• The Senior Account Executive is responsible for meeting and exceeding sales objectives for an assigned territory by promoting and selling the D2L product suite through professional sales techniques. • This role requires proven ability to sell high-value, complex software solutions at the Enterprise level to the D2L’s Corporate market with a specific focus on workforce development and internal learning programs. • You will spend the majority of the time within your assigned territory developing and cultivating prospects, moving them through the sales process and closing new business. • You will be supported by a Business Development Representative, who is responsible for assisting you in the creation of a qualified pipeline. • Own your territory and drive results: Exceed revenue targets by managing a full sales cycle—from prospecting to closing. • Make prospecting an integral part of your regular routine. Consistently add new prospects and maintain a healthy 12-month pipeline. • Manage a 6–12 month enterprise, SaaS purchasing cycles with multiple stakeholders. • Develop positive relationships and work closely with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners.

• Make high-volume outbound calls to potential leads daily, following provided scripts and value propositions. • Research target companies to identify key decision-makers and gather relevant business information. • Qualify prospects based on pre-defined criteria and determine their IT services needs. • Schedule high-quality appointments for the U.S. sales team to conduct consultations and demos. • Accurately document and manage lead details, call notes, and follow-up tasks in the CRM system. • Collaborate closely with the Director of Business Development to ensure alignment on lead quality and sales objectives. • Achieve or exceed weekly and monthly KPIs, including calls made, leads qualified, and appointments booked. • Maintain a professional, friendly, and persuasive approach to engaging with potential clients. • Provide weekly reporting on lead generation activity, pipeline progress, and conversion metrics.

• Own and manage the entire sales cycle, from prospecting to close, with a focus on growing revenue with new enterprise customers • Develop and execute strategic sales plans to break into large, matrixed enterprise accounts • Engage with software engineers, architects, and technical stakeholders to understand their needs and position Temporal effectively across a wide range of use cases • Navigate complex technical discussions and align Temporal’s capabilities with customer priorities • Build and nurture quality relationships with prospects, acting as a trusted advisor throughout the sales process • Partner with customer success, solutions architecture, and product teams to ensure a seamless customer experience • Leverage your expertise in enterprise sales to identify and capture high-value opportunities within large, complex organizations, driving net-new customer acquisition • Innovate and adapt sales strategies to meet the dynamic needs of enterprise businesses in a rapidly evolving market

• Drive Enterprise Growth Through Strategic, Multi-Threaded Engagement • Lead consultative, multi-threaded sales cycles involving C-level stakeholders • Advise customers on integrating AI-powered data intelligence into their analytics • Collaborate across the ecosystem with product, marketing, and customer solutions teams • Represent Alation at industry events and maintain expert-level awareness of market trends