• 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.

• Own the full sales cycle from account targeting through technical validation, commercial negotiation, and close. • Lead enterprise discovery conversations to understand document workflow challenges, legacy system constraints, compliance requirements, and automation opportunities. • Partner with solution engineers to run API evaluations, sandbox trials, proof of concept work, and architectural deep dives. • Build strong relationships with CIO, CTO, CISO, Digital Transformation leaders, Procurement, and application owners across IT and Operations. • Create compelling and insight driven business cases that connect automation capabilities to cost savings, risk reduction, workflow acceleration, and employee productivity. • Orchestrate complex opportunity cycles that involve security reviews, integration planning, competitive replacement strategies, and multi year commercial structures. • Deliver accurate forecasting and pipeline management for all API opportunities. • Represent the voice of the customer to product and engineering to influence roadmap needs related to scale, performance, governance, and developer experience.

• Own the full new logo acquisition cycle • Build and maintain a 3-4x pipeline coverage through high-volume prospecting activities, dedicating the majority of your time to pipeline generation • Execute a disciplined daily prospecting cadence, including cold calling, strategic email sequences, social selling, and creative outbound strategies to identify and create new opportunities • Run high-quality discovery meetings, uncovering business pain points and articulating compelling value propositions that resonate at executive levels • Navigate complex, multi-stakeholder sales processes with C-level executives, IT leaders, and cross-functional buying committees • Develop and execute strategic territory plans, identifying high-value targets and creating a qualified account prioritization strategy • Partner with Solutions Architecture and Customer Success to orchestrate technical evaluations, POCs, and ensure smooth post-sale transitions • Master our sales methodology (MEDDPICC, Command of the Message) to qualify opportunities, manage deal velocity, and drive predictable revenue • Maintain exceptional Salesforce hygiene, including detailed account notes, use case documentation, competitive intelligence, and accurate forecasting • Exceed quotas while maintaining high activity levels and pipeline velocity metrics

• Understand Snowflake’s product and ecosystem, conduct discovery calls, facilitate customized demos, and presentations to prospective customers • Be a multi-threaded, trusted advisor to customers, understanding their Business and IT roadmap • Work closely with Snowflake partners to accelerate customer value realization • Qualify prospects and develop new sales opportunities • Achieve sales quotas for allocated accounts and/or territory on a quarterly and annual basis • Work closely with cross-functional teams including sales leadership and professional services • Have experience and expertise in MEDDPICC or similar methodology