• Lead the end-to-end post-sales customer journey for your assigned book of business, identifying opportunities to expand and retain clients. • Build and mature a pipeline within the Brazilian and LATAM territories through proactive outbound activity. • Own the end-to-end sales cycle for net-new customers, navigating both short and long sales cycles. • Collaborate cross-functionally with SEs, SDRs, and Marketing "pods" to anchor the team toward mutual growth goals. • Build strong relationships with key stakeholders in DevSecOps, Development, and Digital Transformation teams. • Shape the way LATAM organizations adopt secure development practices by articulating the value of Snyk’s AI-powered tools.

• Actively seek sales opportunities in collaboration with peer Sales teams, Inside Sales and Partnerships to generate qualified opportunities • Utilize information gathered during the needs analysis phase to partner with the Solution Consulting team to deliver a compelling demonstration of the Workiva platform, creating a customer belief in the necessity of Workiva solutions • Skillfully address objections, removing obstacles to gain commitment, solving various client problems with the best possible solution • Lead the sales process naturally - guiding it to closure by effectively showcasing Workiva's value proposition • Regularly and promptly update customer relationship management tools to report customer contacts • Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales • Develop and deliver strategic account planning with purposeful action to secure sales success • Rally internal support to pursue an account and optimize internal resources • Prioritize selling activities and ensure timely follow-through • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset

• Re-engage past customers and convert dormant accounts into active buyers • Manage and convert inbound leads into confirmed orders • Execute consistent follow-ups across calls and email • Identify upsell opportunities during every client interaction • Manage a large book of business with ongoing engagement • Proactively suggest product ideas, event-based merchandise, and seasonal campaigns • Build relationships across multiple stakeholders within client organizations • Ensure repeat business and prevent account churn • Learn and navigate SKU-based product catalogs and ordering systems • Create accurate quotes, pricing, and order details • Coordinate with suppliers on product availability and customization • Manage order lifecycle with high attention to detail • Maintain accurate and up-to-date records in HubSpot • Track all activities, follow-ups, and opportunities • Ensure pipeline visibility and reporting accuracy • Log communication activity consistently • Achieve monthly sales and activity targets • Complete onboarding and required certifications • Contribute ideas to drive larger enterprise deals

• Prospect, pitch, and close new healthcare facility partners through field sales and local business development • Manage and grow relationships with existing customers to deepen engagement • Conduct in-person meetings, demos, and site visits across your territory • Develop a deep understanding of your local healthcare landscape and competitors • Partner with internal teams to deliver an excellent customer experience • Maintain clear pipeline and activity tracking in CRM (B2B Sales Environment) • Spend 4 days per week in the field meeting with customers and prospects