• Be a networker, seller and closer • Build relationships with AI/ML stakeholders and be an active member of the community • Conduct discovery with prospects and share the Arize vision • Run a sophisticated prospecting strategy to “get the word out” and find deals • Create sales plays, write talk tracks and strategically identify new business opportunities • Deeply research accounts, stakeholders and competitors • Manage proof of concepts, drive adoption and grow accounts • Manage and navigate internal / external stakeholders to ensure success • Understand use cases, scope licensing and find more workloads • BANT or MEDDIC methodology preferred

• You’ll own a territory and be responsible for creating and closing new business with contractors. • The sales process is hands-on and credibility-driven. • You’ll spend time digging into their workflows, understanding where money slips through the cracks, and showing exactly how Remarcable fixes it. • Learning how your customers actually buy, track, cost, and manage materials—and translating that into financial impact. • Building pipeline and relationships through targeted outreach, distributor relationships, local market research, and industry events. • Running straightforward, sharp discovery conversations with owners, purchasing managers, CFOs, etc. • Giving thorough product demos rooted in expertise. • Managing deals with multiple stakeholders and navigating the mix of operations, accounting, and field needs. • Negotiating with integrity and handing customers to CS with a clear plan for success. • Exceed monthly sales quotas • Feeding real-world field intel back into marketing and product so we keep building what contractors actually want.

• Identify, progress and close Enterprise sales opportunities with new and existing accounts • Expand and grow existing accounts - upsell and cross-sell in these accounts • Build and execute Enterprise plans for each account - Land and Expand • Develop key relationships in your clients at both CxO level and Head of function / head of line of business • Manage project and program roll out in your clients • Develop and deliver sales presentations and products demonstrations to customers • Seek new Enterprise business opportunities by presenting, recommending and upselling new Docusign products

• Own the full sales cycle from qualified opportunity through close • Focus primarily on private sector segment (manufacturing, industrial, energy companies) • Individual quota: 4-5 new customers annually ($400K-$500K new ARR) • Demonstrate a hunter mentality—actively source, pursue, and win new accounts • Leverage advanced negotiation tactics to overcome objections and secure commitments • Collaborate with CEO/Director on strategic accounts • Provide competitive intelligence and market insights