• Cultivate long-term relationships with senior level decision-makers, executives and influencers within customer and prospect organizations • Engage in regular customer/prospect discussions to understand their objectives and align them with relevant CRx solutions • Own the business development relationship at existing accounts for Upsell-New Solutions and Cross-Sell opportunities to expand CRx solutions outside the scope of our current customer footprint • Partner with the Customer Success Director (CSD) and lead the development of strategic sales plans that align with both the client’s business objectives and company goals • Attend Strategic Account Reviews (SARs) to provide industry perspective, strategic insight, and position new solutions to key client stakeholders • Manage the relationship with the Procurement function ensuring MSAs are established and renewed while positioning Claritas Rx on preferred vendor lists to obtain visibility to relevant Requests for Proposal (RFPs) • Negotiate new deals and assist the Customer Success Director in renewal contract negotiations as needed • Develop a lead generation plan with marketing, inside sales, CRx senior leadership and other relevant cross-functional partners to gain entry to new logo accounts for capabilities presentations and ultimately converted sales • Consistently achieve or exceed sales goals • Maintain and grow multi-million-dollar accounts • Maintain an accurate sales pipeline and forecast, regularly reporting on sales progress, opportunities, and customer feedback • Partner with product, customer success, and marketing teams to identify and recommend solutions for new development that address customer-specific challenges • Work with CS and marketing to create case studies to use in landing new enterprise accounts • Stay current on industry trends to proactively recommend solutions that keep clients competitive

• Own a quota and the full sales cycle from first touch through activation across a diverse range of companies across all stages, industries, and use cases. • Design and execute your own pipeline strategy across outbound, inbound, and creative channels, while partnering closely with SDRs. • Run high-quality discovery with founders, operators, and lean finance teams to uncover real problems in how they manage cash, payments, and financial operations. • Connect pain-points to Mercury’s products and tell clear, simple stories that help customers make confident decisions. • Drive a strong pipeline of high-velocity deals while staying in control of your time and competing priorities. • Collaborate with Account Management, Partnerships, Marketing, and Product to win complex deals and unlock new segments. • Turn what you see in the field into structured feedback and ideas that improve our go-to-market motion, processes, and product.

• Focus on bringing new enterprise Voice & SMS opportunities, focusing on the LATAM market. • Identify, strategize, pursue, and create new business opportunities in the assigned region. • Create an active and healthy pipeline of opportunities, and meet sales goals in line with the overarching sales strategy. • Learn & become subject matter experts of IDT’s products and services, and educate prospects in making buying decisions. • Understand the client’s ecosystem and explore how IDT’s products fit their requirements. • Show professionalism, courtesy & confidence in every interaction. • Navigate tools, including CRM applications and internal systems. • Efficiently manage your time and always put the customer experience first. • Collaborate with the sales leadership team and peers to determine the best sales strategies. • Successfully transition converted opportunities to the account management team. • Liaise with the marketing team to create effective marketing strategies. • Bring your A-game & close sales.

• Meet with potential Enterprise customers, deeply understand their problems, and assess whether or not Webflow is a good fit. • Build a sales pipeline and drive the full sales cycle from identifying new prospects to close. • Establish and maintain relationships with key stakeholders within prospect and customer accounts. • Negotiate annual or multi-year software contracts. • Position and communicate Webflow’s vision, solution, and value propositions. • Work cross-functionally with marketing, product, design, education and engineering to execute sales strategy. • Collaborate with Customer Success to build high-quality onboarding and customer experiences. • Travel up to 25% - primarily for onboarding, industry events, and internal offsites.