• Develop and execute sales strategy to retain, grow, and expand revenue in partnership with the President and Senior Leadership Team. • Identify, qualify, and pursue new business opportunities; build and maintain a strong, active sales pipeline. • Manage the full sales cycle, including prospecting, qualification, negotiation, and closing. • Strengthen and expand relationships with existing clients to drive retention. • Collaborate with Operations, Marketing, and Administration to align go-to-market strategies and ensure successful client onboarding and ongoing satisfaction. • Provide market feedback and participate in product development, pricing strategy, and service enhancements. • Analyze sales performance, pipeline activity, and account data to inform strategy and forecast revenue. • Represent CMC at industry conferences, events, and client meetings to enhance brand visibility and generate leads. • Ensure consistent communication of CMC’s value proposition and brand positioning in all client and prospect interactions. • Contribute directly to achieving and exceeding revenue targets. • Ability to work remotely, preferably residing in the Midwest or Southeast region. • Willingness to travel up to 50% to client sites and industry events as needed.

• Build and execute enterprise account plans grounded in proactive research, outbound prospecting, and strategic demand generation • Own the entire enterprise sales cycle from prospecting, initial outreach, lead qualification, discovery, demo, solution design, proposals, procurement, negotiation, and close • Drive multi-threaded enterprise conversations across digital, marketing, commerce, innovation, and IT teams • Sell a complex SaaS platform by deeply understanding customer challenges and mapping Firework solutions to their business outcomes • Partner closely with Marketing, Customer Success, and Integration Solutions to align on strategies to ensure successful integration, world-class customer experiences, and long-term client impact • Provide product and GTM feedback to support ongoing product innovation and roadmap development • Track KPIs around revenue, pipeline health, and sales activity; refine strategy and decision-making based on insights • Travel to client meetings, workshops, and industry events as needed (30-40% expected)

• Build and execute enterprise account plans grounded in proactive research, outbound prospecting, and strategic demand generation • Own the entire enterprise sales cycle from prospecting, initial outreach, lead qualification, discovery, demo, solution design, proposals, procurement, negotiation, and close • Drive multi-threaded enterprise conversations across digital, marketing, commerce, innovation, and IT teams • Sell a complex SaaS platform by deeply understanding customer challenges and mapping Firework solutions to their business outcomes • Partner closely with Marketing, Customer Success, and Integration Solutions to align on strategies to ensure successful integration, world-class customer experiences, and long-term client impact • Provide product and GTM feedback to support ongoing product innovation and roadmap development • Track KPIs around revenue, pipeline health, and sales activity; refine strategy and decision-making based on insights • Travel to client meetings, workshops, and industry events as needed (30-40% expected)

• Develop a business plan to overachieve sales goals • Manage and maintain the entire sales ecosystem from generating leads through closing • Help customers understand the value of Cribl during the sales process • Articulate our value proposition up and down the organization, from engineer up to CxO • Forecasting predictably and hitting sales targets • Perform duties outside standard working hours when required