• Lead and Develop a High-Performing Team • Coach and develop Account Executives to consistently meet or exceed quota • Run focused 1:1s centered on deal quality, skills growth, and accountability • Support rep ramping and address performance gaps early • Foster a team culture rooted in ownership, collaboration, and high standards • Drive Pipeline Health and Forecast Accuracy • Lead weekly pipeline and forecast reviews focused on deal progression, qualification rigor, and next-step clarity • Improve predictability by strengthening inspection discipline and CRM hygiene across the team • Maintain appropriate pipeline coverage and proactively identify creation gaps • Reinforce structured, rep-owned outbound execution tied to measurable standards and pipeline outcomes • Use metric review and experimentation to improve outbound effectiveness over time • Support High-Quality Deal Execution • Coach reps to run thoughtful, well-qualified mid-market opportunities from discovery through close • Elevate deal strategy by strengthening positioning, value articulation, and executive-level communication • Help reps navigate complexity in pricing, stakeholder alignment, and procurement processes • Identify patterns in stalled deals and raise the team’s overall execution maturity • Partner Cross-Functionally • Collaborate with Sales Ops, Marketing, and Solutions Architects to unblock deals and improve execution • Share frontline feedback on messaging, territory design, and enablement • Pilot and operationalize GTM initiatives within your team

• Develop and implement a winning Federal sales strategy, identifying key agencies, system integrators, and partners for growth. • Drive agreed-upon sales strategies and processes to meet and exceed sales goals, with a focus on Federal compliance and contracting cycles. • Establish and manage the Federal sales plan, including target setting and allocating named accounts and territories across the Federal sector. • Lead with great teamwork ethics, fostering a collaborative, compliant, and results-oriented Federal Sales team. • Hire, train, motivate, and retain an effective Federal Sales force. • Role model executive leadership and management qualities within the Federal market. • Management of the Federal team’s pipeline, ensuring qualification, and accurately forecasting business on a weekly basis. • Provide timely and accurate field feedback regarding Federal requirements, compliance needs, and competitive intelligence to other departments within ExtraHop. • Work proactively with Federal channel partners, system integrators, and contracting vehicles (e.g., GSA, IDIQs) to grow business. • Meet/Exceed the Federal Sales team pipeline and booking targets.

• Close pre-approved auto refinance customers • Sell optional finance and protection products • Make 60+ outbound calls daily • Manage a high-volume pipeline from start to finish • Hit targets, earn more leads, make more money

• Driving profitable growth within the assigned territory by acquiring new customers. • Deliver monthly, quarterly, and annual revenue targets aligned to OP. • Conduct regular customer visits, process audits, technical demonstrations, and product trials. • Plan and manage territory coverage, call cadence, and visit productivity. • Prepare proposals and negotiate commercial terms within pricing guardrails.