• Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline • Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform • Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges • Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition • Regularly and promptly update customer relationship management tools to report customer contacts • Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales • Develop and execute a sales strategy with purposeful action to secure the sale • Rally internal support to pursue an account and optimize internal resources • Prioritize selling activities and ensure timely follow-through • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset • Share knowledge, successes, lessons learned and best practices with peers across teams

- Prospect and develop new enterprise accounts across target verticals - Manage the full sales cycle from lead generation through contract negotiation and close - Build and maintain executive-level relationships with VPs, Directors, and C-suite stakeholders at target accounts - Develop customized solutions by collaborating with operations, pricing, and solutions design teams - Achieve and exceed annual revenue and volume targets - Maintain accurate pipeline activity and forecasting in CRM - Represent the company at industry events, trade shows, and client meetings - Partner with account management teams to ensure a seamless transition post-close and long-term client retention

• Execute a territory plan focused on net-new logo acquisition and account growth across a defined set of enterprise accounts • Build, manage, and progress a qualified sales pipeline • Work within complex customer organisations by identifying key stakeholders and building relationships • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment • Develop and deliver clear, value-based proposals that connect Cohesity’s platform to customer security, resilience, and operational needs • Collaborate closely with channel partners and technology alliances to support deal execution • Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance • Share customer insights and competitive feedback with the wider sales and product teams

• Prospecting and developing new clients (B2B and/or B2C) • Leading negotiations and closing sales • Managing the sales pipeline and tracking opportunities • Building and maintaining client relationships • Using CRM to organize and track sales • Analyzing performance indicators (KPIs) with a focus on targets and results