• Focusing on net new customers with a disciplined approach to territory and account management • Owning the full Sales Cycle from prospect to close. • Engaging partners where appropriate • Identification of prospect “White Space” • Articulating desired prospect business outcomes • Making timely decisions about which opportunities JAGGAER will pursue; Establishing an annual territory plan (within assigned vertical) and articulating discrete actions required to win new business. • The AE will manage and coordinate every aspect of specific sales opportunities—from prospecting to contract signature • Must be capable of driving and closing a sale, writing proposals, and negotiating contracts with people at all levels. • Provide input to internal teams on market trends, competitive products, prospect/client feedback, market needs/requirements, and other areas as requested • AE is required to prospect and generate a solid pipeline and to sell within the prescribed vertical to net new customers • AE should achieve 4x quota coverage in pipeline • AE should utilize JAGGAER prospecting tools in their day to day activity • AE should document pipeline building activity • AE is required to enter all sales activity into Salesforce.com (SFDC) • As JAGGAER qualifies an opportunity and pursues it through its lifecycle, the AE must systematically create updates to the opportunity record and reflect current information regarding sales stage, key dates, deal size, and so on • AE will contribute to the development of solutions being proposed for prospects • AE will assist in identification of the customer Return on Investment • AE will assist in gathering information for services Statement of Work • AE will be able to white board solution maps for customers • AE will be able to land and expand solutions • As JAGGAER develops the solution for an AE’s account, the AE must be able to articulate the questions that explain the value proposition, pricing, and competition in the sale • AE should be able to strategically position JAGGAER solutions relative to the competition and clearly differentiate JAGGAER’s unique offerings • Ability to execute on mutually agreed upon closing/project plans with prospects

• Develop and drive business development initiatives that align with our current and future cybersecurity portfolio service offerings • Responsible for creating and executing a quarterly business development plan and process, including coordination of all necessary internal and external resources to identify and secure business opportunities • Prepare quarterly review on business prospects and market conditions to ensure revenue and resources are aligned with business goals • Build working relationships cross-functionally with project management team, delivery team, and marketing to ensure coordination of efforts and good communication with all parties • Establish a repeatable process for deal review, approval, and deal execution • Support building market awareness internally and externally for our Cybersecurity portfolio service offerings • Make an impact to Account Management, including account planning, client procurement, meeting follow-up, pipeline development, opportunity pursuit, contract negotiation, risk management, proposal and Statement of Work (SOW) development, and revenue goals • Engage with clients in strategic discussions to provide best in class Cybersecurity / IT Strategy and industry guidance to maximize client’s long-term business objectives. • Develop strong and lasting relationships with client executives, effectively engage new business and position the account for follow on security and risk advisory engagements. • Develop and maintain contact with top decision makers at key clients; organize and lead pursuit teams; participate and lead aspects of the proposal development process; contribute to the development of proposal pricing strategies. • Lead client-facing management Security Strategy and Planning sessions and formal proposal presentations. • Maintain customer strategy and direction while collaborating with internal teams, leveraging sales tools such as Salesforce. • Contribute to problem-solving sessions with the project team, consulting team, and client representatives on a regular basis. • Develop business with new buyers and business units within existing accounts. • Marketing Qualified Lead management from origination of lead through lead qualification to lead conversion to new opportunity

• Lead complex, multi-threaded sales cycles with senior stakeholders at existing and prospective Enterprise clients. • Be viewed as a trusted advisor by providing compelling insights and ideas that solve our customers business problems/pain points. • Proactively generate pipeline through strategic prospecting outbounding, including cold calls, personalized email campaigns, LinkedIn outreach, and creative multi-touch sequences designed to open new enterprise doors. • Manage, effectively communicate and report your sales forecast on a monthly, quarterly and annual basis. Accurately communicate upside and downside risk to your called number. • Create territory and account plans that accurately map your highest propensity to buy targets and the strategy to win these targets. • Drive collaboration across departments and teams, including Sales Development, Account Management, Product Enablement, and Customer Success, to ensure a cohesive customer journey. • Qualify, demo, and negotiate with prospects leveraging the sales qualification methodologies using MEDDICC/SPICED. • Consistently meet or exceed your monthly, quarterly and annual targets. • Lead a consultative sale by becoming an expert in both the events industry and the Swoogo product. • Collaborate and co-sell products within Swoogo’s partner ecosystem by developing strong partnership relationships and consulting customers on their full event tech stack. • Travel to meet with enterprise prospects and customers, attend key industry events, and represent Swoogo at in-person meetings and tradeshows (estimated 25–40% travel, depending on territory needs).

• Own complex account relationships by engaging multiple senior stakeholders and influencers within prospect and customer accounts. • Establish yourself as a trusted advisor, bringing compelling insights, ideas, and best practices, and driving follow-through execution. • Actively prospect into net-new accounts through targeted outbound efforts, uncovering opportunities with event and marketing leaders not yet engaged with Swoogo. • Build and maintain a healthy pipeline, balancing inbound and outbound opportunities, with clean CRM hygiene at all times. • Deliver reliable forecasting on a monthly, quarterly, and annual basis, including pipeline health, risks, and upside potential. • Leverage data and insights from your accounts to evolve your account strategy and increase your win rate. • Execute with urgency on inbound leads, ensuring timely follow-up, progression through the funnel, and maximum conversion. • Lead a consultative sales process by becoming an expert in both the events industry and the Swoogo platform. • Drive collaboration across departments and teams, including Sales Development, Account Management, Product Enablement, and Customer Success, to ensure a cohesive customer journey. • Consistently meet or exceed your targets, driving both revenue and new logo acquisition.