• Develop and execute strategic sales and territory plans to meet and exceed quarterly, and annual revenue objectives. • Manage a diverse deal portfolio, from high-velocity mid-market closings to strategic enterprise accounts. • Partner in lockstep with dedicated BDRs to co-develop territory plans and outbound strategies, providing active coaching and feedback to ensure high-quality pipeline generation and meeting-to-opportunity conversion. • Take full ownership of the end-to-end closing process, including discovery, solution pitching, and procurement activities. • Work closely with technical stakeholders (Data Engineers, FinOps) and executives to identify opportunities to expand SELECT's footprint. • Partner with the Solution Engineering team to drive solution-focused conversations that highlight the platform's technical value. • Develop and execute a multi-channel outbound strategy, including email, LinkedIn, and phone, to create and nurture your own sales opportunities. • Stay abreast of the latest trends in FinOps and data engineering to provide customers with insightful, high-value solutions. • Lead and contribute to team projects to refine our sales playbooks and shape the SELECT sales culture

• Converting qualified leads generated by the Inside Sales and SDR teams and taking them to successful closure. • Generate own leads through outbound prospecting, working in liaison with marketing, leadgen, SDRs and customer success to own and drive this initiative. • Drive detailed business plans for goal and quota attainment. Strategize and drive each deal to closure. • Drive thorough discovery of customer’s business priorities and challenges; offer relevant introduction to Zenoti’s products targeted to their individual business needs and challenges. • Be a strategic business partner for new customers, offering consultation and insight into the customer’s market, industry, business model and opportunities regarding Zenoti systems. • Work with the Technical Sales Engineer to prepare for demos and technical discussions with prospective customers. • Facilitate handoff of new customers to software implementation teams with detailed notes and specifications from customers. Work with the support and implementation teams to ensure a smooth transition from sales and to manage customer expectations throughout their tenure with Zenoti. • Follow up with existing customers to ensure they are getting the most out of the software solution and where required engaging other team members to help alleviate any challenges a customer is facing. • Upsell additional Zenoti products and services to existing customers. • Collaborate with Inside Sales team on strategy for increasing the sales pipeline. Continually identify opportunities to increase closure rate, improve implementation process handoff

• Develop and execute multi-year (3–5 year) account plans aligned to customer business objectives, capital programs, and digital transformation roadmaps • Identify, qualify, and progress new opportunities within net-new mining accounts • Drive opportunity identification, qualification, pipeline management, and forecasting across the territory • Build a strong understanding of mining industry challenges and trends • Demonstrate strong technical and business acumen across data management, enterprise storage, cyber-security, analytics, and data resilience • Build trusted relationships with C-level executives, IT leaders, operational stakeholders, and procurement teams • Position yourself as a strategic advisor • Lead commercial negotiations, contract discussions, and deal closures

• Drive upsell opportunities within existing customer accounts • Increase adoption of AI-powered solutions • Conduct customer meetings, demos, and commercial follow-up • Build strong long-term customer relationships • Understand customer needs and recommend relevant AI solutions • Maintain accurate CRM and pipeline management • Collaborate with product and customer success teams