• Prospecting & Lead Generation: Identify, reach out to, and qualify SMB prospects through calls, emails, and social media channels. • Sales Presentations & Demonstrations: Conduct product demos and presentations, both online and in person, showcasing Dozuki’s capabilities and ROI. • Pipeline Management: Manage and track prospect interactions through our CRM, ensuring timely follow-ups and clear pipeline visibility. • Relationship Building: Collaborate with marketing and customer success teams to nurture prospects and build strong, long-term client relationships. • Quota Attainment: Consistently meet or exceed monthly and quarterly sales targets while maintaining high levels of customer satisfaction. • Market Feedback: Gather and communicate market insights and customer feedback to inform product roadmap and sales strategy.

• Manage full-cycle sales for enterprise accounts with 10,000+ employees or $1bn+ in revenue. • Own a $1M+ annual quota with a focus on multi-threaded deals across Marketing, Data, and Operations teams. • Build and execute regional GTM plans to target priority verticals including Retail, eCommerce, Travel, Financial Services, and SaaS. • Partner closely with Sales Engineers, Legal, and Product to tailor solutions and negotiate complex contracts. • Facilitate consultative discovery calls and customized demos for VP and C-level decision-makers. • Manage a mix of outbound and inbound pipeline, supported by SDRs and Marketing. • Collaborate with partners (e.g. Google Cloud, LinkedIn, Snowflake) to co-source opportunities and expand reach. • Work with Agencies and Solution partners to engage new prospects and co-sell where appropriate. • Accurately forecast pipeline and maintain clean CRM hygiene in Salesforce.

• Delivering against agreed new business sales targets, revenue and new logo customer acquisition • Selling into companies across a number of industries including Sharing Economy, Gaming, Fintech, Banking and more. • Identification and development of opportunities with successful pipeline and process management through to deal completion • Market mapping and researching prospects and their business needs and drivers - building relationships across target customers • Networking and event attendance and management • Compelling articulation of Jumio’s offerings and competitive products, pricing and proposal models • Closing deals resulting in the taking of market share from competitors • Developing contacts through calls, emails, meetings and conferences • Asking great questions to obtain detailed information to deliver effective solution presentations to prospects • Maintaining accurate records of all sales activities for purposes of maintaining and further developing the Jumio’s sales pipeline • Developing lasting, positive and productive relationships with Jumio’s clients - securing referrals and testimonials that lead to new business opportunities • Working collaboratively with colleagues in pre-sales, marketing and account management to provide outstanding customer experience

• Effective prospecting and lead management building a 3-5X pipeline within your territory • Predominant focus on closing business in companies with between 51 and 1000 employees • Managing and reporting a sales pipeline within our CRM, bringing the visibility of the revenue accurately, quarterly • Territory planning and any sales support required • Focus on activities and opportunities delivering short term and long-term revenue • Effective and regular networking to attract and influence Partner sales and grow our Partner relationships • Use your existing relationships to recruit and onboarding new partners, get them to agree to engage in proactive demand generation activities • Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities • Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team. Proactively communicate with Bitwarden sales leaders on the channel pipeline and forecast • Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers. Build and execute joint partner business plans with measurable success • Set financial goals for focus partners and ensure goals achievement • Drive multiple key channel initiatives in parallel across technical, professional services, and sales