, referral tracking, and performance data in CRM and partner tools • Provide regular reporting on partner performance, including referrals per partner, setup-to-paid conversion, and cohort or portfolio penetration

• Generate revenue from subscription license sales, service sales and maintenance services • Work within an assigned multi-state territory of mid-market companies ($400M - $100B+) • Steer the execution of the sales cycle • Identify and manage various indirect sales channels • Sell directly to executive-level decision-makers • Utilize business partners to supplement offerings and provide implementation services

• Act as a strategic partner to established customers by providing consistent guidance • Build and maintain strong relationships through proactive collaboration • Conduct regular customer business reviews • Collaborate with Sales Development Manager ID, Health System Executive, and others • Develop and execute strategic account plans • Use sales metrics and standardized tools to document sales processes • Ownership of sales funnel (SFDC) and account analysis (PowerBI) • Responsible for contract negotiation, pricing, and customer service

• Drive net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products • Responsible for developing direct sales opportunities • Evaluate customer requirements and create tailored customer solutions • Create a prospecting strategy to identify potential customers • Develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts • Manage the sales process and leverage internal technical resources as needed • Analyze the customer environment and collaborate with technical resources to close sales opportunities • Work closely with customers to drive POCs and POVs • Upsell and cross sell Skyhigh Security products and solutions based on customer needs • Generate demand with channel partners, resellers and end-users • Develop relationships internally with key stakeholders and present at multiple levels within an account • Develop account and opportunity plans to improve account strategy