• Build and manage a methodically qualified sales pipeline from start to close • Research, identify, and generate new opportunities on a weekly basis • Through understanding your customers challenge, sell our solutions in a consultative approach • Maintain a high volume of activity including outbound calls, emails, & social selling • Develop, grow, and maintain relationships within a dedicated account book of Emerging Enterprise accounts • Learn and embrace Tanium’s value selling sales strategy • Build a strong understanding of the competitive landscape and current trends in the marketplace • Work closely with our broad ecosystem of partners to drive the best outcome for customers • Be an integral part of the fastest growing business in Tanium

• Manage the sales process from start to finish • Generate opportunities by utilizing a variety of sales techniques • Utilize a solution-focused approach to selling and create value for clients • Maintain and build rapport with key decision-makers • Drive revenue and new business to develop a robust pipeline and strong book of business • Build, maintain, and document all sales activities in Salesforce CRM software including daily/weekly activities, pipeline, and forecast • Exceed activity, pipeline, and revenue targets • Complete ongoing security awareness training and comply with company policies to the requirements section • Identify and escalate security risks to the appropriate Executive Leadership Team member and actively contribute to remediation efforts • Other duties as assigned

• Develop a strategic sales plan for your geographic territory. • Perform daily outbound calls for the purposes of setting up live or web-based demonstrations and generating new leads for future sales opportunities. • Conduct web-based and live presentations to prospects within your territory. • Foster relationships with prospective customers • Collaborate with your team on pricing decisions supplier selection, administrative needs, and strategic sales approach • Translate business opportunities into incremental revenues through strong value-based selling techniques • Manage multiple projects simultaneously with a sense of urgency • Maintain and update accurate information in the company's operating systems as well as effective daily use of the company’s CRM • Attend trade shows, conferences and meetings that provide face-to-face opportunities to promote Birdseye Solutions. • Provide accurate sales forecasting on a monthly basis for all sales opportunities within your territory. • Attend weekly sales meetings – Be prepared to report on weekly activity and results.

• Own and build the Bay Area territory (must live in territory) • Prospect daily through calls, email, in-person visits, networking, and industry events • Run compelling, high-energy demos that clearly articulate ROI • Create urgency and close consistently in a short sales cycle • Develop deep knowledge of the Bay Area restaurant landscape • Become a recognized name in the restaurant community • Partner with your regional team to refine messaging, share best practices, and drive market strategy • Protect the brand by selling with integrity. No overpromising, no heavy discounting, no poor-fit deals