• Design and execute a comprehensive onboarding and development strategy for internal sales teams, partner sellers, and sales leaders across the GEO • Ensure new sellers’ ramp quickly, existing sellers continue to strengthen critical selling capabilities, and sales leaders are equipped to drive consistent execution and performance • Build structured learning journeys that enable sellers and partners to confidently execute the company’s sales motion, leverage core sales plays and methodologies, and accelerate pipeline creation and revenue growth • Own and evolve the end-to-end onboarding experience for internal sellers and partner sellers across the GEOs • Develop structured onboarding programs that accelerate ramp time, pipeline contribution, and quota productivity • Ensure onboarding equips sellers and partners with the knowledge and skills required to execute the company’s sales motion, sales plays, and platform strategy • Partner with channel leadership to ensure partner sellers have consistent onboarding and readiness experiences that support partner-led growth • Build ongoing development programs focused on critical selling capabilities including discovery, deal qualification, value articulation, negotiation, and executive conversations • Drive adoption of core sales methodologies and frameworks (e.g., MEDDPICC) within onboarding and continuous learning journeys • Identify skill gaps through collaboration with sales leadership and implement targeted development programs that improve field performance • Build upon and deliver development programs for frontline and second-line sales leaders • Equip managers with practical tools for pipeline management, forecasting discipline, performance management, and coaching • Enable leaders to drive consistent execution and accountability across the field • Partner with Product Marketing, Technical Teams, and subject matter experts to ensure sellers are equipped with the knowledge required to effectively position and sell the portfolio • Collaborate with technical enablement leaders to integrate sales and technical onboarding frameworks while maintaining clear ownership boundaries • Align with Marketing, Sales Operations and Sales Leadership to ensure programs support current business priorities and go-to-market strategy • Build structured learning paths aligned to role, experience level, and sales motion • Develop scalable onboarding and development programs that leverage workshops, digital learning, cohort-based learning, and real-world application • Ensure programs are continuously refreshed to reflect evolving sales strategies and market priorities • Establish clear metrics and dashboards to measure the effectiveness of onboarding and development programs • Track and report impact on key outcomes including: ramp time reduction, time to first deal, time to pipeline productivity, sales productivity and quota attainment, partner seller readiness and engagement • Continuously improve programs based on field feedback and performance data.

• Contact and qualify cold and warm leads with phone calls • Create and strategically prioritize target account lists • Conduct high-level conversations with contacts at target accounts • Conduct lead follow-up activity based on marketing events and website inquiries • Act as the subject matter expert on a wide range of services, providing prospects with peace of mind that we are unlike any company in the industry • Successfully utilize multiple sales enablement tools simultaneously • Track all activity in a CRM • Work closely with internal teams to develop lead gen programs • Report to KPIs to leadership including calls, conversations, meetings booked, etc.

• Make outbound contacts (via phone, WhatsApp, email, and social media) with leads provided by the marketing team or sourced independently. • Map stakeholders and the needs of leads within the sales funnel. • Apply the lead qualification process, identifying the customer profile (fit), their pain points, and purchase potential. • Ensure the handoff of qualified leads to the sales consultant (SQL). • Keep all interactions and information organized and up to date in the CRM system (e.g., HubSpot). • Maintain effective pipeline management and adhere to SLAs for contact and response times. • Provide regular feedback to the marketing team on the quality of MQLs generated and suggest process improvements. • Collaborate with the sales team to optimize outreach approaches and pre-sales scripts. • Meet daily activity targets, such as number of calls, scheduled meetings, and conversion rates.

• Learn enterprise cybersecurity sales from the inside. You'll build fluency in SIEM modernization, detection engineering, and data platforms like Snowflake and Databricks. You'll understand the operational pain of running a security operations center. Not surface-level. Enough to hold your own with technical buyers. • Run strategic outbound into named accounts. No spray-and-pray. You'll work a defined set of accounts, research their security architecture and trigger events, and build outreach that speaks to each account's specific environment. When a CISO reads your email, they see that you did your homework. • Write outreach that sounds like you, not a template. Every email goes through a quality gate. You'll learn to lead with outcomes instead of features, talk to a person instead of about an industry, and cut every word that doesn't earn its place. The bar is high because these emails land in the inboxes of Fortune 500 security leaders. • Generate qualified pipeline. Balance strategic cold outbound with inbound follow-up. Use intent data, CRM signals, and your own research to prioritize the accounts most likely to move. You'll own your numbers and know exactly where your pipeline stands at all times. • Get coached, and actually improve. The coaching system doesn't just flag what's wrong. It teaches you why it matters and what to do differently. You'll get measurably better at writing, positioning, and selling every week. People who do this job well leave with skills most AEs never develop.