• Own the full sales cycle: Engage C-level executives, influence stakeholders across procurement, finance, IT, legal, and operations, and navigate long, complex deal cycles. • Drive new business: While supported by BDRs and marketing, you’ll proactively prospect and leverage your network to develop a strong pipeline. • Act as a strategic advisor: Understand enterprise procurement challenges and position Zip as a transformational solution for efficiency and cost control. • Solution-sell with vision: Demonstrate Zip’s immediate impact while aligning with customers’ long-term digital transformation goals. • Shape the future: As an early sales leader in a hyper-growth startup, help refine Zip’s sales strategy, process, and team culture. • Leverage best-in-class sales tools: Utilize Salesforce, Clari, ZoomInfo, LinkedIn Sales Navigator, and Outreach to optimize outreach and pipeline management.

• Manage multi-stakeholder deals from initial engagement to close, navigating long sales cycles and ensuring that the process aligns with enterprise buying patterns. • Identify and target key accounts in the mid-market and enterprise sectors, leveraging both inbound leads and proactive outbound strategies to build a robust pipeline. • Articulate the value of Spellbook's AI-powered solution through customized presentations, demos, and proposals that address the unique pain points of each enterprise prospect. • Cultivate and maintain relationships with senior-level decision-makers and influencers within target accounts to drive strategic initiatives and close deals. • Work closely with internal teams, including Product, Customer Success, and Marketing, to ensure that customer feedback informs our roadmap and that we continuously deliver value to our enterprise clients. • Maintain meticulous records of client interactions, sales activities, and pipeline status in our CRM to drive data-driven decision-making and forecasting. • Stay informed about market trends, competitor activities, and industry developments to position Spellbook as a thought leader in the legal tech space. • Other responsibilities as required.

• Conduct discovery and onboarding calls to identify client needs. • Follow up with prospects throughout the sales cycle to ensure their requirements are met. • Demonstrate the value of our products and services to potential buyers. • Contribute to the enhancement of our sales processes and documentation for yourself and others. • Maintain accurate and timely data in our CRM system to ensure our records are up-to-date. • Cultivate long-lasting, mutually beneficial relationships with external contacts and internal teams to enhance the customer experience. • Work cross-functionally with IT to complete any RFP or security questionnaires as part of the sales cycle. • Collaborate within and outside of the Sales team to share knowledge, learnings and continuously improve sales practices. • Relay feedback from prospects to our product team to inform future developments. • Perform any additional tasks assigned by management that contribute to the improvement of the sales team or achievement of revenue goals, including but not limited to attending events/conferences or hosting internal training sessions. • Other responsibilities as required.

• Identify and execute upsell and cross-sell opportunities by analyzing customer usage, license utilization, and engagement data. • Conduct discovery and expansion calls to uncover customer needs and align them with higher-tier plans and additional features. • Maintain and enhance customer relationships to ensure long-term value and account expansion. • Develop and implement automation playbooks that trigger expansion opportunities based on customer activity. • Present data-driven recommendations to customers that align with their evolving goals and business needs. • Work closely with the Product team to relay customer feedback that informs future developments and optimizations. • Consistently meet or exceed expansion revenue targets and contribute to the overall sales team’s success. • Ensure accurate and timely data entry in HubSpot for pipeline and forecasting accuracy. • Collaborate cross-functionally to continuously refine and improve the expansion playbook. • Other responsibilities as required.