• Own a defined enterprise territory and deliver against an annual quota through a balanced focus on new logo acquisition and account expansion. • Build, manage, and execute a robust pipeline of complex enterprise transactions from prospecting through close. • Penetrate large enterprise organisations, engage C-level and VP-level decision makers, and run structured, value-based sales cycles. • Develop compelling business cases that connect Cohesity’s AI-powered data security platform to customer outcomes. • Partner closely with sales engineers, channel partners, and internal stakeholders to execute coordinated account strategies. • Maintain accurate forecasting, territory plans, and pipeline hygiene within Salesforce. • Leverage AI and productivity tools to streamline workflows, improve deal quality, and support data-driven decision making.

• Achieve quarterly and yearly revenue quotas. • Consistently reach / exceed key activity milestones • Prospect effectively using the variety of tools and resources available • Build and maintain pipeline to ensure consistent quota achievement • Provide accurate and timely reporting of opportunities, pipeline, account plans, and other activity within Bluesight’s CRM tool (currently SalesForce.com) • Effectively collaborate across other teams within Bluesight to achieve individual and team goals • Consistent use of defined sales process. This includes discovery, meeting preparation, leveraging internal resources, presentation details, use of customer references, and the transition to our implementation team. • Maintain knowledge of competitors and industry trends and be able to articulate to clients Bluesight’s value and differentiation • Negotiate customer pricing and contracts.

Role Description You will produce new business sales revenue from a SaaS license model. You will accomplish this through account planning, territory planning, researching prospect customers, using business development strategies and completing field-based sales activities within a defined set of prospects, territory or vertical. What you get to do in this role: - Join two other Enterprise sellers in a multi-rep account team expanding one large, strategic technology account. - Develop relationships with multiple C-suite personas across all product sales. - Oversee client relationship mapping to the account team, orchestrating an account strategy while leading across a broad virtual team (Solutions Consultants, Solutions Specialist, Success resources, Partners and Marketing, etc.). - Be a trusted advisor to your customers by understanding their business and advising on how ServiceNow can help their IT roadmap. - Identify the right specialist sellers, solutions consultants, and support resources to bring into a deal, at the right time. Qualifications - Demonstrated software deal success with Strategic Technology Clients (5,000+ employees). - Deep understanding of selling enterprise software into the Strategic Technology industry. - 10+ years of enterprise software sales experience as a full-cycle AE (accounts 5,000+ employees). - Experience establishing trusted relationships with current and prospective clients and other teams. - Experience producing new business, negotiate deals, and maintain healthy C-Level relationships. - Experience consistently achieving or exceeding sales targets. - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. - Experience promoting a customer success focus in a "win as a team" environment. - Willingness to travel up to 50%. Requirements - For positions in this location (Seattle OR Bay Area), we offer a base pay of $145,150 - $215,000, plus equity (when applicable), variable/incentive compensation and benefits. - Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. - Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. - We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. - Compensation is based on the geographic location in which the role is located and is subject to change based on work location. Benefits - Health plans, including flexible spending accounts. - 401(k) Plan with company match. - Employee Stock Purchase Plan (ESPP). - Matching donations. - Flexible time away plan. - Family leave programs.

• Manage the full enterprise sales cycle from pipeline creation to negotiation and close. • Pursue multi‑year enterprise contracts valued at $1M+ across key sectors. • Lead complex, consultative sales processes involving multiple senior stakeholders. • Develop account strategies that clearly demonstrate the value of Expana’s intelligence products. • Maintain accurate pipeline management and forecasting using CRM tools. • Build strong relationships with senior decision‑makers across large enterprises. • Deliver executive‑level presentations and business cases aligned to organisational priorities. • Navigate multi‑stakeholder buying committees and internal decision processes. • Represent Expana at relevant industry events and sector forums. • Manage a portfolio of enterprise accounts to support retention and revenue growth. • Identify upsell and cross‑sell opportunities across Expana’s product suite, including platform subscriptions, Data Direct API, forecasting tools, and advisory services. • Act as an executive sponsor for key accounts and support client adoption and value realisation. • Partner with Customer Success to support onboarding and long‑term engagement. • Build sector knowledge across US retail, food manufacturing, commodity production, and agricultural supply chains. • Collaborate with global go‑to‑market teams to align strategy and share market intelligence. • Provide structured market feedback to product and marketing teams. • Represent East Coast market needs in sales planning and territory development.