• The Renewal Account Executive manages Rocket Software customers and partners, focusing on maintaining and growing renewal rates while building strong partner and customer relationships. • The role is centered on customer retention and identifying opportunities where customers may benefit from additional solutions. • Key responsibilities include communicating the value of maintenance and support, leading renewal discussions, preparing proposals, and ensuring renewals are completed before their due dates. • The Renewal Account Executive also serves as a liaison between customers and the appropriate Rocket teams to help resolve escalated issues and support a smooth renewal experience. • This role owns the execution of the end-to-end contract renewal process, following established procedures and consistent renewal sales practices. • Build and Maintain Long-Term Customer Relationships (approx. 50%): Build and maintain trusted, long-term relationships with key customers, engage proactively with customers through regular, meaningful outreach, and understand, profile, and document customer needs, priorities, and business context to better support them. • Support Successful Renewals and Customer Retention (approx. 25%): Support customer retention and successful contract renewals, lead renewal discussions and manage renewal terms in close collaboration with customers, clearly communicate and reinforce the value of support services, and support pricing discussions as part of the renewal process, ensuring alignment and transparency. • Collaborate with Internal Teams (approx. 10%): Work closely with Sales Account Executives to support successful renewals and address any customer-related questions or concerns, act as a connector between customers and internal Rocket teams to ensure a smooth renewal experience. • Identify Growth and Expansion Opportunities (approx. 15%): Identify opportunities where customers may benefit from additional capacity or expanded solutions and partner with Sales Account Executives by referring relevant growth opportunities for further discussion.

• Develop and execute your strategic and tactical business plan to drive revenue in strategic named accounts assigned to you • Own the revenue number for your accounts: New customer acquisition, Expand existing relationships and install base, Define and land new strategic relationships, Provide thought leadership to customers and, when available, at industry events, Employ channel partners to grow adoption • Develop strong champions within your customers who actively advocate for Yubico • Reports to the RVP Sales, West/Tech • Coordinate with internal resources in a dynamically growing business to deliver an outstanding customer experience • When required work collaboratively to develop complex custom solutions

• Own the full sales cycle for retailer advertising partnerships within Instacart’s existing retailer network, from prospecting and pipeline development through scoping, contracting, launch, optimization, renewal, and expansion. • Identify, position, and sell retailer-dedicated ad units and cross-channel solutions (on-site and off-site), partnering with Product, Marketing, and Yield to craft packages that map to retailer objectives and deliver measurable ROI. • Work hand-in-hand with the Business Development retailer team to align account strategies, convert platform relationships into advertising revenue, and create cohesive joint plans for growth. • Translate performance data into clear narratives, proposals, and QBRs; set targets, monitor KPIs, and drive optimizations that lead to renewal and upsell. • Build repeatable playbooks, pricing guardrails, and best practices that support scale across Midmarket Ads and enable future teammates to execute with quality and speed. • Navigate cross-functional processes with Legal, Policy, Finance, and Off-Platform to structure terms, ensure compliance, and accelerate deal velocity in a dynamic, rapidly evolving environment.

• Build relationships with CIOs, IT executives, LOB executives, Program Managers, and other important partners. • Drive value-based growth within the account. • Expand the Databricks footprint into new business units and use cases. • Exceed activity, pipeline, and revenue targets. • Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce. • Use a solution-based approach to selling and creating value for customers. • Promote Databricks' Data Intelligence Platform powered by Apache Spark™ and Delta Lake • Prioritize opportunities and leverage appropriate resources. • Build a plan for success internally at Databricks and externally with your account