• Own Enterprise Revenue: Take full ownership of the enterprise revenue forecast, developing and executing comprehensive strategies to achieve ambitious targets. • Strategic Leadership: Define, develop, and implement the overarching enterprise sales strategy, identifying key market opportunities and driving market penetration. • New Business Acquisition: Lead complex, high-value sales cycles to acquire new enterprise accounts, leveraging deep industry knowledge and strategic selling methodologies. • Key Account Growth: Cultivate and expand relationships with our most strategic existing enterprise clients, identifying and maximizing opportunities for product adoption and revenue growth across their portfolios. • Market Intelligence: Serve as a thought leader and expert on the hospitality technology landscape, providing insights that inform product development and market positioning. • Cross-Functional Collaboration: Collaborate extensively with executive leadership, product, marketing, and customer success teams to align on strategic initiatives and ensure exceptional customer outcomes. • Process Optimization: Continuously evaluate and refine the enterprise sales process, implementing best practices to enhance efficiency, predictability, and scalability. • Reporting & Analysis: Provide precise sales forecasting, detailed pipeline analysis, and strategic insights to executive management.

• Recruit, develop and lead a team of 5-7 Enterprise Sales Reps across a specific geography • Building a sales team and the future sales leaders of Cribl • Develop a business plan to overachieve sales goals • Manage and maintain sales ecosystem from generating leads through closing • You will be part of a proven leadership team and play a key role in developing the GTM. Reporting to the VP of Sales • We are a remote-first company and work happens across many time-zones – you may be required to occasionally perform duties outside your standard working hours

• Design and Launch a Scalable Sales Model: Define territories and segments (hyperscale, enterprise, neocloud), craft winning channel and partner strategies, drive account management excellence, and spearhead new business acquisition. • Build and Inspire a World-Class Sales Team: Hire, onboard, train, enable, motivate, and manage top-tier sales talent. Set ambitious KPIs and foster a high-performance culture that consistently delivers results. • Forge Strategic, Long-Term Relationships: Cultivate trusted partnerships with executive-level decision-makers at leading cloud, internet, enterprise, and network companies. • Champion Montera’s Value Proposition: Position our high-density, scalable data centers, connectivity, edge, and cloud enablement solutions to secure major contracts and drive market leadership. • Collaborate Across Functions: Work hand-in-hand with product/solutions, engineering, operations, marketing, and business development to align offerings, refine value propositions, and deliver on customer commitments. • Stay Ahead of the Market: Monitor competitive industry trends, competitor positioning, and pricing dynamics—adapting the sales strategy to maintain a winning edge. • Build a Robust Sales Pipeline: Develop and maintain a multi-year pipeline, proactively manage risk, and provide accurate forecasting and reporting to the executive team and board. • Lead High-Value Negotiations: Drive complex deal-making, ensure rigorous governance, secure favorable contract terms, and maintain strong margin and risk controls.

• Cold Calling & Lead Generation: Proactively reach out to potential clients, identifying and qualifying leads while maintaining a warm and professional approach. • Appointment Setting & Follow-ups: Schedule meetings for team members and follow up with prospects to nurture relationships and guide them through the sales process. • Sales & Client Engagement: Sell staffing direct-hire and staff augmentation services, clearly communicating value and fostering long-term client relationships. • CRM & Database Management: Maintain accurate records of interactions in the CRM system to ensure streamlined communication and organized follow-ups. • Customer Support & Product Assistance: Address customer inquiries via phone, email, and chat, providing support for products and services while resolving concerns effectively. • Market Research & Industry Awareness: Stay informed on industry trends and insights to provide relevant information to potential clients. • Compliance & Call Guidelines: Follow scripts and company policies while adhering to industry regulations regarding outbound calls. • Performance & Target Achievement: Meet or exceed call, sales, and revenue targets while maintaining a focus on customer satisfaction. • Networking & Relationship Building: Expand professional connections through networking events, associations, and social media platforms. • Training & Continuous Improvement: Participate in training sessions to enhance product knowledge, customer service, and sales techniques.