• Manage the sales process from start to finish • Generate opportunities by utilizing a variety of sales techniques • Utilize a solution-focused approach to selling and create value for clients • Maintain and build rapport with key decision-makers • Drive revenue and new business to develop a robust pipeline and strong book of business • Build, maintain, and document all sales activities in Salesforce CRM software including daily/weekly activities, pipeline, and forecast • Exceed activity, pipeline, and revenue targets • Complete ongoing security awareness training and comply with company policies to the requirements section • Identify and escalate security risks to the appropriate Executive Leadership Team member and actively contribute to remediation efforts • Other duties as needed

• Learn the product offerings to become a subject matter expert for key clients. • Develop account and territory sales plans and strategies for assigned customer base to meet assigned sales quotas and goals. • Conduct outbound prospecting and maintain key relationships to educate current and potential clients on products and services. • Prepare and present sales proposals and quotations to clients. • Organize, track and maintain client account and contact information, as well as prospect updates in CRM database. • Review and negotiate complex agreements and be the primary contact for Veracode. • Own and resolve general sales inquiries pertaining to accounts and respond to RFPs. • Collaborate across the organization with business development, marketing, services, pre-sales engineering, renewals, development, and executive teams to ensure successful go to market strategies. • Attend and participate in trade shows and seminars as needed. • Participate in other tasks or projects as requested by supervisor/manager.

• Create and execute a strategic territory plan to attract and close business leveraging cross-functional relationships with business development and marketing as well as regional partners and system integrators • Accurately forecast and deliver a predictable sales cycle, and understand and engage with upper management to move deals through complex sales cycles • Challenge, consult with and inspire our prospects to think differently, beyond immediate needs, to engage in a value-based sales motion from initial discovery through proof of concept to purchase order • Participate in industry-leading events attended by innovative cutting-edge vendors and thought leaders • Continuous sales training and learning opportunities to further elevate your career

• Drive revenue growth through new business development by deeply understanding how GA can partner best with our clients on an ongoing basis • Prepare and deliver compelling sales presentations and coordinate and drive the development of sales proposals • Maintain and build rapport with senior executives to formulate strong, long-term business relationships • Lead negotiation of prices and contracts, and understands the legal ramifications of contracts • Maintain a thorough working knowledge of GA’s product and service offering, pricing structure, contract management parameters, policies, and procedures • Develop and maintain a pipeline according to targets, and provide clear and accurate reporting of sales outcomes and activities • Partner across the business with Product, Marketing, Legal, Finance and the Delivery team to close deals.