• Own and expand a portfolio of enterprise accounts ($500M+ revenue), driving multi-threaded engagement across Security, Engineering, Product, Risk, Procurement, and executive leadership. • Develop and execute sophisticated account strategies that increase platform adoption, expand product footprint (e.g., Bug Bounty, Pentesting, AI Red Teaming, Code Security), and drive multi-year revenue growth. • Apply Data-Driven Decision Making to manage complex enterprise pipelines, forecast accurately, identify whitespace opportunities, and align expansion strategies to measurable customer outcomes and risk reduction metrics. • Use First Principles Problem Solving to break down enterprise security challenges, clarify stakeholder priorities, and architect durable, scalable solutions aligned to long-term security transformation initiatives. • Demonstrate AI First thinking by leveraging AI-enabled prospecting, account planning, and sales productivity tools to improve deal velocity, enhance executive preparation, and scale high-quality engagement across large accounts. • Exhibit Change Agility by navigating shifting enterprise priorities, regulatory environments, product evolution, and competitive pressures while maintaining consistent momentum in long-cycle deals. • Lead complex negotiations including MSAs, multi-year agreements, security reviews, and enterprise procurement processes in partnership with Legal, Finance, and Sales Engineering. • Partner cross-functionally with Customer Success, Sales Engineering, Product, Marketing, and Executive Leadership to ensure strong adoption, retention, and expansion within strategic enterprise customers.

• Own the renewal strategy starting nine months in advance, ensuring predictable, value-driven renewals • Lead quarterly and annual Executive Business Reviews (not sales QBRs) focused on overall partnership health, value realization, and a 12–18 month Evolution Roadmap • Translate internal product and finance updates into a strategic value narrative for the client • Monitor facility-level adoption, usage trends, and early intervention when usage drops (not just at renewal) • Lead escalations for high-impact facilities and enterprise stakeholders, coordinating solutions with appropriate teams • Drive consistency and standard operating expectations across enterprise regions • Quarterback feedback and root-cause reviews on key service metrics: Fill Rate, Time-to-Fill, and Reliability by role

• Be responsible for developing and maintaining relationships with existing customers with a focus on upselling via deal management • Perform account planning for assigned accounts, coordinating with pre-sales and other resources to ensure strategic alignment • Drive strategic add-on and renewal business of Workday solutions within Large Enterprise customers • Coordinate cross functionally with Workday’s internal teams (pre-sales, digital, value & bid-management, marketing, technical and sales support)

• Source, qualify, and close new inKind restaurant partners to meet or exceed monthly sales quotas • Maintain a consistent level of activity in order to keep a full pipeline including reviewing old leads and lost opportunities for potential re-engagement • Act as a trusted partner and subject matter expert to prospects and customers • Work closely with the Onboarding Team to ensure smooth launches for new restaurant partners • Work cross-functionally with Marketing and demand generation in order to continuously refine our acquisition approach • Build and maintain strong relationships with existing and potential partners in order to secure future leads and referrals • Accurately track and update deals and communications in Salesforce in real time