• Own the entire sales process from identifying new opportunities to closing deals, ensuring a seamless customer experience • Build and manage a robust pipeline of qualified opportunities, with self-generated outbound prospecting efforts as well as inbound leads, to exceed sales targets • Conduct deep discovery calls to understand prospects’ needs, challenges, and goals, positioning Truffle Security’s solutions to solve their pain points • Partner with Solutions Architects to provide product demos, align technical solutions with customer requirements and to facilitate successful proof-of-concepts (POCs) • Develop tailored proposals and manage contract negotiations with key decision-makers • Collaborate closely with Marketing and Sales Development to nurture prospects and develop targeted outreach campaigns for customer acquisition • Partner with Customer Success to drive upsell and expansion opportunities with customers • Maintain accurate and up-to-date pipeline information in our CRM (Salesforce) and provide regular updates to sales leadership on progress towards goals

• Create and execute a strategic territory plan to attract and close business leveraging cross-functional relationships with business development and marketing as well as regional partners and system integrators • Accurately forecast and deliver a predictable sales cycle, and understand and engage with upper management to move deals through complex sales cycles • Challenge, consult with and inspire our prospects to think differently, beyond immediate needs, to engage in a value-based sales motion from initial discovery through proof of concept to purchase order • Participate in industry-leading events attended by innovative cutting-edge vendors and thought leaders • Continuous sales training and learning opportunities to further elevate your career

• Fully own client relationships by providing best in class account management, building solid rapport, demonstrating transparency, and delivering results against joint business objectives • Manage a small team of Sr. Account Managers and Account Managers to deliver to clients’ business objectives • Drive client test & learn calendar and ensure you are always bringing new ideas to the client • Contribute to the Pacvue product by providing input and recommendations on new features and functionality • Showcase the power of Pacvue’s technology by delivering on client objectives and contributing to industry training & education programs • Act as a leader on the Pacvue Growth & Experience team through knowledge sharing with the broader Pacvue team • Develop strategic growth plans, gain client alignment, and fully execute against the aligned upon approach • Measure efficacy of the strategy through regular reporting against core marketing KPIs and ad-hoc audits to identify areas for refinement • Leverage retail media activities and other retail readiness recommendations to drive increased traffic and conversion and organic search ranking improvement • Highlight incremental sales opportunities to clients through participation in Retailer programs, additional promotional opportunities, and recommendations to improve operational KPIs • Develop annual budget recommendations and properly allocate across campaigns to align with high level business objectives • Develop an annual marketing calendar incorporating key drive periods including relevant macro and micro seasons, new product launches, and client media calendars • Leverage Pacvue technology to manage budget pacing, communicate with client on trends and pacing, and deliver results within client budget thresholds • Prepare weekly and monthly advertising reports, analyze category trends, measure advertising and total sales, identify account trends, and perform competitive benchmarking across the client’s product portfolio • Responsible for reporting, analysis and communication with Pacvue management teams • Maximize share, revenue, and profitability for clients while integrating client’s internal objectives such as driving innovation or key items or product lines • Create strategic retail media plans for new product launches, including recommendations for retail readiness across core KPIs

• Engage the public sector market with an outbound approach • Map your territory and plan your structure • Cultivate relationships with new customers • Drive revenue growth with new customers through product and industry expertise • Manage negotiations and contractual agreements • Grow your pipeline by working cross-functionally with Marketing and Sales Development • Prepare, present and close new business through a detailed reach-out plan • Provide weekly feedback & forecasting on all account activity • Work closely with champions and stakeholders to develop proposals and business cases • Partner with and influence customers through thought leadership and deep product knowledge • Share customer feedback with Product, Engineering and Partner Success teams • Frequently travel to visit customers in Canada and the US