• Team leadership & coaching: Professional and disciplinary management of a small field sales team (2–3 Account Executives). • Onboarding, coaching and development of your team members. • Joint definition and tracking of sales targets and KPIs. • Independently responsible for selling our SRA Pro solution to hospitals in Northern and Eastern Germany. • New customer acquisition: identifying, approaching and winning new hospital partners. • Account management and expansion of existing customer relationships. • Presenting and demonstrating SRA Pro to decision-makers in hospitals (e.g., neurology, cardiology, stroke units, IT, procurement). • Close collaboration with management on sales strategy and territory planning. • Reporting and pipeline management: transparent communication of forecasts and market developments. • Active contribution to the development of our sales processes and go-to-market strategy. • Representing apoplex at professional congresses, trade shows and industry events.

• Pro-active visiting customers, finding new and developing relationship with existing customers; introduce *Lapp* products and solutions to gain customer acceptance. • Contribute to marketing activities trade shows, customer demonstrations and other marketing events, as well as demonstrating prototypes and solutions; • Close sales and provide after-sales support service; • Utilize value propositions for a value based selling approach; • Continually update customer relationship information and put visit reports into the ERP and CRM systems; • Research current market trends and learning about new technology products and solutions; • Constantly communicate with colleagues and share information about planned visits, customer needs and other important information to ensure teamwork.

• Responsible for selling Acquia Source, our next generation, AI-powered SaaS CMS, powered by Drupal - the most secure and scalable CMS on the planet. • Identify new business opportunities, manage, and close deals in Acquia Mid-Market account and prospect base • Engage with senior level executives within these organizations • Develop positive relationships and identify prospect needs at all decision-making levels • Stay current on competitor offerings and be able to identify their strengths and vulnerabilities • Turn client feedback into meaningful strategies to drive new Acquia Source opportunities business and address competitive risks • Influence client decisions and advocate for client needs to broker win-win solutions • Work closely with various functional teams including Pre-Sales Solution Engineering, Product Development to ensure seamless implementation and product market fit for our solution • Handle full-life cycle sales in an individual contributor environment • Collaborate efficiently across internal teams and nurture an atmosphere of trust and open communication • Engage with our channel partners and various subject matter specialists to drive sales opportunities. • Work cross-functionally with demand generation and marketing teams to cultivate pipeline

• Fully ramped on At-Bay’s MDR platform, GTM strategy, and sales processes • Effectively managing a growing pipeline of qualified leads and opportunities from existing customers • Manage and grow existing customer relationships by identifying upsell opportunities in partnership with our underwriters • Delivering product demos and participating in sales calls with confidence and clarity • Collaborating with marketing and product teams to share early customer feedback and insights • Actively contributing to refining the sales motion, CRM workflows, and internal tooling • Consistently closing new business and meeting or exceeding revenue targets • Leading the full sales cycle independently — from prospecting through contract negotiation • Building repeatable strategies to generate pipeline and shorten deal cycles • Becoming a key voice in shaping product direction based on customer conversations • Playing a central role in expanding our presence in the cybersecurity space