• Lead end-to-end sales cycles with large, complex organizations, driving new logo acquisition and expanding strategic relationships. • Execute rigorous pipeline management and accurate forecasting, leveraging sales methodologies such as MEDDIC/MEDDPICC to ensure consistent quota overachievement. • Develop and deliver compelling, tailored pitches and product demonstrations that connect our technology to long-term client goals. • Engage and build trusted partnerships with key stakeholders, including C-suite executives and cross-functional leaders. • Provide complete and appropriate solutions for every customer in order to boost revenue growth, customer acquisition, and profitability. • Maintain an accurate and up-to-date forecast for every open opportunity and keep clean data in Salesforce and other relevant systems. • Collaborate cross-functionally to share important information and insights about client and market findings to improve marketing and sales activities. • Mentor junior sales staff and contribute to a high-performance sales culture. • Innovate and problem-solve, providing customer feedback to influence product and program enhancements.

• Takes national and zone strategies and develops/applies sales strategies to assigned accounts in designated territory or region and to new/developing business • Prepares and delivers presentations by compiling information from internal/external sources • Understands the segments in which the company’s customers operate and the unique challenges to each • Understands the financial implications of decisions on the customer and the company • Ensures the success of new products through targeted sales strategies and product launches • Identifies and shares best practices • Conducts gap/opportunity analysis with costing implications using basic financial measures • Anticipates and addresses execution issues/objectives before they become a problem • Interacts with internal cross functional teams and with distribution partners • Interfaces across functions at the customer to develop mutually beneficial programs and solutions • Understands product portfolio tactics and how they are used to achieve company objectives • Take responsibility for individual development including, but not limited to on-boarding, sales training, sales skills and tools training, and team training • Other duties as assigned

• Identify and pursue new business opportunities with a relentless drive to achieve and exceed sales targets within a defined geographic territory • Perform product demos to prospects while taking initiative in building and maintaining client relationships • Partner with internal resources to provide a stellar experience for prospective customers • Investigate and understand client needs and industry trends with a high level of interest • Apply your curiosity to problem-solving, asking insightful questions and developing innovative solutions • Independently identify and pursue new business opportunities, managing your own schedule and workload

• Serve as the primary point of contact and fully manage an Enterprise territory account list • Achieve sales goals and meet activity quota requirements • Prospect for self-generated opportunities within your book of business for highly qualified and credible pipeline and respond to inbound demo requests • Demo Muck Rack at meetings, on calls and at events • Negotiate contracts and close deals