• 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

• Develop and maintain strong relationships with SES-level leadership, Project Directors, and IT Procurement heads across the Commonwealth • Work with agencies to map Docusign solutions to the APS • Lead renewal negotiations and identify expansion opportunities within whitespace areas of existing and new Agencies to drive revenue • Act as a subject matter expert on how Docusign meets the Information Security Manual (ISM) requirements and IRAP assessments to provide peace of mind for sensitive data handling • Create multi-year account plans that align with the Digital Transformation Agency (DTA) guidelines and individual agency roadmaps • Lead regular reviews to demonstrate ROI, platform health, and how Docusign is helping the agency meet its KPIs • Forecast sales activity and revenue achievements accurately through proper use of sales tools

• Manage the sales process from start to finish • Generate opportunities by utilizing a variety of sales techniques • Utilize a solution-focused approach to selling and create value for clients • Maintain and build rapport with key decision-makers • Drive revenue and new business to develop a robust pipeline and strong book of business • Build, maintain, and document all sales activities in Salesforce CRM software including daily/weekly activities, pipeline, and forecast • Exceed activity, pipeline, and revenue targets • Complete ongoing security awareness training and comply with company policies to the requirements section • Identify and escalate security risks to the appropriate Executive Leadership Team member and actively contribute to remediation efforts • Other duties as assigned