• Build relationships with CIOs, IT executives, LOB executives, Program Managers, and other important partners. • Drive value-based growth within the accounts • Expand the Databricks footprint into new business units and use cases. • Exceed activity, pipeline, and revenue targets. • Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce. • Use a solution-based approach to selling and creating value for customers. • Promote Databricks' Data Intelligence Platform powered by Apache Spark™ and Delta Lake • Enable orgs to democratize insights from their data through AI-powered business intelligence, natively integrated into the Databricks Platform. • Prioritize opportunities and leverage appropriate resources. • Build a plan for success internally at Databricks and externally with your account

• Sell Abnormal AI solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan) • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

• Qualify inbound leads and book high-quality meetings for the appropriate sales teams • Sales assist opportunities from inbound leads who want to purchase off-the-shelf • Run outbound outreach through calls, emails, and multi-touch campaigns to both existing users and new prospects • Anticipate, address, and overcome objections throughout the sales process • Partner with Account Executives to source new pipeline that converts to closed revenue • Understand prospects’ business goals to assess whether RocketReach is a strategic fit • Build trust and strong relationships with internal stakeholders and potential customers

• Identify and capture new B2B business opportunities to consistently meet and exceed sales targets within the Dallas territory. • Conduct comprehensive packaging audits at client sites; collaborate with the internal Design Team to deliver customized structural and display solutions. • Determine technical product specifications, prepare accurate quotes, and manage pricing strategies to ensure healthy margins and competitive positioning. • Build and maintain deep-rooted relationships with key customer contacts, serving as a trusted advisor for their packaging needs. • Compile and analyze customer data to build a robust, high-conversion prospect list and track performance through weekly/monthly activity reports. • Respond promptly to technical inquiries regarding product availability, credit terms, and specialty manufacturing capabilities. • Maintain high visibility in the market through regular client visits to assess needs and promote cross-selling of additional products and services.