• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned high risk, high impact existing or potential customers or partners • Develop and communicate accurate sales forecasting on a real-time basis • Operate as a trusted advisor to customers or potential customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level. • Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline • Leverage expertise and significant best practice knowledge to educate customers and potential customers on the benefits of the company’s solution; drive customer need and create opportunities • Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration • Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls • Comprehensive understanding of best practices and market trends proactively educate and influence key executives on future business and technical needs; pursue opportunities for company expansion and integration • Engage company specialist and support resources as needed to advance opportunities • Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response • Develop and maintain strategic internal working relationships to enhance sales execution • Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs • Develop the closing plan and strategy for accounts with key influencers within the account; lead negotiation and contracting process to ensure deal is closed on time, as forecasted • Operate as an innovative thought leader among the team; contribute to the overall growth and quality of the sales team and processes • Serve as a subject matter expert for the sales department and colleagues; consult on market trends and best practices • Mentor, coach and influence other sales team members

• Lead growth across both greenfield opportunities and existing accounts, developing expansion strategies that deepen product adoption and maximize account value. • Manage the full enterprise sales cycle, from prospecting to close, landing high-value SaaS deals with innovative, fast-growing companies in workforce management and adjacent markets. • Build and maintain a robust pipeline through strategic prospecting, outbound efforts, and executive-level engagement. • Act as a consultative advisor, aligning complex technical solutions with customer needs in fraud, analytics, and digital identity. • Collaborate cross-functionally with product, engineering, and marketing teams to align on customer needs and influence the product roadmap. • Deliver accurate pipeline forecasts and support strategic planning and execution. • Represent Socure at industry events and deepen client relationships through in-person meetings as needed. • Provide market feedback to inform product development and go-to-market strategies. • Demonstrate leadership competencies, including strategic thinking, cross-functional collaboration, and a commitment to Socure’s values of innovation, ownership, and shared expertise.

• Own and drive strategic client and partner prospecting, key presentations, negotiations, contract development and product solutions with key stakeholders and executives, ensuring all deliverable milestones are met to win new logos and support company revenue goals. • Develop and employ a deep and evolving understanding of the US academic market landscape including policy, macro-economic market trends, labor or demand side dynamics, emerging technologies, and competitive landscape. • Create, maintain, and execute creative and applicable account penetration strategies for top tier account assignments and targets. • Consistently conduct high-touch, strategic prospecting efforts in collaboration with account based marketing (ABM) campaign programs and Sales Development Representative activities. • Create sales pipelines through best-practices, disciplined networking, prospecting, discovery, and qualification techniques. • Maintain a deep understanding of influential education technology company’s whose core mission is to serve Academic markets exploring relationships where significant leverage exists. • Comfortable and experienced with the RFI/RFP process and willing to quarterback the process cross functionally within and across Skillable. • Be accountable to produce self-sourced first meetings (in addition to those generated through Demand Generation programs) in order to generate sufficient pipeline coverage for sales quota target. • Document and regularly maintain sales opportunity data and provide accurate sales forecasting through internal systems. • Manage the full sales cycle from lead to close including choregraphing the proper use of Skillable assets and cross-functional resources. • Work closely with Skillable’s Chief Growth Officer and sales leadership and broader sales organization to develop sales strategy, monitor and analyze KPIs, and beat organizational revenue goals as a team. • Serve as a trusted advisor to understand your prospects’ desired organizational and institutional outcomes, dynamics and details of their organization and propose appropriate solutions and services to ensure satisfaction and success. • Understand and sell a complete virtual labs solution, along with content, services, and support to ensure customers’ technology skills training, development, and validation needs are met. • Continuously partner with internal product, technology and customer experience teams to stay aware of key product features and differentiators. • Consistently and regularly meet or exceed quarterly and annual quotas. • Support and promote the company values through positive interactions with both internal and external partners and customers on a regular basis. • Other strategic business initiatives or cross-functional project involvement as required.

• Utilize past experiences, relationships, and market knowledge to drive new business with large employers with 5K to 25K employees • Lead end-to-end commercial sales opportunities from sourcing to managing the pipeline to closing deals • Partner with the Consultant Relations Team to build relationships and develop leads from employer benefits consultants • Work closely with your Sales Development Representative to identify new market opportunities and drive execution • Work closely with the National Partnerships Team to build key relationships with market partners such as PBMs, health plans, and other reseller partners