• Collaborate cross-functionally with marketing, customer success, alliances, operations, and analytics to drive pipeline generation and exceed revenue goals. • Accelerate the growth & adoption of Fivetran in the Enterprise Market through value-driven sales cycles. • Lead in-depth discovery and demonstrate a deep interest in our Enterprise customers’ data challenges, identify required capabilities and positive business outcomes to drive towards valuable long term customer engagements. • Speak comfortably about Fivetran’s vision to a broad range of audiences from C-level executives to individual contributors. • Seek out and land deals with new Enterprise target accounts, then look to grow their footprint with Fivetran through new use cases, cross-sells and expansion. • Build strategic relationships with partners in order to identify new opportunities and accelerate deal cycles. • Forecast accurately and provide clear visibility on sales and revenue performance by actively managing and progressing opportunities.

• Act as a trusted advisor, leveraging internal resources for complex deal closure. • Maintain precise SFDC data for territory management and accurate forecasting. • Develop account plans using research and relationship-building for tailored solutions. • Manage intricate deals, aligning decision-makers, products, and funding sources. • Foster and maintain strong, long-term customer relationships to enhance satisfaction and retention. • Continuously monitor industry trends, competitors, and market conditions for informed decision-making. • Track and analyze sales performance using key performance indicators (KPIs). • Collaborate effectively with internal teams to ensure seamless customer experiences. • Stay up-to-date on product knowledge to effectively communicate value propositions. • Participate in ongoing sales training and development programs. • Provide accurate sales forecasts and regular reports to management on territory performance. • Gather and integrate customer feedback to inform product development and improvements. • Consistently meet or exceed sales targets and revenue goals to contribute to organizational growth and profitability.

• Conduct initial sales conversations with prospective new clients (PNCs) who have been pre‑qualified by the intake team. • Assess client needs, issues, goals, and urgency by asking targeted questions related to legal matters, and clearly explain the firm’s services, processes, and value in a way that is easy to understand. • Consistently follow up on all leads to bring them to a close while addressing concerns, overcoming objections, and guiding clients toward confident decision‑making. • Take initiative in managing leads, following up on inquiries, and helping prospective clients feel confident in choosing the firm. • Meet or exceed monthly conversion goals and performance metrics. • Finalize contracts, accept payments, and facilitate a professional introduction and transition to the legal team once an engagement is signed. • Update the CRM system (Clio) with detailed notes from all interactions with PNCs in a timely manner, ensuring confidentiality and compliance with legal standards. • Collaborate with the team to prioritize cases based on urgency and complexity to ensure each PNC receives knowledgeable and compassionate guidance during their initial legal consultation. • Provide administrative support by managing appointments, scheduling follow‑ups, entering data, and reviewing documents. • Maintain confidentiality and handle all client information and conversations with professionalism and discretion.

• Research and enter every meeting armed with information about your audience and their business. • Listen and understand deeply each prospect’s challenges and opportunities, and catch every single detail that can be used to advance our case. • Know the product cold, and precisely demonstrate every feature so as to wow the prospect with its breadth and depth. • Prepare and present the strongest possible proposal a prospect might accept. • Create materials as needed to facilitate present and future deals. • Be ready to go 12 rounds defending our terms and the value we provide. • Think creatively to address reservations without giving up value. • Close deals!