• Develop and execute strategies to acquire new clients and grow revenue within assigned territories or verticals within the higher education sector • Build and maintain strong relationships with cabinet-level and senior decision-makers at institutions and technology providers • Understand client challenges and position the firm’s research, insights, and advisory services as solutions to business needs • Manage the entire sales process, from prospecting to contract negotiation and closing • Consistently meet or exceed individual sales quotas and contribute to overall revenue goals • Collaborate with research and strategic advisory teams to ensure client value and long-term satisfaction

• Partner to generate a healthy "Run Rate" business within your strategic segment. • "Run Rate" comprises product line upsell and contract expansion into current clients • Build relationships with construction management C-Suite, leaders, and critical decision-makers by visiting clients • Work in close partnership with Solution Specialists and Account Managers to support post sale revenue efforts with clients and partners • Participate in presentations and onsite meetings, coordinate RFPs, and position Procore as the leading construction software solution • Work with Field Sales team to expand existing business by addressing client's technical challenges • Set up Strategic Account Managers for success by building awareness and interest within the client’s organization • Complete immersion and mastery of Procore’s product offerings, business model, services, and emerging technologies • Provide fellow team members with mentoring and support • Collaborate with all levels of the Procore organization to develop best practices, connect clients with Product Managers and Marketing to further client success and Procore’s evolution as a market leader • Travel up to 25% to client sites, industry events, Procore offices, and more!

• Own End-to-End Revenue Generate Pipeline: Identify and target potential clients through proactive outreach and by qualifying inbound leads, ensuring a steady flow of new opportunities. • Close Deals: Take ownership of the full sales cycle—from initial contact through negotiations and finalizing contracts—while collaborating with internal teams to drive successful outcomes. • Define the Playbook: Develop and refine repeatable sales processes, including creating messaging, sales collateral (e.g., decks and case studies), and objection-handling frameworks. • Collaborate on Sales Strategy: Work with the leadership team to continuously improve value propositions and align them with customer feedback and market trends. • Manage Relationships: Build and maintain strong relationships with key decision-makers and stakeholders within customer organizations. • Work alongside the solutions team to ensure customers receive exceptional service, exceeding their expectations and driving measurable success. • Act as the voice of the customer, providing valuable feedback to inform product development, marketing strategies, and future sales efforts.

• Conduct virtual sales appointments with pre-qualified prospects • Educate clients and recommend customized financial solutions • Generate and run 10-20 customer presentations per week • Build rapport and conduct needs-based discovery conversations • Develop a long-term book of business with renewals and advancement opportunities