• Work within a defined territory to generate and qualify new leads and opportunities • Build trusted relationships with prospective customers • Meet and surpass your sales goals • Drive efforts for customer expansion by identifying opportunities for upselling and cross-selling • Oversee the onboarding process for customer base

• Work high-intent inbound from enriched, segmented enterprise logos and high-growth companies • Build on existing playbooks - we have hypotheses and early wins; you'll validate, iterate, and scale what works • Run experiments across messaging, timing, and channels to find repeatability • Expand existing customers by identifying accounts that could benefit from higher tiers or additional products • Prevent churn by distinguishing accounts worth saving from natural lifecycle churn • Be the voice of the customer internally - feeding learnings back to product, marketing, and success • Document everything - your learnings become the playbook the team builds on

• Develop plans and strategies and execute with supporting team to achieve or exceed the company’s revenue goals • Expert understanding and handling of the complex technology stack across the network performance and control in service providers, the multi-cultural nature of global telecommunications business, and leverage all resources to achieve success • Prospect for new business to rapidly expand given territory • Leverage channels as a GTM strategy • Create, build, and foster a sense of team across all functional roles in the Service Provider Revenue team • Generate high quality new opportunities to deliver predictable business • Diligently manage pipeline with disciplined accurate forecasting • Work collaboratively with marketing teams to build demand gen programs that generate net new pipeline for the region • Maintain up-to-date knowledge of competitors and industry trends • Travel is a requirement and you must be able to travel on short notice

• You’ll craft the positioning and story that sets the industry agenda. • Mobilize teams to execute flawless launches. • Equip our field to win every deal—from first pitch to renewal. • Shape not just what we say but how the world thinks about identity, trust, and AI-driven security. • Recruit, mentor, and inspire a world-class product-marketing organization that operates with founder-level ownership and creativity.