• Achieve sales targets through efficient and effective sales cycle and territory management. • Maintain sales base while closing new business in both new and existing accounts. • Efficiently navigate complex sales environments with multiple stakeholders and dynamic decision-making criteria, while also building relationships. • Develop and execute sales strategies, while anticipating potential risks and proactively developing and implementing mitigation plans. • Utilize available resources effectively. • Ensure that all administrative tasks (i.e., training modules, expense reports, sales forecasts, etc.) are completed promptly and accurately. • Travel within assigned territory is up to 50% and will provide customer-focused service and effectively support business goals.

• Own and grow a territory of mid-market to larger PMC accounts • Lead discovery, demo, and proposal cycles with operators, asset managers, and tech buyers • Manage a full-funnel process using HappyCo’s Sales Playbook and data-driven storytelling • Build pipeline through proactive prospecting, field events, and channel referrals • Partner with Sales Engineers and Marketing to deliver value-based selling motions • Use CRM tools (Salesforce, Gong, HubSpot, etc.) to forecast, track, and iterate • Drive adoption of AI-first tools and workflows that change how multifamily teams work

• Manage the full new logo acquisition cycle from first outreach through close for high-growth target accounts • Build and maintain strong pipeline coverage through consistent, high-quality prospecting across phone, email, social, and creative outbound channels • Run effective discovery meetings to uncover business pain, quantify impact, and align GitLab’s value proposition with executive-level priorities • Navigate complex, multi-stakeholder sales cycles, engaging C-level executives, IT leaders, and cross-functional buying committees to drive consensus • Develop and execute strategic territory plans, including account segmentation, prioritization, and tailored engagement strategies for high-potential prospects • Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, proofs of concept, and smooth post-sale handoffs • Apply GitLab’s sales methodologies, including MEDDPICC and Command of the Message, to qualify pipeline, support healthy deal progress, and maintain predictable forecasting • Maintain consistent Salesforce practices with detailed account notes, use cases, and competitive insights that support accurate forecasting and continuous improvement

• Act as the first Account Executive. Own full-cycle sales from prospecting to close while establishing Brale's sales foundation and methodology. • Develop and execute outbound strategies targeting fintechs, payment companies, neobanks, crypto-native businesses, and institutional players. • Build modern sales processes for pipeline management, forecasting, deal qualification, and handoff to Customer Success. • Contribute to hiring and onboarding future sales team members as we scale the function. • Generate qualified pipeline through outbound prospecting, strategic partnerships, ecosystem engagement, and inbound lead follow-up. • Run discovery conversations that uncover customer pain points, technical requirements, and business objectives. • Navigate complex deal structures involving compliance, legal, technical integration, and custom pricing. • Lead negotiations and close agreements with deal sizes ranging from mid-market to enterprise. • Articulate Brale's value proposition across multiple use cases: stablecoin issuance, payment rails, treasury management, and blockchain infrastructure. • Conduct technical discussions about APIs, blockchain architecture, compliance frameworks, and flows of funds. • Collaborate with Product and Engineering to ensure customer requirements inform roadmap and product development. • Develop compelling proposals, business cases, and ROI models tailored to each customer's specific needs. • Represent Brale at industry conferences, blockchain events, and fintech forums. • Identify emerging trends, competitive dynamics, and market opportunities across stablecoins and programmable finance. • Build relationships with key ecosystem players, investors, and strategic partners. • Contribute to content creation, case studies, and go-to-market materials that establish category leadership. • Partner closely with Customer Success to ensure seamless handoffs and customer satisfaction. • Work with Legal and Compliance to structure deals within regulatory frameworks. • Provide feedback to Product and Engineering on feature requests and market needs. • Establish sales dashboards, metrics, and reporting cadences.