• Own net-new expansion revenue across a portfolio of up to 200 mid-market and enterprise accounts, with success driven by prioritization and depth rather than blanket coverage. • Proactively hunt for expansion opportunities, with a strong focus on selling Paligo into sister companies and holding companies connected to existing customers. • Self-generate 30–40% of expansion pipeline through outbound prospecting, stakeholder mapping, and targeted account outreach. • Lead full expansion sales cycles, from discovery through evaluation, negotiation, and close, often spanning multiple quarters. • Build and maintain multi-threaded relationships across documentation, product, engineering, IT, procurement, and executive stakeholders. • Run structured account planning to identify whitespace, expansion triggers, and prioritization across a large account portfolio. • Navigate enterprise buying processes including procurement, legal, security reviews, and RFPs when required. • Collaborate closely with Customer Success (who owns renewals) to align on account health and timing, while retaining full ownership of expansion opportunities. • Partner with Sales Engineering and RevOps to execute high-quality evaluations, maintain forecasting accuracy, and scale repeatable expansion motions. • Feed expansion insights back to Product and GTM leadership as Paligo’s product portfolio evolves.

• Generate revenue from subscription license sales, service sales and maintenance services • Work within an assigned multi-state territory of mid-market companies ($400M - $100B+) • Steer the execution of the sales cycle • Identify and manage various indirect sales channels • Sell directly to executive-level decision-makers • Utilize business partners to supplement offerings and provide implementation services

• Generate revenue from subscription license sales, service sales and maintenance services • Work within an assigned multi-state territory of mid-market companies ($400M - $100B+) • Steer the execution of the sales cycle • Identify and manage various indirect sales channels • Sell directly to executive-level decision-makers • Utilize business partners to supplement offerings and provide implementation services

• Drive net-new revenue by hunting into industrial accounts with complex logistics and supply chain challenges • Lead value-based discussions on how AI improves planning, inventory optimization, transportation, and logistics execution • Position IFS logistics solutions as AI-driven, industry-specific, and operationally proven • Engage senior supply chain, finance, operations, and IT leaders in outcome-focused conversations • Close large, multi-stakeholder opportunities with 6-7 digit ACV • Collaborate with industry sales teams, logistics specialists, and solution consultants to execute a unified GTM strategy.