• Own the end-to-end commercial sales cycle from prospecting through close, consistently delivering against revenue targets while maintaining accountability and follow-through (Change Agility). • Apply Data-Driven Decision Making to manage pipeline health, forecast accurately, prioritize opportunities, and evaluate deal risk using CRM insights, customer signals, and performance metrics. • Use First Principles Problem Solving to deeply understand customer security challenges, break down complex buying scenarios, and clearly articulate differentiated value grounded in customer outcomes. • Demonstrate Change Agility by adapting quickly to evolving customer needs, product capabilities, territory dynamics, and market conditions while maintaining momentum and clarity. • Develop and execute strategic account plans that expand HackerOne’s footprint within existing customers and drive new logo acquisition across the commercial segment. • Partner cross-functionally with Sales Engineering, Marketing, Product, and Customer Success to deliver a cohesive customer experience from initial engagement through long-term value realization. • Collaborate with Channel Partners in your territory to identify, develop, and co-sell opportunities, adjusting engagement models as partner strategies and market dynamics evolve. • Leverage an AI First mindset by thoughtfully using AI-powered tools to improve prospecting, account research, deal preparation, and overall sales efficiency while exercising sound judgment and responsible use.

• Build and manage a sales pipeline to deliver $500k USD in B2B sales to meet annual sales quota • Manage entire sales cycle from converting market qualified leads into pipeline opportunities, through to leading bids, negotiating with procurement, and securing contract signature • Run outbound lead generation campaigns, including cold calling, to supplement inbound leads delivered by marketing • Develop subject matter expertise on relevant business, legal, compliance, and ethical trends and topics to act as a trusted advisor to prospective clients • Engage effectively with C-Level audiences including General Counsels, Chief Ethics & Compliance Officers, and HR Executives as well as other senior executives across functional areas and business units • Manage, track, and report all activities in Salesforce.com to ensure accurate company sales forecasting • Collaborate with internal teams to ensure the successful delivery of LRN programs • Partner with the territory leader on strategic market development opportunities

- Develop and maintain strong relationships with clients - Identify and pursue new business opportunities - Create and pitch compelling sales presentations - Negotiate contracts and close deals - Collaborate with internal teams to ensure client satisfaction - Meet and exceed sales targets and quotas - Analyze market trends and provide feedback for product improvements - Maintain detailed records of client interactions and sales activities in CRM software

• Drive regional expansion in the US by acquiring new Enterprise clients in the commercial segment (companies with up to €1B in annual revenue and up to 5,000 employees) • Value selling working directly with executive buyers including Chief Marketing Officers and Heads of Digital • Build and implement with an extended team a go-to-market plan to deliver maximum revenue potential for your territory • Work with and supporting the BDR & Partner team in outbound sales activities • Lead potential new customers through the sales journey and presentation of Storyblok’s solutions • Prospect new customers (min 20% of pipeline should be self generated and the best AEs target 100% self generation) • Nurture a small number of priority accounts to generate expansions into new divisions as well as product upsells from the launch of Storyblok FlowMotion and Strata in 2026 • Negotiation of commercial offers for customers • Navigate through the legal and procurement process in complex B2B SaaS sales • Maintain a healthy relationship with existing clients and support Customer Success in upselling into existing accounts • Evangelize the Storyblok vision through product demonstrations, in-market events, and account specific initiatives