• Own new ARR and expansion targets across Spanish LATAM markets • Drive pipeline generation, conversion, and enterprise deal execution • Develop country-level GTM strategies for priority markets • Build localized sales motions across Mexico, Colombia, Argentina • Adapt pricing, packaging, and messaging to regional dynamics • Identify vertical opportunities (e.g., retail, fintech, CX automation) • Build and lead Spanish LATAM sales team (AEs / SDRs / partnerships) • Partner with Brazil leader to share playbooks and best practices • Establish regional forecasting and operating cadence • Expand enterprise motion and >$3K ACV segment in LATAM • Drive strategic accounts and partner-led deals • Improve win rates and deal velocity • Partner with Marketing on regional demand generation • Partner with Product on regional requirements & localization • Partner with RevOps on forecasting and performance metrics

• Customize Product Marketing-approved positioning for specific B2B buyer types, verticals, and agency audiences • Build enablement materials for advertisers and agencies that demonstrate how epocrates’ audience relevance, timing, and context drive better outcomes than traditional, reach-based approaches • Develop and maintain core sales enablement materials, including pitch decks, case studies, objection-handling tools, and messaging guides • Design and deliver sales training programs that enable sellers to lead with the epocrates audience and clearly articulate the value of audience—first healthcare media • Implement and manage a sales certification program to ensure consistent, audience-led selling of epocrates’ digital media solutions across the organization • Capture frontline deal feedback and translate insights into actionable recommendations for Product Marketing and Commercial Leadership • Maintain enablement systems and content libraries, ensuring sales teams have easy access to accurate, current messaging, training, and supporting materials

• Identify, pursue, and close new business opportunities across assigned markets and industries. • Proactively prospect through outbound efforts including calls, emails, social selling, networking, and account-based strategies. • Own and execute territory and account plans aligned with Blanchard’s growth objectives. • Own the full sales cycle from initial outreach through close, including discovery, solution alignment, proposals, and negotiation. • Position Blanchard as a trusted advisor by understanding client challenges and aligning solutions to organizational goals. • Partner closely with Marketing, Sales Development Representatives, Solution Architects, Client Success, and Delivery teams to ensure alignment and execution.

• Own new ARR and revenue targets across DACH and, over time, broader Europe • Convert pipeline into revenue through strong deal execution • Improve win rates, sales cycle efficiency, and pipeline progression • Define KPIs, quotas, and compensation models as we scale • Personally run and close key deals, especially in mid-market • Model best-in-class discovery, demos, negotiation, and closing for the team • Build and scale the DACH sales team for Secfix • Hire, coach, and develop Account Executives and BDRs • Run structured deal reviews and pipeline reviews • Foster a high-performance culture focused on accountability and learning • Lead the BDR team responsible for outbound prospecting and meeting generation • Ensure consistent prospecting activity and outreach performance • Improve meeting quality and opportunity creation • Optimize the BDR → AE handoff and pipeline quality • Establish and refine our sales process and qualification framework • Build predictable forecasting and pipeline management • Maintain strong CRM discipline and pipeline visibility in HubSpot • Ensure accurate forecasting and clear pipeline reporting