• Own full sales cycle: discovery, demo, evaluation, legal/procurement, and close • Build and manage pipeline via inbound leads, outbound collaboration with SDRs, and self-sourced efforts • Conduct structured discovery to uncover goals, pain points, workflows, and success criteria (reviews volume, response SLAs, sentiment, competitive gaps, reporting needs) • Deliver product demos focused on outcomes (review management, analytics, automation, workflow, team collaboration, reporting) • Develop business cases/ROI and internal champions to drive stakeholder alignment and budget approval • Manage deal strategy: timeline, mutual action plans, risk identification, negotiation, and next steps • Coordinate internal resources (Sales Leadership, Product, Professional Services, CS, Legal) to move deals forward efficiently • Forecast accurately and maintain CRM records (stages, next steps, close dates, deal notes) • Support handoff to Customer Success to ensure clean onboarding and expansion readiness • Provide market feedback on objections, competitive intel, and product gaps.

• Serve as the executive-level point of contact for strategic accounts, building long-term, trusted partnerships across C-Suite, Regional, Franchise, and Business Unit leaders. • Ensure account retention by leading Executive Business Reviews, navigating renewals, and proactively addressing risks to customer retention. • Act as H1's ambassador within customer steering committees, driving alignment between customer priorities and H1’s roadmap. • Develop and execute multi-year account strategies that expand H1’s footprint through cross-sell and upsell opportunities. • Identify and drive new business within existing accounts via tailored prospecting, customer events, and networking. • Gain a deep understanding of customer initiatives, industry trends, and emerging business needs to anticipate opportunities. • Partner with H1’s Legal, Finance, and Revenue Operations teams to negotiate renewals, expansions, and complex agreements. • Provide structured, data-driven feedback to Product, Marketing, and Customer Success teams to influence product roadmap and go-to-market strategy. • Represent customer perspectives internally, ensuring H1 delivers best-in-class solutions and support. • Accurately forecast quarterly revenue and pipeline for your accounts, maintaining rigorous CRM hygiene and deal progression updates. • Partner with Customer Success and Implementation teams (US and international) to ensure seamless onboarding, adoption, and ongoing engagement. • Become a subject-matter expert in H1’s products, services, and value proposition to credibly engage with executives and technical stakeholders.

• Own the full sales cycle from prospecting to close in the Mid Market Segment in North & West India • Build a pipeline that makes coworkers and competitors wonder what you're doing differently • Hit aggressive targets that would make average salespeople uncomfortable but reward high performers. • Think like a strategist, execute like a closer

• Develop and implement effective sales strategies to achieve sales targets; • Build and maintain strong relationships with key accounts and decision-makers; • Identify new business opportunities and expand the customer base in EMEA, especially in the Central and Eastern Europe with your existing customer relationship; • Effectively communicate the benefits of Smith's value-added services, such as cost savings, excess inventory management, and Vendor Managed Inventory (VMI); • Stay informed about industry trends, competitive landscapes, and customer needs; • Collaborate with other departments, such as marketing, operations, and finance, to ensure seamless execution of sales strategies; • Provide guidance and support to junior account representatives.