• Gain the trust of engineers, senior IT and business executives within key accounts and create long-term partnerships. • Qualify leads and opportunities with MEDDPICC framework. • Proactive research, networking and prospecting into top prospect companies in your assigned territory. • Responsible for building and managing a sales pipeline cross selling solutions into customers and prospects. • Understand and focus on the named account, customer and top prospect, territory list to drive enterprise growth. • Present and demonstrate CloudBees value and offerings to prospective customers. • Work closely and collaboratively with Regional SIs, AWS and GCP.

• Actively create and pursue leads and opportunities in the stated territory. • Drive new customer adoption, cross sell opportunities, and high renewal rate through the in the territory. • Build relationships with key customer stakeholders including C level customer representatives. • Build relationships with key channel and partner organizations within your territory • Identify customer’s solution requirements and engage Sales Engineering, Marketing and Channel to provide support throughout the sales cycle • Qualify opportunities identified through research, internal sales teams, specific marketing campaigns, procured databases, reseller databases and incoming evaluations to determine the size, value, structure and business issues and make decisions as to whether the opportunity should be pursued. • Adherence to the Sophos CRM of choice (Salesforce) in line with the cadence set by Sophos management’s reporting and forecasting standard • Maintain relationship with existing strategic partners and work with them to ensure business retention and develop business growth through cross sell and new business acquisition. • Develop and maintain detailed knowledge of Sophos products, services and also that of Sophos competitors to a high standard.

• Own your revenue number • Own leading and lagging indicators tied to pipeline generation, deal progression, and closed revenue • Build and maintain a healthy pipeline through a mix of outbound, partner-sourced, and event-driven opportunities • Run a tight sales process from first touch through close, with crisp forecasting and CRM hygiene • Manage deal cycles of 60–120 days across multiple stakeholders, buying committees, and compliance/legal reviews • Expand revenue via multi-threading, influencing executives, and reframing customer business cases • Generate pipeline through high-quality outbound working alongside your SDR: sequences, social selling, signal-based outreach, and personalization • Attend industry events, roundtables, and conferences, and turn those rooms into real opportunities • Build strong relationships with digital agencies, who influence key buying decisions • Develop partner go-to-market plays that help accelerate pipeline creation and deal momentum • Build repeatable outbound motions that other AEs and SDRs can learn from • Lead deep, consultative discovery that uncovers business problems, required capabilities, and success metrics • Build account plans with whitespace mapping, multi-threading paths, and clear executive alignment strategies • Drive deals forward with crisp next steps, mutual action plans, and alignment on decision criteria • Work cross-functionally with Product, Sales Engineering, Marketing, and Partnerships to win complex deals • Master competitive differentiation and objection handling across privacy, compliance, data, and activation • Develop a deep understanding of Freshpaint’s value, capabilities, and architecture • Become knowledgeable about healthcare data privacy, HIPAA, tracking changes, and the broader MarTech ecosystem • Educate prospects on the changing regulatory environment and why modern data infrastructure is required to stay compliant • Clearly communicate technical concepts to diverse audiences (marketers, PMs, engineers, data teams, and executives) • Maintain rigorous CRM accuracy (HubSpot) across pipeline, forecasting, and next steps • Run detailed qualification using MEDDIC/Command of the Message or similar frameworks • Communicate deal status and risk clearly to sales leadership • Track personal performance metrics and continuously improve your conversion rates, outbound effectiveness, and sales velocity • Contribute to repeatable playbooks, messaging, and GTM learnings for the broader team • Present to and influence CMOs, CPOs, General Counsels, VPs of Marketing, and VP-level executives • Drive strong executive presence in meetings, events, and customer workshops • Build long-term executive relationships that lead to both initial wins and future expansion • Serve as a trusted advisor who deeply understands the customer's business, risks, and strategic priorities

Remote - Must be in the U.S. Eastern Time Zone About Us Reachdesk is the first truly end-to-end SaaS global gifting and swag platform, helping B2B companies create meaningful connections with prospects, customers, and employees: while driving measurable ROI. We believe gifting is more than just a transaction: it’s about building genuine human connections that fuel business growth. Whether you’re engaging prospects, celebrating customers, or recognizing employees, our platform makes it easy to deliver personalized gifts, branded swag, and unforgettable event & brand experiences at scale through automated sourcing, storage, and global delivery. Trusted by many of the most recognized names in technology and SaaS, Reachdesk integrates effortlessly with your marketing, sales, and HRIS tech stack and is powered by a world-class team with hubs in New York, London, and Lisbon. We’re growing and looking for an Account Executive to join us. About the Role Reachdesk is seeking a quota-carrying Account Executive to drive expansion revenue across our existing client base for Swag / branded merchandise. Your goal will be for our clients to leverage Reachdesk as their primary branded merchandise vendor to support gifting strategies, event shipments, internal reward programs, and more. You’ll run a full-cycle expansion sales motion inside your book of business, including prospecting for whitespace, building pipeline, leading discovery, developing proposals, negotiating terms, and closing business. This is a high-impact role where you’ll combine consultative selling with a world-class customer experience, becoming a trusted advisor who consistently earns repeat spend and long-term client loyalty. Key responsibilities: - Own a quarterly expansion target and consistently meet or exceed quota within a defined portfolio of existing clients - Proactively identify and pursue growth opportunities across accounts by mapping teams, stakeholders, and budget owners - Build and deepen multi-threaded relationships by developing champions, expanding across departments, and driving decision-maker alignment - Lead discovery to uncover customer objectives, pain points, timelines, and success metrics - Develop and present proposals, pricing, and recommendations tied to customer goals - Create demand and capture budget by introducing new swag use cases, packaging repeatable programs to drive reorders, and building a compelling business case - Partner closely with our Vendor Management team to shape feasible solutions and ensure a smooth post-close handoff and execution - Collaborate with Customer Success, Account Management, and Supply Chain to align on account strategy and growth plans - Maintain accurate forecasting, pipeline tracking, and performance reporting - Be a key voice of the customer by surfacing feedback to improve results, messaging, product, and developing account plays - Represent Reachdesk at customer meetings, events, webinars, and partner gatherings to deepen relationships and uncover new opportunities About You - 3+ years of quota-carrying sales experience in branded merchandise, swag, promotional products, print/fulfillment, or creative services - Proven track record of exceeding quota and expanding existing B2B accounts through consultative selling - Commercially sharp: able to ask great questions, uncover opportunities, communicate value, and win budget - Exceptional communication, influencing, and presentation skills - confident with executives, buyers, and cross-functional stakeholders - Self-motivated and highly organized, thrives in a fast-paced environment with high activity and continuously improving offerings - Proficient with CRM and sales productivity tools (Salesforce experience preferred) - Strong team player with a positive, collaborative attitude and clear cross-functional communication About the benefits —Here are just some - Competitive salary, stock options, and 401(k) matching program - Dental, audio, visual, and life insurance - Flexible PTO - A super collaborative working culture populated by innovative, fun, and dedicated people *Reachdesk believes a diverse team helps us achieve our mission faster, and we actively welcome applicants from all backgrounds. Compensation is based on standardized salary ranges by role, level, and location—benchmarked against similar-size companies. Final offers reflect a mix of factors including experience, skills, and role fit, and may vary from the listed range. Privacy Policy: We process personal information submitted as part of your application in accordance with the Reachdesk Candidate Privacy Notice. Please review it here: www.reachdesk.com/candidate-privacy-policy US Salary $120,000—$140,000 USD