• Drive the expansion of broker business in targeted markets using our non-QM products. • Cultivate and grow new broker relationships while maintaining and enhancing existing ones. • Contribute to company success by working cross-functionally with colleagues in various departments. • Close $5MM+ in monthly volume by structuring creative deals in collaboration with brokers. • Attract new brokers and grow existing relationships to ensure excellent client experiences. • Collaborate with colleagues to influence and support company-wide success.

• Develop pipeline within target accounts by combining outbound prospecting, warm introductions through Vellum’s network, and in-person field events. • Own the full enterprise sales cycle from prospecting to close with carriers, reinsurers, and large MGAs/MGUs. • Qualify opportunities, build reliable forecasts, and exceed quarterly and annual quotas. • Lead discovery calls, demos, solution positioning, and executive presentations. • Build trusted advisor relationships with decision-makers (eg., CEO, CUO, CFO). • Understand customer data challenges and map Vellum’s platform to solve real business outcomes (eg., data transparency, underwriting profitability, efficiency). • Partner closely with Data, Technology, Customer Success, and Marketing teams to optimize messaging, refine case studies, and tailor solutions to customer needs. • Create compelling proposals and commercial agreements that reflect customer value and business impact. • Develop deep expertise in the insurance and reinsurance ecosystem, including underwriting workflows, actuarial analytics, portfolio risk management, and data governance. • Gather competitive insights and communicate market feedback back to internal product partners. • Advise the leadership team on the strategic direction of go-to-market efforts.

• Identify, pursue, and close new business opportunities with Fortune 1,000 customers • Develop and execute account strategies for complex solution selling to both security and business decision makers • Build and nurture relationships at the C-level, driving executive engagement and alignment • Lead and coordinate teams of internal and external resources to facilitate complex sales cycles • Collaborate with Channel Partners, VARs, GSIs, HyperScalers, Cloud Platform Marketplaces, and large distributors to expand reach and accelerate deal velocity • Manage the sales process from initial contact through negotiation and close, ensuring a seamless customer experience • Engage with customers across diverse industries, including Financial Services, Telecommunications, Airlines, Manufacturing, and Media & Entertainment • Regularly report on pipeline health, deal progress, and key insights to sales leadership • Represent DTEX at industry events, executive briefings, and customer-facing forums

• Own the Commercial Territory: Build and execute a go-to-market strategy specifically targeting private sector accounts • Prospect & Qualify: Identify high-growth companies with immediate technical needs • Convert cold outreach into warm conversations using a consultative approach • Technical Solution Selling: Translate complex technical capabilities (AI, Cloud, SDLC) into clear business value (ROI, Speed to Market, Scalability) • Manage the Full Deal Cycle: Navigate complex B2B sales cycles from initial discovery to contract negotiation and closing • Collaborate with Delivery: Work closely with our architects and delivery leads to ensure the solutions you pitch are achievable and aligned with our "people-first" delivery model