• 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.

• Acquire & Expand: Drive revenue growth by landing new strategic logos and expanding our footprint within existing Global 2000 Life Sciences accounts. • Executive Alignment: Cultivate trusted advisor relationships with the C-Suite to elevate XM from a tool to a platform that builds strategic advantages for our customers. • Complex Negotiation: Lead commercial negotiations for multi-year enterprise agreements, skillfully navigating the procurement, legal, and security landscapes typical of the industry. • Develop and maintain in-depth knowledge of Qualtrics' solution offerings. • Finger on the Pulse: Act as the voice of the customer back to our Product teams, directly influencing the future development of how the Qualtrics XM Platform is deployed in Life Sciences and where market trends are headed. • Develop and maintain positive relationships with other functional areas internally at Qualtrics, e.g. Professional Services, Implementation, Subject Matter Experts, etc to ensure a collaborative approach to secure large enterprise engagements