• Drive revenue, adoption, and market segment share for our YoyoGo product by proactively contacting businesses in the retail and related industries • Relay market needs and requirements back to internal teams including Product Management and Technical teams • Engage with potential customers to help them understand the opportunities, features and benefits of our tech disrupting payments product • Follow up with prospects until you close the deals and have successfully integrated the customers onto our payments app • Meet or exceed targets and KPIs • Identify prioritization and trade-offs for meeting adoption and revenue targets

• Drive and orchestrate complex sales cycles • Collaborate with internal partners and teams to best serve the customer • Initiate long-standing relationships with prospective customers and executive sponsors • Create and implement strategic account plans focused on attaining enterprise-wide deployments • Understand the strategic competitive landscape and customer needs to effectively position Palo Alto Networks • Engage a programmatic approach to demand to generate, develop, and expand your territory • Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services • Travel as necessary within your territory, and to company-wide meeting

• Define and execute the regional sales strategy aligned with global company goals and market dynamics. • Lead, coach, and develop a team of Account Executives to deliver consistent, scalable growth. • Foster a culture of accountability, collaboration, and performance excellence, empowering individuals to own outcomes. • Partner closely with the CRO and senior leadership to align regional execution with global strategy. • Act as the voice of the DACH market, influencing product, pricing, and go-to-market strategy based on customer insights and competitive intelligence. • Own the forecasting process — ensure precision in pipeline management, forecast accuracy, and deal-stage integrity. • Drive rigorous sales hygiene across CRM systems (e.g., Salesforce), ensuring timely, complete, and accurate data entry. • Establish and maintain a weekly operational cadence: forecast calls, deal reviews, pipeline inspections, and performance tracking. • Monitor leading and lagging indicators of performance (pipeline coverage, win rates, sales velocity, deal size) to identify trends and take corrective actions. • Implement consistent sales methodology (MEDDPICC) to drive repeatable and high-quality execution. • Collaborate with Sales Operations to build scalable processes that enhance predictability and visibility. • Build and scale a high-performing enterprise sales team with a strong value-selling mindset. • Coach and mentor team members, focusing on deal strategy, customer engagement, and commercial excellence. • Partner with Enablement to design onboarding, training, and continuous improvement programs aligned to performance goals. • Set clear KPIs, expectations, and accountability frameworks that drive both individual and team success. • Cultivate trusted relationships with key customers, executives, and strategic partners to uncover growth opportunities. • Champion a customer-centric culture, ensuring sales execution aligns with customer needs and business outcomes. • Lead expansion of existing accounts through strategic cross-sell, upsell, and multi-solution offerings. • Stay informed on competitive trends and market dynamics to anticipate shifts and adjust strategy accordingly. • Partner with Marketing, Product, and Customer Success to align go-to-market motions and optimize customer value delivery. • Collaborate on account-based strategies and solution positioning to drive differentiation in the market. • Represent the region in strategic planning, budgeting, and executive review cycles.

• Design and implement sales compensation plans aligned with organizational goals. • Maintain accurate documentation of plan rules, eligibility criteria, and payout structures. • Communicate plan details and provide training to stakeholders. • Support annual and quarterly quota-setting processes and ongoing management. • Manage compensation workflows, respond to inquiries, and provide timely updates to senior executives. • Oversee commission deliverables to ensure timely and accurate payouts. • Ensure adherence to governance policies and audit requirements. • Prepare reports and dashboards for leadership on attainment, payouts, and trends. • Maintain account and territory assignment details.