• Identify high-potential businesses and verticals and develop and execute outbound strategies to bring them to Assembled • Demonstrate an ability to multithread and access C-level executives • Clearly articulate and demonstrate our value proposition, creating excitement and enthusiasm among prospects. • Run effective sales processes from start to finish — including demos, negotiation, security and procurement • Be a trusted advisor to prospective customers • Work cross-functionally with Customer Success, Marketing and Engineering to ensure customers are onboarded and set up for success • Use your learnings to build and iterate on our sales philosophy, playbook and processes

• Drive expansion revenue within existing customer accounts by identifying, developing, and closing upsell and cross-sell opportunities. • Research customer organizations, stakeholders, and purchasing history to build informed expansion strategies. • Partner closely with Customer Success, Marketing and internal teams to align on commercial account priorities, value realization, renewals, and growth opportunities. • Build and maintain strong relationships with key customer stakeholders, including executive sponsors, to support long-term growth. • Manage commercial aspects of customer accounts, including expansion opportunities and contract discussions. • Collaborate with Customer Success on the renewal process for existing customer contracts, ensuring continuity and alignment with customer needs. • Forecast and track key account and expansion metrics, including quarterly results and pipeline. • Accurately document activities, opportunities, and customer interactions in CRM (e.g., Salesforce). • Monitor customer feedback and partner with Customer Success to address issues and ensure positive outcomes. • Stay current on industry trends, products, and evolving customer needs.

• Focus on net-new logo acquisition via outbound activity and relationship building with key stakeholders while also bringing a strong network of key decision-maker and influencer contacts and relationships in the telecommunications industries to accelerate engagements, drive strategic partnerships and win sales opportunities • Work closely with customers and prospects as a consultative, trusted advisor who deeply understands their challenges and goals, their technology ecosystem, and will tailor solutions to drive measurable impact for their businesses • Work in close partnership with channel partners to find opportunities to scale outreach and customer satisfaction in your region • Collaborate with product and engineering teams as well as customer success on strategic motions to deliver solutions to large enterprise customers • Collaborate with Sales Development Representatives to drive top of funnel activity • Own the full sales cycle – from initial outreach through proof-of-concept, pilot, deal close, and deployment ; this is not a transactional sale that you can walk away from after the contract is signed but rather requires ongoing oversight of the project to ensure success

• Identify high-potential prospective customers from inbound leads and outbound prospecting. • Develop and implement full sales cycle strategies for driving product adoption and expansion within existing Vanilla customers. • Utilize Salesforce to track the full lifecycle of opportunities to ensure monthly and quarterly forecasts are up-to-date on a weekly basis. • Craft engagement strategies to build, grow and expand Vanilla’s footprint within RIAs and independent broker / dealers. • Responsible for meeting quarterly sales quota in Vanilla's middle market segment. • Respond to all inbound inquiries in a manner that is consistent with Vanilla’s brand and reputation. • Deliver polished presentations and product demonstrations that clearly articulate the value proposition of Vanilla to our target market. • Collaborate with and maintain strong working relationships across multiple internal teams including sales, marketing, product and operations. • Provide input for new marketing collateral that enables the sales process, including presentation decks, factsheets, client case studies and more. • Willing to travel up to once per month (approximately twice per quarter) for prospect events and in-person meetings.