• Collaborating with your Sales Development Representative on territory planning to develop quality opportunities within assigned geographic territories • Helping to Qualifying all inbound leads by acting as a consultant where we seek to understand prospects needs and address them head on • Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and LinkedIn • Overcoming objections and effectively communicating PayScale’s value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings • Staying current on industry trends and maintaining high level knowledge of competitor’s product offerings • Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce, Outreach, Gong, 6sense, & LinkedIn Sales Navigator • Achieving monthly pipeline goals set by sales management • Continuous learning through mock calls, formal training, and regular coaching and feedback • Remain in contact with prospects/clients at all stages of sales cycle and beyond • Manage high velocity sales cycles from start to finish with a track record of successful revenue attainment

• Owning the full sales cycle across Enterprise platforms - from lead to close • Educating and pitching Rainforest’s solution with a consultative approach • Building and maintaining key relationships with C-level executives, while orchestrating all executive touch points needed to drive deals forward • Prospecting and outbounding new target platforms and contacts across email, phone calls, live meetings and LinkedIn • Curating responses and formally answering RFPs • Representing Rainforest at conferences, networking events, and corporate engagements • Continually updating and managing Hubspot pipelines for tracking and forecasting • Working with company leaders from multiple functions (e.g., Engineering, Product, Customer Success, and Finance) to put together business plans and driving strategy

Role Description UnderDefense is an innovative cybersecurity start-up specializing in Managed Detection and Response (MDR) services tailored for SMBs and Enterprises. This role offers the freedom and responsibility to craft a go-to-market strategy from scratch, build meaningful relationships with customers and partners, and directly influence the company’s growth trajectory. This is an exciting opportunity to build something from the ground up and play a critical role in our global growth journey. As the Regional Sales Manager, you will leverage your expertise to address business challenges and achieve sales goals. This role combines strategic planning with hands-on execution to drive opportunities for our solutions and services. You’ll build strong relationships, communicate effectively at all levels, and identify new prospects within the region, working directly with end users as well as channel partners to grow the business. Key Responsibilities - Build and promote strong, long-lasting customer relationships by partnering with them and understanding their needs. - Develop sales strategies to penetrate new accounts. - Build relationships with prospects and internal stakeholders to grow new business. - Generate new sales and consistently close new business at or above quota level. - Develop and implement specific customer account and opportunity plans in accordance with company objectives and quota targets. - Manage the entire sales cycle, from prospecting and pitching to negotiating and closing deals. - Provide up-to-date and precise information on market demands, purchasing trends and competitive information. - Attend trade shows and marketing events upon request. Qualifications - In depth knowledge of security landscapes. - 8+ years of experience selling Security based solutions at senior management and executive level. - Background in selling networking/security solutions or Enterprise Software to Enterprise and SMB customers. - Proven track record of successfully selling to SMBs. - An established network of contacts at major enterprise accounts in the region. Skills - Proficient in sales forecasting tools, sales analytics, and pipeline management. - Experience in managing all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation/execution of the account plans. - Self-starter with the ability to operate autonomously in a fast-paced, ambiguous environment. - Passion for helping businesses grow and technical affinity. - Experience working in a start-up or early-stage company is highly desirable. - Ability to travel. Education - Bachelor’s degree in Business, Computer Science, or a related field; relevant certifications (e.g., CISSP, CISM) are a plus.

• Prospect, qualify, and close new public safety customers within assigned territory • Manage multiple concurrent sales cycles with consistency and structure • Conduct discovery to understand agency operations, challenges, and mission priorities • Apply MEDDIC fundamentals to deal qualification and forecasting • Partner with Solutions Engineering for demonstrations and evaluations • Maintain accurate CRM data, pipeline hygiene, and forecast discipline • Represent DroneSense by Versaterm at regional events and agency meetings