• Hit the road on blitz-style trips: typically 4-5 days out, a week back home, then repeat • Walk into franchise and independent dealerships, cold or warm, and start conversations that turn into demos • Run full-cycle deals from first handshake to collecting payment • Work your home weeks to follow up and close deals • Get the product installed and the team trained on the spot when you close • Work closely with your Manager and CSM team to make sure accounts stick after you leave • Help build the playbook. This is a new team, and your input shapes how we do this • Track everything in Pipedrive

• Source, manage, and close new business deals • Clearly communicate the value of Ethena and demonstrate how our products can address prospects’ pain points • Foster strong relationships through deep understanding of your customers’ needs • Multithread effectively to create champions across multiple teams • Keep a tight, organized pipeline; Be on top of deal stage movement and maintain accurate forecasts in Salesforce • Consistently meet or exceed quarterly sales quotas • Travel a few times per year to attend key events and meet with prospects in person

• Manages the territory and develops it to full revenue potential. • Develops and executes strategic sales plans to achieve or exceed annual revenue targets. Tracks sales progress and adjusts tactics as needed. • Identifies potential new accounts within assigned territory. Initiates contact with potential clients and works to convert leads into sales. Aims to grow the number of active accounts and revenue within territory each year. • Manages existing accounts and creates account plans within territory to maximize revenue and customer satisfaction. Upsells and cross-sells additional DISCO products and services. • Enters customer data, sales data and activities into the CRM system. Maintains organized records of sales progress and account details. Submits timely forecasts and sales reports.

• Identify, prioritize, and close immediate revenue opportunities with urgency and disciplined follow-through • Proactively create opportunities through outbound efforts, relationship development and uncovering unarticulated needs – not just responding to inbound demand • Identify operational gaps and translate them into business opportunities, even when customers have not yet identified them as a project or budget item • Develop long-term revenue pipelines through strategic relationship building and multi-stage sales cycles • Position software in the context of profitability, efficiency, and operational control – not just features • Bring competitive intelligence back into the business – documenting capabilities, identifying gaps, and influencing product direction • Identify and target key stakeholders, decision-makers, and influencers across technology, operations, and executive leadership • Build and manage relationships with those key stakeholders • Lead consultive sales cycles from discovery through close, including demos, ROI discussions, and proposal development • Partner with other business units to expand cross-sell opportunities • Conduct discovery calls, product demos, and solution presentations • Understand our full suite of restaurant technology products and how Back Office fits in those offerings • Collaborate with internal teams (Sales Engineering, Product, Implementation) to craft tailored proposals and RFP responses • Represent the company at industry trade shows, conferences, and events • Accurately forecast pipeline, revenue, and close timelines within CRM (Salesforce)