• Manage and grow a portfolio of smaller-scale but high-value customer accounts • Prospect, research, and profile new accounts to understand needs, buying behavior, and growth potential • Conduct prospecting and outreach to identify new opportunities within assigned segments • Run outbound outreach and qualify leads into the sales pipeline • Lead virtual demos and product conversations that clearly communicate value • Prepare quotes, proposals, and close deals - efficiently and confidently • Build trusted relationships that drive retention, expansion, and long-term value • Handle a high volume of calls while keeping Salesforce clean and up to date • Track opportunities, prepare account summaries, and support forecasting with data • Collaborate cross-functionally to support account plans and growth initiatives • CRM management - Call Management & Sales Documentation: Ability to handle a high volume of calls, maintain and update accurate records of all sales activities, customer interactions, and internal team • Contribute ideas to improve sales processes, tools, and prospecting efficiency

• Own and manage a consistent pipeline of clients and leads ranging from boutique law firms, corporate legal departments, government entities all the way to AmLaw 200 • Consult with, educate, strategize, and successfully sell Litify through sales cold calls • Be an expert in the Litify platform and adapt product recommendations quickly to suit client needs • Consistently exceed monthly sales targets and goals • Demonstrate and own the Litify platform and value proposition and solutions capabilities • Directly engage internal and external stakeholders in client-facing environments via demos and presentations

• Own the full sales cycle — from prospecting and outreach through negotiation and close — with a consultative, value-based approach • Maintain a strong, qualified pipeline and keep Salesforce and Gong updated daily with all activity, forecasting, and next steps • Run impactful demos and presentations that communicate ROI and the value of Kalibri's data-driven insights • Collaborate cross-functionally with Marketing, Client Engagement, and Product to align on strategy and deliver client value • Represent Kalibri at industry events and conferences to build relationships and drive pipeline

• Customer Discovery and Analysis Lead discovery sessions, interviews, and workshops with customer stakeholders. • Solution Design and Architecture Design high-level solution architectures (HLD) aligned with best practices. • Demo Preparation and Execution Configure and customize demo environments. • Technical Support to the Sales Process Address technical questions, objections, and advanced requirements. • Alignment with Delivery and Product Teams Validate that proposed solutions are implementable and scalable.