• Sell a portfolio of infrastructure and application software that optimizes and modernizes enterprise systems • Work closely with Field Marketing to develop prospects and events • Lead sales campaigns with the extended Rocket sales team • Ensure customer sales satisfaction and reference-ability • Meet revenue targets and strategic objectives • Actively use Salesforce and maintain sales forecasts • Work with management to negotiate pricing and contract terms • Serve as a trusted advisor to customer business and IT leaders

• Demonstrate an intimate understanding of Wiz Cloud Security Solutions and their value to our customers for our cloud segment • Demonstrate ability to position and advise to CISO level executives with industry Point-of-View business insights; Continue to listen, build and grow executive relationships with customers • Develop and close business to consistently meet or exceed quarterly sales quotas, in a way that reflects Wiz values • Align with Wiz partner ecosystem to optimize market opportunity • Maintain accurate pipeline management with expert-level forecasting • Build effective working relationships with Solutions Engineering, Customer Success, Product, Marketing, Delivery, and Executive teams to ensure strategy alignment and achieve company objectives

• Drive B2B sales of Instructure's advanced technology products to education technology providers, leveraging in-depth knowledge of our solutions and focusing on collaborative relationship building. • Provide technical insights and change management expertise to help prospects effectively evaluate and select solutions. • Develop and deliver compelling messaging to prospective EdTech clients, demonstrating the value of Instructure products in supporting their services and solutions. • Guide prospective clients through the entire sales process, ensuring timely execution and fostering cooperation among stakeholders. • Deliver accurate sales assessments and forecasts to inform strategies and drive both short-term and long-term initiatives, collaborating within the sales team and across departments. • Develop and maintain relationships with key decision-makers, emphasizing solution benefits that address real business challenges such as scale, adoption, and research. • Maintain detailed account records in Salesforce CRM, tracking insights and information for client and sales management. • Collaborate with marketing to align on sales campaigns, share market insights, and support overall strategy. • Work with customer success teams to ensure smooth client transition from sales to onboarding, supporting implementation and customer satisfaction. • Partner with contracts and legal teams to support contract negotiations and ensure policy compliance.

Role Description To continue fueling our growth, we are looking for an experienced, high-performing Sales Executive to develop our business in the California AI Vertical, by developing and executing strategic plans to achieve sales targets and win new logos. - Proactively approach AI prospects to secure new business, specifically focused on newly founded companies. - Promote Bright Data within the thriving California AI market. - Pipeline development through a combination of self-driven approach, and collaboration with marketing teams. - Partner with customers to understand their business needs and objectives. - Manage complex sales cycles, from prospecting to closing, both F2F and remote processes. - Position Bright Data at all levels of an organization, including C-level executives. Qualifications - At least 3 years of B2B SaaS or Cloud solutions sales experience to SMB-market customers, with at least 1 year of working directly with lead AI companies. - Strong understanding of selling consumption based platform/solutions. - Creative seller with the ability to quickly adapt and change. - Experience in developing and executing complex sales processes. - Proven track record of hitting or exceeding annual sales targets. - Ability to clearly demonstrate executive presence and engage in business-level discussions with C-level executives. - Solid interpersonal, written and verbal communication skills, with the ability to build strong relationships.