• Own the full enterprise revenue lifecycle: new logo acquisition, contract renewals, and expansion within existing accounts • Prospect and close complex enterprise SaaS deals across a defined territory and target account list • Build deep, trusted relationships with executive sponsors and senior decision-makers at large enterprise organizations • Lead sophisticated discovery conversations to uncover strategic initiatives, workflows, and long-term platform needs • Position Highlight as a scalable enterprise software platform, clearly articulating ROI, differentiation, and long-term value • Manage multi-stakeholder, multi-threaded sales cycles involving procurement, legal, security, and executive leadership • Drive consistent ARR growth by meeting or exceeding enterprise quota targets across new business, expansion, and renewals • Partner closely with Customer Enablement to support onboarding, adoption, renewals, and account growth • Forecast accurately, maintain pipeline rigor in CRM, and provide visibility into deal progress and risk

• Manage the full sales cycle for Pathmonk’s customers, from prospecting to close, through a consultative sales approach • Clearly articulate & demonstrate our value proposition, creating excitement and enthusiasm among prospects • Self-generates leads by contacting prospective customers by Email, Phone, LinkedIn, networking, and industry events • Maintain weekly sales forecast, clear visibility on revenue performance and achieve quota quarterly • Maintain up-to-date knowledge of our evolving products • Contribute to the overall growth of Pathmonk, pioneering new best practices and driving projects to up level the team

• Identify, engage, and close net-new enterprise customers, meeting/exceeding individual quotas. • Build and manage a pipeline through self-prospecting and SDR-supported outreach. • Qualify opportunities rigorously, aligning customer needs and timing with Flexport’s capabilities. • Maintain accurate opportunity management and forecasting in Salesforce (SFDC). • Lead in-depth discovery with enterprise customers to understand supply chain challenges. • Engage multiple stakeholders across procurement, ops, finance, and leadership functions. • Translate complex customer requirements into tailored, value-driven Flexport solutions. • Demonstrate Flexport’s platform and services through remote and in-person meetings. • Manage longer, more complex sales cycles with discipline and clear next-step ownership. • Lead commercial discussions in alignment with Flexport pricing and contracting frameworks. • Coordinate internal stakeholders (Ops, Solutions, Finance, Legal) to shape and progress deals. • Lead the customer onboarding process by mobilizing and aligning internal teams and resources. • Ensure a smooth transition from sale to execution • Begin establishing long-term, trusted relationships with key customer stakeholders.

• Taking 4-6, one hour long sales calls per day on zoom • Showing up to daily sales meetings • Working directly with appointment setters to close deals