• Create and maintain account and territory plans in order to establish and achieve the territory’s sales objectives • Establish and foster a customer centric culture by establishing relationships with physicians and other hospital stakeholders • Adopt a sophisticated approach to professional growth through continuous improvement in the following areas: results orientation, adept management of product approval processes, territory development, and superior clinical knowledge • Contribute practices and creative suggestions to the other members of the team • Utilize computer based customer/account management systems to track contacts, activity and follow up • Complete timely activity reports and deliver monthly/quarterly business reviews as requested • Assist with trade show exhibits and attend periodic company sponsored sales meetings • Work with surgeons to increase exposure through SPR presentations at Grand Rounds, journal club meetings and poster presentations • Assist with identification of cases for case studies, white papers, and video library additions • Remain current in all RepTrax and similar third-party accreditation requirements to ensure full access to each target account • Complies with all aspects of the Corporate Compliance Program • Contribute and assist with project team activities as assigned, including team participation. • Coordinate and facilitate the hospital product approval process • Assist with identification of additional target hospitals and physicians within territory • Assist with training of surgeons and hospital staff

• Prospect into large Fortune 1000 companies while running an efficient sales process • Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts • Develop a deep comprehension of customer's business • Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI • Handle existing customer expectations while expanding reach and depth into assigned territory • Demonstrate resourcefulness when faced with challenges that defy easy solution • Have intuitive sense of necessary steps to close business and gain customer validation • Identify robust set of business drivers behind all opportunities • Ensure high forecasting accuracy and consistency

• Own the full sales cycle for mid-market customers, from discovery through negotiation and close • Lead structured, consultative discovery conversations to uncover customer security challenges and priorities • Present and demo XBOW’s autonomous pentesting platform to security, engineering, and executive stakeholders • Manage opportunities through a defined sales process with accurate pipeline tracking and forecasting • Partner closely with SDRs on account strategy and opportunity qualification • Navigate multi-stakeholder evaluations, security reviews, and procurement workflows • Share customer feedback, competitive insights, and field learnings with Product and GTM leadership • Consistently meet or exceed quarterly and annual revenue targets

• Own the full sales cycle for SMB customers, from discovery through close • Manage a high-volume pipeline and consistent deal execution • Conduct consultative discovery conversations to understand customer security needs, risk tolerance, and priorities • Present and demo XBOW’s autonomous pentesting platform to security, engineering, and technical stakeholders • Clearly articulate value tied to risk reduction, efficiency, and security outcomes • Partner closely with SDRs on lead qualification, account coverage, and follow-up strategy • Consistently meet or exceed monthly and quarterly revenue targets