• Directly drive top-line revenue growth by acquiring new customers and developing strategies to penetrate top tier accounts in Spain & Portugal • Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability • Manage and nurture key customer relationships to ensure maximum satisfaction and retention, fostering long-term strategic partnerships • Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of Spanish and Portuguese existing clients • Create quarterly territory plans, developing strategies and actionable tactics to increase our market share • Demonstrate a strong understanding of Zendesk products and align them with clients business objectives to secure product expansion and customer satisfaction • Lead complex, value-centric sales cycles, including multi-month deals with proof of concept stages, particularly with customers generating significant revenue • Consistently develop a robust pipeline of qualified opportunities and maintain an accurate sales forecast to exceed quarterly and annual revenue goals • Establish and maintain C-level executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions • Collaborate effectively with internal teams and leadership to optimize sales strategies and drive sales execution • Negotiate and close complex deals, leveraging a consultative approach, utilizing your exceptional communication skills to present compelling business cases and value propositions • Maintain thorough knowledge of Zendesk solutions, staying current with competitive landscape and industry trends

• Exceed Sales Targets: Achieve an annual sales target of $1.5M+ through proactive, strategic account management and new business acquisition. • Full Cycle Ownership: Develop, qualify, and close deals independently, owning the pipeline across target enterprise segments. • Strategic Account Planning: Create and execute comprehensive account plans to drive deep customer engagement and maximize growth opportunities. • Consultative CLOSING: Conduct expert needs assessments, present compelling, tailored solutions, and negotiate high-value contracts.

• Meet with CIOs, IT executives, LOB executives, Program Managers, and other important partners • Close both new accounts and existing accounts • Identify and close quick, small wins while managing longer, complex sales cycles • Exceed activity, pipeline, and revenue targets • Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce • Use a solution-based approach to selling and creating value for customers • Promote Databricks' enterprise cloud data platform powered by Apache Spark™ • Ensure 100% satisfaction among all customers • Prioritize opportunities and applying appropriate resources • Build a plan for success internally at Databricks and externally with your accounts

• Pipeline generation and prospecting • Manage all stages of the sales process: outreach, discovery/diagnosis, presentation, proposal, negotiation, and closing • Facilitate procurement and contracting processes: inexigibilidade, procurement waiver (dispensa), and public tenders (licitação) • Identify pain points such as revenue loss, tax inconsistencies, and risks related to IBS • Responsible for targets for new contracts and revenue • Build and maintain strategic relationships with public sector decision-makers