• Self-generate qualified pipeline to ensure consistent velocity toward monthly quota attainment • Leverage SPIN (or alike) to skillfully conduct comprehensive discovery • Leverage MEDDPICC (or alike) to forecast accurately, identify risk, and disqualify weak opportunities early • Negotiate pricing, packaging, and contractual terms to achieve timely and mutually desirable outcomes • Coordinate internal resources and key external stakeholders to successfully complete customer's legal, security, and compliance requirements • Embrace a disciplined cadence of activity for consistent and measurable top-of-the-funnel inputs • Conduct formal weekly pipeline reviews that ensure correct coverage and accurate forecasting, using Salesforce is the source of truth • Attend regular Deal Desk and Pre-Call Planning meetings to gameplan new logo and expansion engagements • Partner cross-functionally to ensure smooth pre-sale to post-sale transition • Activate existing customers to refer and expansion by consistently delivering value, follow-through, and mindful communication • Engage in routine sales trainings and incorporate new systems and processes into the sales cycle

• Working in a remote setting focused on inbound leads to originate loans • Originating a portfolio of mortgage loans through the identification and development of relationships with realtors, mortgage brokers, and investors • Managing a pipeline with multiple prospects • Analyzing potential loan markets and developing referral networks to locate prospects for loans • Recruiting and managing referral sources

• Qualify prospects through cold calling/emailing; talking and messaging • Successfully convert prospects into long-term business relationships • Meeting monthly and weekly sales goals • Provide customers with exceptional customer service • Answering customer questions about features, benefits, pricing, and availability • Grow customer accounts through low ticket sales • Collaborate with the sales team as well and input ideas • Implement effective organizational techniques for managing each stage of the sales cycle

• Building and executing a territory plan to prioritize leading security-focused brands and manufacturers • Working with marketing to promote our brand and increase market awareness in prioritized accounts • Developing pipeline through outreach, prospecting, local marketing, and industry events • Closing contracts to meet and exceed quarterly and annual bookings targets and achieve strategic objectives • Managing customer relationships and interactions through all stages of the sales cycle • Working with IoT Field Engineers to understand customer requirements and ensure customer satisfaction • Maintaining accurate data and forecasts within Salesforce • Establishing productive professional relationships with key influencers and decision-makers • Coordinating with colleagues, including support, delivery, and management