• Demonstrates professional qualities and demeanor that commands attention and respect from large law firms. • Networks and partners with prospects and customers both over the phone and in person to build confidence and develop win/win solutions. • Proactively stays on top of additional sales opportunities while navigating through customer organizations, while balancing frequency of contact with potential for new sales. • Possesses strong ability to create sales approaches and solutions; tries different and novel ways to deal with customer challenges and opportunities; while working with an extended internal team, takes courses of action or develops client solutions that appropriately consider available facts, constraints, competitive circumstances, and probable consequences. • Builds credibility by working as a strong team player and through powerful formal presentations. • Uses appropriate interpersonal styles to establish effective relationships with prospects, customers, and internal partners; interacts with others in a way that promotes openness and trust while giving them confidence in one's intentions. • Demonstrates strong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties. • Exhibits a deep knowledge of Aderant offerings; relishes ongoing, self-initiated learning, assimilates new information quickly, welcomes feedback and applies knowledge to practical use on the job.

• Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline • Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform • Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges • Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition • Regularly and promptly update customer relationship management tools to report customer contacts • Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales • Develop and execute a sales strategy with purposeful action to secure the sale • Rally internal support to pursue an account and optimize internal resources • Prioritize selling activities and ensure timely follow-through • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset

• Manage inbound and outbound warm calls (approx. 200+ weekly). • Handle calls lasting 6–15 minutes to close new customers, explain LawnStarter’s services, and upsell recurring plans. • Meet and exceed sales metrics and quality standards. • Demonstrate exceptional communication skills with U.S. customers. • Maintain accurate CRM records and uphold data protection policies.

• Own an Enterprise territory with responsibility for business development, client engagement, and generating new customer contracts. • Craft long term plans for acquiring and growing an account. • Actively prospect new business opportunities via cold calling, emailing, and LinkedIn outreach. • Leverage AI tools to enhance prospecting efforts and client communications. • Manage multiple relationships simultaneously to drive new business or expansion. • Use technology to accurately forecast, manage deal stages, and understand pipeline predictability.