• Reach out to potential customers and understand their needs • Communicate how products and solutions meet customer needs • Build and maintain strong professional relationships with customers • Follow up on leads obtained from trade shows and the Internet • Monitor industry trends and competitors to position offerings effectively • Collaborate with sales, marketing, and other departments to optimize sales strategies

• Partner with the Public Sector sales team to help develop and implement account plans • Partner with the Public Sector marketing team to develop and implement brand awareness campaigns and grow pipeline • Focus on acquiring new customer “logos” in addition to growing the existing customer base • Own all technical aspects of sales opportunities (i.e. getting the technical win) while assisting current customers as they grow • Day to day responsibilities include: • Work with existing and prospective customers to understand their software development, security, and deployment processes to determine if and how Chainguard products can help • Conducting product demonstrations and POVs • Growing pipeline by participating in webinars, meetups, conferences and other Public Sector and territory-focused marketing initiatives • Advocating for your customers’ needs within Chainguard

• Engage with prospects to understand their technical environment and security challenges. Provide technical presentations, demonstrations, and support throughout the evaluation process. • Develop a deep understanding of Qwiet AI's product suite, including SAST, SCA, Secrets management, AutoFix, CI/CD integrations, and IDE tooling. Effectively communicate the value propositions and technical advantages of our solutions. • Collaborate with prospects to design and propose customized solutions that address their security requirements. Create proof-of-concepts and technical proposals to showcase Qwiet AI's capabilities. • Serve as a trusted advisor to prospects by providing insights and recommendations on integrating Qwiet AI's solutions into their existing development workflows. • Work closely with our Sales team to qualify opportunities, provide technical support during sales meetings, and assist in closing deals. • Gather feedback from prospects and customers regarding product features, functionality, and performance. Communicate insights to our Product Management and Engineering teams to drive product improvement and innovation.

• Prepare and deliver compelling technical presentations, demos, and webinars, to support commercial team efforts • Providing in-depth technical expertise and tailored pre-sales content based on customer needs, to support commercial team efforts • Cultivate strong relationships with prospects, acting as a trusted advisor and technical point of contact. • Drive sales strategies by engaging in discovery sessions, addressing technical objections, and delivering custom proof-of-concepts (PoCs). • Work with product organization on actionable product feedback from customer interactions • Participate in webinars, trade shows, internal meetings, and other external engagements and provide thought leadership in the area • Streamline technical evaluations and enable faster decision-making for prospects, thus shortening sales cycle • Leveraging technical insights to influence go-to-market strategies.