• Sales Leadership: Provide strategic direction and leadership to the sales team, setting clear goals and objectives • Pipeline Generation & Management: Execute outbound pipeline generation strategies to complement inbound efforts from Marketing and SDR’s and maintain high pipeline hygiene in real time. • Strict Deal Qualification: No matter the source, you will be the steward of your pipeline maintaining high adherence to CARTO’s ICP and qualification criteria. • Coaching and Development: Coach, mentor, and develop the sales team, fostering a culture of continuous improvement and skill development. • Performance Culture: Promote a results-oriented and performance-driven culture within the sales team, setting and tracking KPIs to measure success in sales. • Sales Forecasting: Develop and maintain accurate sales forecasts, ensuring alignment with company revenue goals. • Sales Methodologies: Maintain strict adherence to CARTO’s playbook based in MEDDICC driving consistency and effectiveness across the sales organization. • Strategic Partnerships: Collaborate with the Partnership team to identify and nurture strategic relationships that can drive sales growth in these sectors. • Customer Relationships: Leverage your existing network of contacts to build and maintain strong relationships with key customers and partners within our target verticals, driving customer satisfaction and retention.

• Engage with prospects in the diesel industry, understanding their unique marketing needs and challenges. • Present tailored marketing solutions to diesel shops, effectively demonstrating how our services can enhance their visibility and profitability. • Handle objections gracefully, using your product knowledge and negotiation skills to close sales. • Work closely with the marketing team to ensure alignment on promotional strategies and campaigns for diesel shop clients. • Maintain organized records of sales activities and client interactions within the CRM system. • Collaborate with the customer support team to facilitate a smooth onboarding experience for new clients. • Stay informed about industry trends and competitors to inform your sales strategies and recommendations.

• Calling on cattle, horse, and small ruminant owners to evaluate existing feeding programs • Selling/consulting at the farm gate (up to 25 farm calls per week) • Organizing and conducting effective educational meetings/events for 4H clubs, saddle clubs, vets, trainers, etc. • Developing new prospects and making sales cold calls

• Partner with finance and analytics to create business cases • Collaborate with internal stakeholders to plan, prioritize, develop, and deliver on the MarketPoint Distribution roadmap • Identify and drive improvements that enable growth • Partner with digital product, marketing, regional business teams (among others) to influence the priorities of senior leadership • Establish what success looks like and drive the strategic roadmap of solutions to unlock growth and enable sustainable profitability • Create frameworks leveraging data and anecdotal insights to identify top opportunities • Create new solutions to challenging problems, influence digital product decisions • Drive closure by connecting these decisions to business outcomes