• Develop and execute comprehensive sales strategies to achieve revenue targets and market share growth within the banking and credit union sectors. • Growing and maintaining a healthy sales funnel at all times • Monitor and analyze sales performance metrics, providing regular reports to the executive team via KPI's in the context of the Goalsetter strategic plan. • Present the Goalsetter solution to clients, including product demos and sales presentations. • Understand B2B customer needs and partner with the product, engineering and marketing teams to develop solutions that align with their objectives. • Collaborate with Finance and Customer Success to ensure client solutions are profitable, innovative and effective. • Establish and maintain strong relationships throughout the sales cycle with key clients, acting as a trusted advisor and primary point of contact. • Identify new business opportunities and partnerships to drive growth. • Determine key industry events that Goalsetter should have a presence at and collaborate with Marketing on effective strategies for Goalsetter to optimize sales. • Conduct market research to stay abreast of industry trends, competitive landscape, and emerging technologies. • Represent the company at industry events, conferences, and networking opportunities to enhance brand visibility and reputation. • Work closely with the executive team to align sales strategies with overall business goals and long-term strategy. • Communicate sales plans, progress, and challenges to stakeholders, ensuring transparency and alignment.

• Act as subject matter expert in our solution (IWMS, PropTech, ReTech highly preferred) • Work alongside Sales Engineers to facilitate and enhance our demos • Lead structured discovery conversations to uncover strategic, financial, and operational issues • Align Tango’s platform to clearly defined customer outcomes • Executive-level credibility in customer conversations • Develop compelling business cases that demonstrate ROI, risk reduction, and enterprise value • Own the sales cycle: qualification → proposal → negotiation → close • Mentor more Jr-level Sales Reps • Maintain accurate pipeline hygiene, deal stages, and forecasting in Salesforce

• Full-cycle Ownership: Own the sales cycle: qualification → proposal → negotiation → close. • Consistently deliver against a high-performance quota. • Sell multi-module SaaS solutions into enterprise buying committees. • Engage senior stakeholders including C-suite, SVP, and VP-level executives. • Generate opportunities through a mix of outbound outreach, inbound leads, partners, referrals, and events. • Partner closely with Sales Engineering, Marketing, and Leadership to advance deals. • Pipeline Development: Build and maintain a 4× quota pipeline through disciplined outbound activity and inbound follow-up. • Cold & Warm Prospecting 400+ outreaches weekly • Maintain accurate pipeline hygiene, deal stages, and forecasting in Salesforce. • Value-Led Selling & Industry Champion Lead structured discovery conversations to uncover strategic, financial, and operational issues. • Align Tango’s platform to clearly defined customer outcomes. • Executive-level credibility in customer conversations. • Translating client needs into compelling solutions; use case studies, ROI projections, upsell & cross-sell where relevant. • Develop compelling business cases that demonstrate ROI, risk reduction, and enterprise value. • Navigate complex buying processes using MEDDPICC-aligned qualification.

• Serve as the primary commercial point of contact for assigned clients, owning the relationship throughout the post-sale lifecycle • Build and maintain trusted relationships with key client stakeholders, aligning solutions to business objectives and long-term roadmaps • Drive revenue growth through consultative selling of Atlassian licenses, professional services, and managed services offerings • Identify and pursue expansion opportunities within existing accounts, as well as targeted net-new prospects • Lead with a consultative, solution-selling approach, focused on understanding client challenges