• Develop and execute a territory strategy for UK and Ireland, with some possible accounts in EMEA as well. • Understand and address the specific data governance, privacy and regulatory challenges faced by organizations in the market. • Tailor messaging and sales strategies to align with regional buying behaviors, procurement processes and business culture. • Identify and qualify potential clients through market research, prospecting, and outreach. • Grow the install base in assigned territory. • Develop and maintain a robust pipeline of qualified leads using CRM tools and sales enablement platforms. • Create and deliver compelling sales presentations tailored to client needs. • Leverage a sales methodology to articulate a clear value proposition tied to strategic goals. • Conduct deep discovery sessions to understand complex business drivers and prioritize key initiatives. • Dives deeply into discovery, surfaces metrics tied to business outcomes, identifies decision-makers (Economic Buyers) and aligns insights with MEDDPICC or similar criteria. • Crafts and delivers compelling business cases linked to ROI and business transformation. • Clearly differentiates the Exterro solution from competitors. • Manage complex, multi-million-dollar sales cycles with multiple stakeholders. • Accurately forecast based on Command of the Sale insights. • Navigates complex negotiations with multiple stakeholders and secures alignment on key terms. • Demonstrates mastery of a sales process, mentors peers, and actively refines processes based on insights. • Build trusted, long-term relationships with German-speaking stakeholders, understanding regional nuances in enterprise sales cycles. • Manage the entire sales cycle, from initial contact to closing deals. • Build trusted advisor relationships with C-suite executives, key decision-makers and stakeholders within existing and prospective accounts. • Provide consultative guidance to clients to understand their business challenges and demonstrate how our SaaS solutions can address their needs. • Collaborate closely with marketing, product, and customer success teams to ensure seamless onboarding and implementation for new clients. • Meet or exceed sales targets, contributing to overall team goals and revenue growth.

• Identify new logo opportunities and win-back opportunities • Grow revenue stream by close cross-sell and select up-sell opportunities in existing customer base • Convert viable prospects to active clients • Map account strategies, aligning resources • Generate pipeline that leads to closed revenue and attainment against an annual quota • Maintain accurate client data throughout CRM system • Complete required D&B certifications • Additional duties as assigned.

• Align with the company's strategic objectives, handle and grow revenue and market share at designated Enterprise accounts to improve customer success at all levels in the customer organization. • Develop and deliver business plans to address customer and prospect priorities and critical needs. • Convey public and acquired intelligence about customer technology footprints, strategic growth plans, technology strategies and competitive landscape and trends • Introduce domain product and service experts/specialists while maintaining account oversight. • Own account relationships and drive overall customer success for these assigned accounts. • Build consensus and develop relationships at multiple levels – executive sponsors, influencers and decision makers. • Lead large scale transactions to close large scale deals. • Build pipeline, forecast business, lead the internal team, communicate key updates and competitive intelligence. • Exceed quarterly and annual new and expansion software subscription, renewals, professional service and training business goals.

• Conduct effective sales calls and product demonstrations to highlight key features, benefits, and value propositions • Address prospect questions, handle objections, and demonstrate how the offering solves their business needs • Build and maintain strong prospect and client relationships • Understand their business challenges, goals, and workflows • Establish credibility and position the company as a trusted advisor • Qualify inbound and outbound leads by assessing business fit, pain points, budget, and buying intent • Ensure only viable opportunities enter the sales pipeline • Manage and track opportunities using CRM tools • Maintain accurate, updated records of all engagements and activities • Prioritize leads and manage time effectively to meet or exceed sales targets • Use strong negotiation skills to drive win-win agreements • Understand budgets, decision-making processes, and timelines to navigate the sales cycle and close business successfully • Partner closely with Customer Success, Marketing, and Product teams to ensure seamless handoff of accounts and alignment across the sales strategy • Stay informed about industry trends, competitor offerings, and market conditions • Provide insights to internal teams to continuously refine sales strategies and product positioning