• Drive New Business: Self-source and close complex Mid-Market/Enterprise deals to drive our upmarket pivot. • Orchestrate the Deal: Manage complex, multi-threaded sales cycles involving C-suite stakeholders, IT, and Procurement. • Diagnose Before Pitching: obsessively diagnose client pain points, asking "Why?" until you find the root cause before offering a solution. • Build the Playbook: Document your wins, losses, and learnings to help us refine our Enterprise sales motion. You will help build the process, not just follow it. • Forecast Accurately: Maintain rigorous hygiene in the CRM, documenting the win/loss and owning your forecast with high accountability.

• Manage a high-volume pipeline of inbound and outbound leads, driving them from qualification to close. • Execute short, efficient sales cycles (typically <30 days) suitable for SMB buyers. • Deeply understand the roofer's workflow to articulate exactly how Rooflink saves them time and money. • Maintain rigorous accuracy in Salesforce so your forecast is always reliable. • Work closely with the Sales Development team (SDRs) to ensure hand-offs are smooth and feedback loops are tight.

• Lead new business acquisition, targeting new logo accounts and driving expansion business. • Develop and execute outbound sales motions, to build and maintain a strong sales pipeline. • Manage a large, active pipeline and rapidly drive opportunities from lead generation through contract execution. • Serve as the primary point of contact for potential customers, articulating MariaDB's value proposition and positioning our solutions to meet their business needs. • Report to the Director of EMEA High Velocity Sales and help drive revenue growth and new customer acquisition. • Generate and Nurture Pipeline: Proactively prospect, identify, and engage new logo accounts and key stakeholders your territory to uncover revenue opportunities for MariaDB and expand our customer base. • Identify and engage with different personas in SMB-Mid-market clients as well as some greenfield Enterprise accounts to understand their business needs and present our innovative solutions. • Drive Full Sales Cycle: Efficiently manage the entire sales cycle, from outbound cold-calling and qualifying leads to conducting virtual product demonstrations and negotiating/closing deals. • Operational Excellence: Maintain precise and accurate sales forecasts and detailed records of all client interactions and pipeline status within SFDC and Clari (Forecasting Tools) to maximize efficiency. • Collaboration: Work closely with marketing, product, and sales leadership to refine outbound strategies, lead qualification processes, and ensure successful customer onboarding. • Product Expertise: Maintain a strong understanding of industry trends, competitors, and MariaDB's innovative database solutions to effectively position them against client needs. • Achieve Targets: Consistently meet or exceed monthly and quarterly sales targets and key performance indicators (KPIs) in a fast-paced, high-volume environment. • Must be willing to travel up to 20% to various company and customer locations.

• Focusing on net new customers with a disciplined approach to territory and account management • Owning the full Sales Cycle from prospect to close. • Engaging partners where appropriate • Identification of prospect “White Space” • Articulating desired prospect business outcomes • Making timely decisions about which opportunities JAGGAER will pursue; Establishing an annual territory plan (within assigned vertical) and articulating discrete actions required to win new business. • The AE will manage and coordinate every aspect of specific sales opportunities—from prospecting to contract signature • Must be capable of driving and closing a sale, writing proposals, and negotiating contracts with people at all levels. • Provide input to internal teams on market trends, competitive products, prospect/client feedback, market needs/requirements, and other areas as requested • AE is required to prospect and generate a solid pipeline and to sell within the prescribed vertical to net new customers • AE should achieve 4x quota coverage in pipeline • AE should utilize JAGGAER prospecting tools in their day to day activity • AE should document pipeline building activity • AE is required to enter all sales activity into Salesforce.com (SFDC) • As JAGGAER qualifies an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on • AE will contribute to the development of solutions being proposed for prospects • AE will assist in identification of the customer Return on Investment • AE will assist in gathering information for services Statement of Work • AE will be able to white board solution maps for customers • AE will be able to land and expand solutions • As JAGGAER develops the solution for an AE’s account, the AE must be able to articulate the questions that explain the value proposition, pricing, and competition in the sale • AE should be able to strategically position JAGGAER solutions relative to the competition and clearly differentiate JAGGAER’s unique offerings • Ability to execute on mutually agreed upon closing/project plans with prospects