• Engage with targeted consumer-focused organizations • Build and communicate Anaplan’s business value • Conduct effective presentations to key decision-makers • Develop and own opportunity management • Employ outstanding account leadership skills and collaborate with teams

• Become an expert on our market and diverse customer base • Learn our sales process and navigate complex deals; effectively run a deal cycle • Source pipeline, manage evaluation cycles and close business • Communicate the value of Hologram’s platform to multiple personas • Help to support a rapidly growing organization with product or process improvements • Work cross-functionally with Sales, Sales Ops, and Customer Success to continually optimize productivity • Maintain the highest standards of professionalism and accountability

• Be responsible for turning market opportunities into commercial results by connecting technical knowledge of resins with sales strategy and relationship management; • Develop and maintain a customer portfolio; • Gain an in-depth understanding of each customer's application; • Manage pricing, margins and negotiations strategically; • Stay up to date with the market; • Expand market share and act as the bridge between the customer and the company; • Participate in meetings with the Manager; • Visit customers;

• Meet or exceed quota while fostering strong customer relationships • Articulate the value of GitLab to our Commercial prospects and customers in the US Eastern region • Take ownership of and act as the CEO for the book of business in your territory: • Document the buying criteria & process, next steps & owners • Build a strong pipeline through a healthy cadence of prospecting activity • Prospect and close new business to expand your territory • Ensure adoption of our solutions and do your best to avoid churn and contraction • Work and collaborate with our Partner ecosystem to drive new business and value for our customers • Create an accurate forecast for each quarter against your plan/budget • Drive attendance to our events, which you will be part of to further network with current and prospective customers • Contribute to root cause analyses on wins/losses. • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team. • Contribute to documenting improvements in our sales handbook • Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process • Be the voice of the customer by contributing product ideas to our public issue tracker • Master MEDPICC and Command of the Message on all opportunities