• Own the full expansion cycle: create pipeline → close → expand within existing enterprise accounts • Proactively source new opportunities across business units, teams, and geographies • Build and execute strategic account plans grounded in org mapping, whitespace analysis, and clear growth hypotheses • Multithread across marketing, design, product, and executive stakeholders to increase deal size and account penetration • Partner closely with Customer Success to align expansion with renewal strategy and long-term account growth • Lead consultative, value-driven sales cycles tied to measurable business outcomes • Run compelling demos, pilots, and POCs that validate new use cases and accelerate adoption • Navigate complex enterprise procurement, legal, and stakeholder environments • Maintain strong pipeline discipline and deliver accurate forecasts • Act as the voice of the customer—bringing insights back to Product and GTM teams, especially as we evolve our AI offering

• Own the full sales cycle: create pipeline → close → expand • Break into and systematically develop enterprise accounts, building relationships across key stakeholders • Build and execute a strategic territory plan, partnering with your SDR to map accounts, prioritize outreach, and generate pipeline • Consistently meet and exceed monthly, quarterly, and annual revenue targets • Drive account expansion within your first year by uncovering new use cases, stakeholders, and budgets • Multithread across marketing, design, product, and executive stakeholders to increase deal size and durability • Lead consultative, value-driven sales cycles tied to clear business outcomes • Partner cross-functionally (SDRs, Marketing, Product, CS) to refine messaging and influence GTM strategy, especially for our AI offering • Run compelling demos and pilots that accelerate buying decisions • Navigate complex enterprise procurement and negotiation processes • Maintain strong pipeline discipline and deliver accurate forecasts • Act as the voice of the customer to influence product and positioning

• Strive to exceed the monthly revenue quota • Identify prospective customers, generate and convert leads to sales; collaborate with new and existing customers to identify needs and sell solutions • Coordinate the sales process with marketing and the Sales Solutions Engineer (demonstrations) • Negotiate contracts and pricing with the RSD and/or CCO • Maintain their customer details in our CRM, HubSpot • Partner with Marketing and others to develop and refine sales and marketing strategies • Represent EnsoData at shows and, as needed, travel for onsite demonstrations

• The Molecular Account Executive is a field sales role responsible for covering the San Diego & Orange County, CA territory. • Drive market share growth by identifying and cultivating new business opportunities across the territory. • Build trust and long-term partnerships with customers by understanding their needs and delivering win-win solutions. • Anticipate sales shortfalls and implement contingency plans through effective troubleshooting and problem-solving. • Manage complex, long-term capital sales cycles with strategic foresight.