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

• Proactively identify, pursue, and close new enterprise-logo business across the region • Build, plan, and execute industry-focused sales strategies to maximize success in your assigned area • Deliver compelling pitches and demos that showcase the strategic value of Introhive’s relationship intelligence platform to C-suite stakeholders • Self-generate opportunities, while partnering cross-functionally with pre-sales, inside sales, marketing, and customer success to win and onboard key accounts • Own your pipeline using Salesforce, keeping accurate forecasts and maintaining all account activity records • Stay up-to-date on industry trends, target account developments, and competitive solutions, always seeking to uncover new opportunities • Represent Introhive at client meetings, industry events, and workshops as needed

• Hunt & Win New Logos: You’ll own a defined territory and go after new business with a relentless focus. From cold outreach to warm referrals, ABM campaigns, and industry events, you’ll leave no stone unturned in building your pipeline and closing deals. • Deliver Strategic Solutions: You’re not just selling software—you’re solving critical business challenges. Translate complex solutions into compelling, customized pitches for scientists, IT leaders, and executives. • Lead Complex Deals: You’ll navigate enterprise-level sales cycles, lead multi-stakeholder negotiations, and close high-value deals (often $1M+ ACV). • Be the Voice of the Customer: Work closely with marketing, product, and customer success to ensure a seamless experience and long-term relationships, while continuously uncovering new opportunities in your territory. • Drive Your Own Success: Follow a proven sales methodology, stay on top of market trends, and relentlessly pursue growth—there’s no limit to what you can achieve here.