• Responsible for selling products and/or services, developing new accounts, and/or expanding existing accounts • Initiates contact with prospective customers to sell targeted Dark Matter products and/or services • Works as a member of a sales team to sell assigned products or services to identified key accounts • Demonstrates product knowledge including various solutions, markets, and competitive intelligence • Prepares and presents proposals to clients - utilizing Dark Matter resources and tools • Negotiates, structures, and closes "deals" that meet customer expectations and Dark Matter’s ability to deliver • Assists in the development of sales plans and strategies • Meets sales goals and objectives

• You will maintain healthy qualified pipeline coverage by focusing on Tive’s defined ICP. • You will be prospecting on a consistent daily basis to uncover opportunities within your defined territory. • You will ensure information is correctly entered into and actively managed within Salesforce - this includes all sales activities, account and opportunity updates. • You will forecast your business on a weekly basis by ensuring your current opportunities are properly staged based on the criteria defined in Tive’s sales process. • You will spend time developing relationships with Tive’s strategic customers to ensure long-term growth and to uncover referrals. • You will work cross-functionally with leadership and other teams to build, execute, and revise a Go-to-Market strategy for your defined territory. • You will represent and embody Tive’s core values as the face of Tive to all potential customers.

• Identify and prospect potential enterprise clients, targeting key decision-makers in relevant industries. Develop strategies to generate new business opportunities and build a robust sales pipeline. • Utilize a consultative approach to understand client needs and pain points. Provide tailored solutions that demonstrate the value of our SaaS platform, aligning with the customer’s business objectives. • Manage the entire sales process from lead generation to closing, including qualification, solution presentation, negotiation, and contract signing. Collaborate with internal teams to support client needs throughout the sales cycle. • Develop and maintain strong, long-term relationships with key stakeholders at enterprise accounts, ensuring high levels of satisfaction and engagement. • Collaborate with internal teams to develop and execute account strategies that lead to long-term partnerships and continued revenue growth. Identify upsell and cross-sell opportunities within existing accounts. • Consistently meet or exceed monthly, quarterly, and annual sales quotas, focusing on closing large, high-value deals. • Maintain an accurate and up-to-date pipeline of opportunities in the CRM. Provide regular sales forecasts and reports to senior management. • Stay informed about industry trends, competitive landscape, and market dynamics. Share insights with the product and marketing teams to help shape the company’s go-to-market strategy and product roadmap. • Continuously refine sales processes, strategies, and tools to optimize efficiency and success in enterprise sales

• Manage distributor relationships within the assigned region to include: contract, pricing and portal management, sales training and business development events (trade shows, customer events, etc) • Track and report on distributor performance, growth and other metrics, utilizing sales reporting tools such as Salesforce.com and other tools as necessary • Develop and grow new distributors in the region as business necessity warrants to expand Diversey’s reach and footprint in the assigned region