• Target, manage and sell to a defined geographic territory • Own the full sales cycle, from prospecting to close, in order to fill Sumo Logic's pipeline • Create and deliver accurate sales forecasts • Perform product demos using web tools to prospect and customers • Partner with internal resources to provide a stellar experience for prospective customers and ensure their needs are being met

• Championing Akamai's Cloud Computing vision and value proposition with Customers, Partners and internal Akamai stakeholders • Developing a strategic sales plan that encompasses market development, partnerships, and product development • Leading customer engagements that differentiate Akamai's services at all levels within enterprise customers • Collaborating with Akamai Sales and Pre-Sales leaders to develop and execute opportunity plans for large enterprise clients • Developing deep understanding of the Cloud Computing, product development & go-to-market initiatives to lead in Cloud Computing

• You will work operationally in sales and will be primarily responsible for developing our future sales structure. • You are responsible for the entire sales cycle – from lead generation to closing. • You actively identify and acquire new customers in the B2B environment. • You independently conduct initial meetings, product demos and contract negotiations. • You build a reliable pipeline and develop a deep understanding of the market and target audience. • You test and validate which sales approaches work for our product. • You develop a clear sales strategy (target customers, positioning, go-to-market). • You define processes, tools and KPIs for a scalable sales system. • You structure the sales funnel and optimize conversions across the entire customer journey. • You lay the groundwork for future team structures. • You will progressively build your own sales team (hiring, enablement, leadership).

• Own the full sales cycle from discovery through close for autism clinics and behavioral health organizations. • Conduct highly consultative discovery calls that uncover operational, clinical, and financial pain points. • Build relationships with multiple stakeholders including clinical directors, clinic owners, administrators, and financial decision-makers. • Guide prospects through a structured 3-call sales process with clear next steps and momentum. • Adapt sales conversations in real time instead of relying on rigid scripts or templated pitches. • Educate clinics on the value of VR therapy solutions in a market where demand creation is essential. • Maintain accurate CRM documentation including stakeholders, pain points, buying process, and implementation timelines. • Consistently manage pipeline health, stage progression, and forecasting. • Collaborate closely with founders and leadership in an early-stage, fast-moving sales environment. • Contribute insights to help refine messaging, sales processes, and go-to-market strategy.