• Develop bottom up and top-down analyses of market size, penetration, and product mix to help develop territories and whitespace/greenfield opportunities • Analyze and communicate monthly sales progress against major KPIs; provide areas of improvement • Provide ad hoc sales reporting to support wider sales org as well as visualize groups of reports into dashboards • Identify process inefficiencies, implement solutions, and track progress against end goal • Provide analyses on sales funnel to find bottlenecks in process and increase funnel velocity • Engage with sales org to consistently obtain feedback on systems, processes etc. to improve performance • Work with Finance team on annual setting of targets, quotas, etc. and maintaining them throughout the year • Work with Salesforce Admin team to ensure its structure can support enhanced sales productivity reporting and be the “source of truth” • Consistently look for ways to structure, streamline and automate reporting and processes • Ability to analyze large datasets and make sense of them in order to find operational improvements and scale • Maintain weekly sales forecast • Help with Board reporting and ensuring the accuracy of numbers/metrics reported • Other duties as assigned

• Create prospect/customer focused sales collateral (product and value-driven) that supports the full sales cycle and enables high-impact, transformative customer conversations. • Design and deliver structured coaching programs to uplevel sales representatives in MEDDPICC, SPIN, GreatDemo! and Sandler methodologies, improving discovery, objection handling, and negotiation skills. Establish a consistent cadence for ongoing training and reinforcement. • Dive deep into Gong sales calls understanding gaps in talk tracks around competition, product, value prop and messaging. Develop targeted, ad hoc enablement programs to address identified areas of improvement. • Lead cross-functional enablement initiatives, translating product launches, marketing messaging, and customer insights into actionable training and sales resources. • Develop and facilitate sales training for new hires and existing team members, covering industry context, product expertise, and core sales methodologies. Lead role-plays and practice sessions to reinforce learning and drive behavior change. • Partner closely with Product/Marketing and other cross-functional teams to translate feature capabilities into compelling, customer-centric sales narratives and messaging. • Own the enablement strategy for new and existing partnerships, ensuring sales teams are equipped to position, sell, and execute partner-led motions. Develop launch plans, training materials, and internal communications in collaboration with Partnerships, Product, and Marketing to drive successful adoption and revenue impact.

• Administrative support to the Director of Account Management • Scheduling meetings across the company (interviews, sales meetings, customer appointments etc.) • Support key projects and business initiatives by tracking deliverables of key team members and following up on outstanding items, escalating if required to leadership and identified issues and delay in completion of identified tasks. • Evaluate current process/procedures and close any gaps in or between departments by working with key stakeholders to develop new SOPs • Review Salesforce Pipelines and summarize key activity to Director of Sales • Ad-hoc research of items outside the normal scope of Sales Activity • Additional administrative duties include but are not limited to: Executive Calendar/Email management, program coordination and planning of key Commercial/Sales Outings that may require offsite research and full vendor analysis. • Data entry support for the Sales team related to customer information and feedback • Support sales team with reports, bridge communication, delegation of tasks • Organize and support National Sales meetings • Help manage a Sales calendar for RFP’s (i.e. ensuring we are all aware of key deliverable dates and ensuring marketing is in the loop) • Spear head a weekly update to meet with Sales Team to prioritize all outstanding requests and ensure they have been properly input into our tracking system (Salesforce Opportunity/Cases)

• Supports accurate, consistent, and transparent forecasting across the EMEA sales organization • Focus on disciplined execution of standardized forecasting processes • Clear weekly cadence and strong alignment with Key Account Managers (KAMs) • Execute weekly and monthly sales forecasts in line with EMEA standards and timelines • Build forecasts using defined forecast building blocks, ensuring all changes are tied to clear, data-based drivers • Maintain a clear forecast bridge explaining week-over-week changes • Monitor forecast accuracy and proactively flag risks and opportunities • Joint business planning with the retailers/distributors • Ownership of operational execution of forecast – tracking booked vs forecast, alleviating holds, etc. • Prepare and maintain core reporting, including POS trends, inventory ladder • Leverage AI models and standard reports to support forecast accuracy and visibility • Ensure data accuracy and resolve basic data or reporting issues