• Prospect, engage, and close net-new Enterprise CPG accounts with $5B+ in annual revenue • Own the full sales cycle from initial outreach through close, onboarding partnership, and ongoing account management • Build and execute a strategic account plan for each customer, focused on long-term value, retention, and expansion • Navigate complex, multi-stakeholder buying groups across Marketing, Digital Commerce, IT, Product, and Operations • Position Salsify’s Product Experience Management (PXM) platform as a mission-critical solution • Evangelize Salsify’s value through compelling storytelling and consultative solution selling • Partner closely with Customer Success, Solutions Consulting, and Product • Maintain accurate pipeline forecasting using a disciplined sales process

• Building and maintaining a pipeline of business through email, phone and LinkedIn prospecting • Uncovering and understanding a company’s needs through in-depth discovery and positioning Bazaarvoice’s value according to those specific needs • Demonstrating the value propositions of our products and services via webinars, emails, phone calls, etc. • Positioning a high-ROI solution that will cost the client around $20,000 to $50,000 per year • Confidently lead a sales cycle and collaborate internally to close business.

• Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks • Conduct strategic discovery to align cybersecurity needs with Recorded Future’s intelligence solutions • Engage channel partners in joint go-to-market motions, leveraging their reach and relationships • Own and grow key enterprise accounts across multiple verticals • Drive upsell, cross-sell, and renewal opportunities by identifying unmet needs and usage patterns • Build strong, multi-threaded relationships across technical and executive audiences (CISO, CIO, VP of Security) • Act as a trusted advisor, delivering insights and value beyond the initial sale • Partner with Customer Success and other internal stakeholders to ensure seamless onboarding, support, and long-term customer value • Navigate complex, multi-stakeholder sales cycles lasting 6–12 months • Apply MEDDPICC and value-based selling frameworks to qualify and advance deals • Develop and present compelling proposals, with a strong grasp of both technical value and business ROI • Use Salesforce, Clari, and Gong to manage pipeline health, track activity, and maintain forecast accuracy • Handle objections and pricing conversations with clarity, confidence, and professionalism • Consistently meet or exceed quarterly and annual revenue targets • Maintain a deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior • Provide market feedback to internal teams to inform product, positioning, and roadmap priorities

• Identify new opportunities to expand Grafana usage within a set of current customers • Meet and exceed individual quarterly and annual sales goals • Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations and account management) • Cultivate sales through outbound prospecting and inbound leads • Be able to understand and convey the value of both Grafana Cloud and Grafana Enterprise • Become an expert in managing your sales pipeline in Salesforce • Manage quote creation, order processing, and day-to-day customer requests