• 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

• Prospecting for net new accounts, greenfield building, and developing relationships with existing customers to maintain active deal pipeline and ideal quota coverage in your territory • Manage and create demand for expansion on existing customers to widen the footprint of Collibra within these accounts • Managing complex deal cycles, from lead origination to stakeholder mapping, through negotiation to close and expansion. • Successfully collaborating with customers, partners, and peers in a consultative sales process where you will identify value and ROI to support customer’s needs • Reliable, accurate forecasting, with Salesforce updates reflective of real-time activity