• Directly sells enterprise security software solutions across the breadth of the company’s products and drives incremental revenue with new customers, primarily through flexible and scalable licensing models. • This field sales role has primary accountability for the planning, prospecting, qualification, and closing of revenue on new business accounts. • Additionally, this role develops the post close relationship within newly won accounts during the first twelve months by partnering with internal stakeholders who are accountable for onboarding, accelerated adoption, expansion, and drawdown of flexible licensing models. • Incumbents effectively collaborate with other teams, including Account Managers, Customer Success, Sales Engineering, Professional Services, Marketing, Channel / Alliances sales teams, Finance and Customer Support, as well as external parties such as Alliance and Channel Partners.

• Own the entire sales organization and the full revenue number as we scale from $10M to $50M+ ARR - nearly 8x growth over the next few years • Drive growth across enterprise, mid-market, and new verticals as we expand beyond restaurants into facilities, home health, and consumer services • Build the multi-year revenue model and capacity plan that shows exactly how we get to $50M - what could break at each stage and how we fix it before it does • Personally contribute to key large deals and closing them - both to get them done and to build AE enterprise capabilities • Build the team from 6 mid-market AEs and 1 enterprise pod to 25+ people over the next 24 months - you own all hiring decisions and set the bar for what great looks like • Design the onboarding and enablement program that gets new AEs productive and closing deals within 90 days • Develop individual development plans - coach AEs to personal success • Run pipeline reviews and deal coaching that elevates the entire team's performance - you need to see what's really happening in accounts and drive the right actions • Design and implement the sales process - how we segment, how we sell, how we forecast, how we comp • Refine our enterprise and mid-market playbooks based on wins with Smashburger, Paris Baguette, ABM and make sure every seller knows how to execute them • Build the systems, metrics, and infrastructure for predictable growth - CRM discipline, pipeline management, forecasting rigor, sales operations • Own comp plan design, quota setting, and territory planning across the organization • Own go-to-market strategy as we launch new products in 2026 and expand into new verticals - you decide how we sell, who sells, and how we enable the team • Partner with marketing to refine messaging, generate pipeline, and optimize conversion across the funnel • Work closely with product to create feedback loops between what's selling in the market and what we build next - you're the voice of the customer internally

• Define and Execute GTM sales engagements within USG programs • Establish and Engage our Channel Reseller program across all Public Sector territories • Refine and Execute our GTM for Cloud Marketplaces and Hyperscaler Alliance Teams for DOW • Drive the adoption of Chainguard Products to new customers within Territories & Accounts • Evangelize the value proposition and ROI to prospects and leads • Position yourself as a trusted advisor within the partner community to effect change • Champion our offerings with key stakeholders to drive a project’s future state • Collaborate with internal business functions to ensure an exceptional partner experience • Leverage community, build partner ecosystems, and develop partner marketing to drive significant growth • Forecast accurately to meet and exceed quota • Manage business and track opportunities in SFDC and other supporting tools

• Build, manage, and grow relationships with strategic partners across the SEA region • Act as the primary point of contact for assigned partners, ensuring alignment and mutual success. • Identify, recruit, and onboard high-potential partners focused on cybersecurity solutions. • Evaluate and prioritize partner opportunities based on market reach, technical alignment, and revenue potential. • Co-develop joint GTM strategies with partners, aligning CloudSEK offerings with partner capabilities and customer needs. • Support execution of marketing campaigns, joint events, and demand generation activities. • Define, own, and execute a partner-led sales motion for the SEA region • Provide partners with the training, resources, and tools needed to effectively position and sell CloudSEK solutions. • Co-sell with partner/channel partners into the defined market segment within the assigned territory • Facilitate access to certifications, technical support, and product updates. • Define and track key performance indicators (KPIs) to monitor partner engagement and success, including pipeline generation, sales performance, and certification status. • Regularly review business plans and take corrective actions as needed. • Develop joint business plans with partners, outlining revenue targets, go-to-market tactics, and enablement milestones. • Align on quarterly goals, joint investments, and strategic initiatives. • Work closely with internal teams including product management, sales, marketing, and customer success to ensure alignment and seamless partner engagement. • Provide feedback to internal stakeholders based on partner and market insights. • Act as a trusted advisor and subject matter expert in cybersecurity, helping partners understand and articulate the value of CloudSEK platform. • Stay current on industry trends, competitor solutions, and emerging technologies.