• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations. • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals. • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners. • Drive platform adoption — move customers from point products to integrated cybersecurity architectures. • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes. • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation. • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin. • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

• Develop and execute effective sales strategies to exceed regional sales quotas. • Drive new client acquisition by strategically prospecting and sourcing mid-market Property Management Companies. • Efficiently manage and close inbound sales leads and self-sourced opportunities, aiming to close 50-75% of qualified leads. • Actively manage and forecast your client pipeline to ensure consistent performance. • Serve as a product expert, clearly articulating the Second Nature value proposition to Brokers, Owner-Operators, and Property Management decision-makers. • Collaborate with marketing and product development teams to ensure brand consistency and market alignment. • Build and maintain strong, lasting relationships with key decision-makers on client accounts. • Network effectively with other vendors and property managers to expand your reach and identify new opportunities. • Take initiative to drive tasks forward, setting clear goals, prioritizing actions, and operating with a sense of urgency. • Continuously seek feedback and learning opportunities to enhance your sales performance.

• Own full-cycle enterprise sales for deal sizes between $200k–$250k+ ARR • Own complex sales cycles: targeted outbound → discovery → demo → business case → close • Sell consultatively into CRO, CMO, RevOps, Enablement, and Sales leadership • Build and deliver compelling pitch decks, demos, and ROI narratives • Translate complex, technical workflows into clear business value • Partner closely with product and engineering to shape messaging, demos, and roadmap • Build Revic’s early sales playbooks and collaborate with GTM to turn customer learnings into scalable GTM assets • Pressure-test ICP, pricing, and messaging through real customer conversations • Turn customer insights into actionable feedback that sharpens ICP and positioning • Turn early enterprise wins into repeatable patterns, references, and GTM leverage • Help define the foundations of Revic’s sales motion and, over time, support the onboarding and growth of future AEs

• Identify and develop new customers and markets • Manage the entire sales cycle from initial contact to closing • Present our service portfolio to decision-makers • Develop and implement your own sales strategies with a focus on new customer acquisition • Manage and expand the customer relationships you have acquired