• Implement the YORK sales strategy to achieve revenue targets • Maintain and expand existing customer relationships and acquire new partners • Provide technical consulting and support to customers and sales partners • Support pricing, sales training, and marketing activities • Conduct market and competitor analyses to identify growth opportunities • Prepare sales forecasts and regular reports

• Demonstrate products to technical and non-technical audiences, including speaking to the value proposition at an executive level. • Execute on sales opportunities from discovery to deal closure with the support of an account executive. • Independently coordinate all aspects of product trials, from installation to helping prospective customers interpret data in the context of their environment. • Work with Product Management and Engineering teams to build requirements and product features in support of earning new customers. • Act as an escalation point for pre-sales technical issues that arise • Author posts for the SpecterOps and BloodHound Enterprise blogs • Write and deliver presentations at security conferences • Support and guide prospects through security reviews and contracting • Engage and build rapport with prospective customers to help determine where Bloodhound Enterprise might fit within their security priorities

• Help customers understand the value of Cribl during the sales process • Demo the product and answer customer questions during initial sales calls • Support customers during proof of concept sessions • Document interesting use cases in blog posts and product documentation • Up to 25% Travel • We are a remote-first company and work happens across many time-zones – you may be required to occasionally perform duties outside your standard working hours

• Business understanding and analysis • Map business domains and capabilities, connecting technology to value creation. • Elicit, analyze and prioritize functional and non-functional requirements (performance, security, scalability, compliance, LGPD, etc.). • Translate business needs into viable and sustainable technical solutions. • Define clear metrics to evaluate solution performance and quality. • Define appropriate architectural patterns and styles (microservices, messaging, APIs, event-driven architecture, etc.). • Justify architectural decisions considering requirements, technical constraints and trade-offs. • Design resilient, scalable, secure and highly available solutions. • Define integration strategies between systems, protocols, message formats and responsibilities. • Implement security best practices (authentication, authorization, encryption, WAF, protection against attacks). • Select technologies and tools considering cost, performance, usability and integration. • Perform impact analysis of solutions on Data, Security, Infrastructure and Software domains. • Prepare cost estimates for infrastructure, licenses and operations. • Document the architecture clearly, concisely and accessibly (diagrams, flows and READMEs). • Create architectural diagrams (UML, C4 Model, among others). • Present solutions to both technical and business audiences, facilitating decision making. • Propose continuous improvements and medium- to long-term architectural evolutions. • Define monitoring, observability metrics and SLAs. • Implement alerts and incident response strategies. • Use tools for collecting, analyzing and visualizing performance and security metrics.