• Own the end-to-end sales process from initial lead contact, to demo, discovery, navigating stakeholders and processes, and finally through agreement signing • Approach opportunities with curiosity and a desire to help their business succeed • Develop a strong pipeline via a combination of primarily inbound and select targeted outbound activities • Be the quarterback inside and out – manage the project with your customer and communicate with the various Northbeam groups to drive the opportunity • Appropriately qualify and determine customer fit and how to derive value from Northbeam’s product platform best • Manage the relationship with the customer and create a sense of partnership, and become a trusted advisor • Keep an organized deal pipeline in the CRM, keep track of the required data, and log activity as if you were running a business unit • Be the ongoing main point of contact for various customer-facing communications from initial sales calls through customer success • Represent the client perspective in internal workflows; collaborate with marketing, product, and engineering teams – call out interesting elements and help derive sales insights • Actively participate in industry events to increase the market presence of Northbeam throughout the industry • Be a true team player – share success stories, best practices, and talk through challenges openly

• Develop, own, and execute your business plan for the assigned territory • New business prospecting and development, including cold calling; scheduling and conducting client introductions, face to face client meetings • Preparing presentations, demonstrations, basic RFP and proposals • Protect existing accounts, increase revenue and profitability by upselling additional products and services and cross selling applicable Safe Fleet products • Communicate the Safe Fleet story and value proposition to customers • Review sales leads, pending orders and technology upgrades, and develop action plans to progress each cycle • Complete all weekly pipeline and activity reporting in accordance with Safe Fleet forecasting cadence • Actively contribute to usefulness of CRM; ensure information is updated daily on accounts in pipeline, maintain a record of all activities inside of each account and identify competitive information on accounts • Represent the company at networking functions, speaking engagements and other industry-related events • Keep pulse of ongoing market and competitor analysis to stay in tune with competitor activity and effectively communicate findings cross-functionally to sales peers and product management • Maintain knowledge of Safe Fleet products related to school bus • Establish and foster relationships with current and prospective customers through a variety of selling techniques.

• Develop, own, and execute your business plan for the assigned territory • New business prospecting and development, including cold calling; scheduling and conducting client introductions, face to face client meetings • Preparing presentations, demonstrations, basic RFP and proposals • Protect existing accounts, increase revenue and profitability by upselling additional products and services and cross selling applicable Safe Fleet products • Communicate the Safe Fleet story and value proposition to customers • Review sales leads, pending orders and technology upgrades, and develop action plans to progress each cycle • Complete all weekly pipeline and activity reporting in accordance with Safe Fleet forecasting cadence • Actively contribute to usefulness of CRM; ensure information is updated daily on accounts in pipeline, maintain a record of all activities inside of each account and identify competitive information on accounts • Represent the company at networking functions, speaking engagements and other industry-related events • Keep pulse of ongoing market and competitor analysis to stay in tune with competitor activity and effectively communicate findings cross-functionally to sales peers and product management • Maintain knowledge of Safe Fleet products related to school bus • Establish and foster relationships with current and prospective customers through a variety of selling techniques.

• Drive New Business & Exceed Quota: Independently build and manage a robust sales pipeline, consistently meet and exceed revenue targets through effective prospecting, qualification, and closing of major accounts. • Channel Partner Management: Develop, maintain, and grow strong, mutually beneficial relationships with key channel partners. • Cybersecurity Product Expertise: Demonstrate proven hands-on sales experience with SIEM, SOAR, and EDR solutions. • Greenfield Territory Development: Ability to enter successfully and expand into untapped markets or new verticals. • Strategic/ Major Account Sales: Experience managing and expanding relationships with strategic accounts or large enterprise customers. • Presentation & Communication: Deliver compelling presentations and articulate product value clearly at all levels. • Team Collaboration: Work in close alignment with Solutions Engineering, Customer Success, Product, and Marketing functions to ensure strategy alignment and optimal customer outcomes. • Forecast & Pipeline Management: Maintain accurate pipeline reports and expert-level forecasting.