• Drive new business growth by identifying, pursuing, and closing opportunities across DoD, federal law enforcement, and defense-related public safety agencies. • Own the full sales cycle—from opportunity discovery through proposal, negotiation, and close—for enterprise SaaS and on-prem solutions. • Develop a deep understanding of the customer mission, aligning solution capabilities (e.g., CAD, RMS, analytics, dispatch, and command & control platforms) with operational and security needs. • Leverage consultative, value-based selling approaches to position complex technology solutions within high-stakes government environments. • Collaborate cross-functionally with pre-sales engineers, solution architects, and product management teams to craft tailored demonstrations, proof-of-concepts, and solution proposals. • Maintain relationships with senior decision-makers and influencers across DoD branches, system integrators, and federal procurement offices. • Manage long sales cycles and complex buying processes, including responding to RFPs/RFIs and working with contracting vehicles such as GSA, IDIQs, and BPAs. • Represent the company at key industry events, defense technology expositions, and public safety forums to expand visibility and thought leadership. • Maintain accurate forecasting, pipeline management, and account planning within CRM systems. • Sell with an “all-hazards” approach aligned to FEMA/DHS doctrine (NPG, NRF, NIMS), positioning solutions that support Prevention, Protection, Mitigation, Response, and Recovery missions across natural, technological, and human-caused incidents. • Translate THIRA/SPR gaps into solution roadmaps and business cases, aligning OnCall/CAD/RMS/analytics to capability targets and grant-eligible investments. • Demonstrate interoperability with NIMS/ICS and EOC operations, enabling a common operating picture, resource typing, and mutual-aid coordination. • Leverage CPG-101 planning guidance to show how proposed capabilities integrate with agency Emergency Operations Plans and annexes.

• Accelerate pipeline generation through coordinated engagement with the Partner Channel. • Drive cross-sell of LiveAction Network Observability into the Bluecat customer base. • Enable partners to deliver integrated platform outcomes, incorporating the full network plane. • Expand reach into large, complex organisations beyond traditional enterprise segmentation. • Define and achieve regional revenue and growth targets. • Build and maintain a robust sales pipeline through proactive prospecting and channel engagement. • Drive customer acquisition and manage the entire sales cycle for enterprise and mid-market accounts. • Identify, onboard, and manage strategic channel partners, including service providers. • Collaborate with partners to co-develop and execute regional go-to-market plans. • Coordinate partner engagement to ensure clarity, trust, and momentum. • Develop and implement programs to leverage BlueCat’s technology and accounts. • Foster collaboration with BlueCat’s existing customer base to drive cross-selling and upselling opportunities. • Personally lead complex, multi-solution sales cycles. • Position BlueCat as a strategic network control and intelligence platform, not a point product vendor. • Identify high-potential customer segments including regulated and compliance-driven industries, critical infrastructure and national services, and large commercial organisations with distributed or hybrid networks.

• Identify and prospect Enterprise customers, leveraging outbound sales strategies, referrals, and inbound leads. • Own the full sales cycle from prospecting to closing, including lead qualification, product demos, negotiations, and contract execution for Enterprise businesses. • Drive Envoy Global’s strategic growth by expanding brand awareness and building strong relationships with key decision-makers at Enterprise businesses. • Understand customer needs and pain points, positioning Envoy Global’s immigration solutions as essential to their people strategy. • Meet and exceed assigned sales quotas and revenue goals, contributing to the overall growth strategy. • Work closely with internal teams, including marketing, customer success, operations, and product, to enhance the customer experience and optimize sales strategies for Enterprise clients. • Maintain accurate sales records and pipeline management in CRM tools (Salesforce preferred), providing regular reports on progress and forecasts. • Stay up to date on industry trends, competitor activities, and regulatory requirements impacting Immigration and Mobility.

• Own new business and expansion revenue for Plaid’s Fraud and Identity solutions across a defined territory. • Build deep customer relationships and clearly articulate the business value and impact of Plaid’s solutions. • Execute end-to-end sales cycles, from discovery and pipeline generation through negotiation and close. • Go deep and wide within customer and prospect accounts to uncover use cases, build champions, and drive adoption. • Partner closely with Sales Development, Account Management, and cross-functional account pod members to win as a team. • Act as a subject matter expert in fraud, risk, and identity verification, bringing market insight into customer conversations. • Proactively identify and mitigate deal and customer risks to keep opportunities moving forward. • Maintain accurate pipeline management and forecasting to support predictable revenue outcomes.