• Manage a defined book of business with responsibility for renewals, upsell, and cross-sell. • Develop strategic account plans to strengthen customer relationships and expand product usage. • Uncover customer needs and recommend KPA solutions that add measurable value. • Consistently achieve or exceed revenue targets (renewal rate, expansion ARR, net retention). • Serve as the primary point of contact for customer decision-makers and influencers. • Conduct regular business reviews to demonstrate ROI and ensure customer satisfaction. • Partner with Customer Success, Product, and Support teams to resolve issues and reinforce value. • Manage the full sales cycle for expansions and renewals, including scoping, pricing, negotiation, and close.

• Work full cycle deals from demo complete to close. • Research and target companies using prospecting tools. • Build and manage a pipeline. • Learn and demonstrate our platform to new prospective customers. • Negotiate contracts • Record and document all sales activities in Salesforce.com. • Successfully utilize all sales tech tools.

• Pipeline Generation: Proactively prospect assigned accounts to create new opportunities through outbound strategies and creative engagement techniques • Sales Ownership: Manage the full sales cycle, from discovery and solution presentations to contract signing. • Strategic Selling: Engage with key stakeholders across the organization, including C-suite executives. • Product Expertise: Deeply understand the Thanx platform and how it drives measurable value for our customers. • Market Insights: Provide feedback on messaging, positioning, and market trends to inform our go-to-market strategy. • Performance Excellence: Consistently meet or exceed quota. • Industry Engagement: Travel to prospect meetings and relevant industry events as needed.

• Responsible for driving revenue growth in our large, complex, and highly visible accounts. • Proactively prospect, identify, qualify, develop, and close a sales pipeline while continuing to grow consumption in current customer accounts. • Leading, driving, and executing a strategic complex sales cycle with responsibility for demonstrating the value of Confluent at C-Level. • Become an in-depth expert/SME of Confluent offerings, product suites, and competitive landscape. • Develop a deep understanding of your customers, their strategies, and business goals to become a trusted advisor. • Work closely with our partner ecosystem teams to sell to or through the ecosystem. • Align closely with our Solutions Engineering team on technical wins, Professional Services to deliver world-class customer experience, and Customer Success Management to identify and close expansion opportunities and renewals.