• Ambitious hunter with upside focusing on driving new customer trials and closing near-term revenue. • You will be responsible for managing accounts through the entire sales cycle (Full Life Cycle Sales), with the support of the entire company. • Expected to leverage any existing relationships with IT/Security buyers to help introduce Bolster to new accounts. • Prospecting for new business - Engaged in good CRM hygiene with salesforce and creating effective client campaigns in email, phone with follow-ups. • Ability to understand competitive positioning and value proposition in an exciting market. • Present the Bolster Platform to CISOs, Director of IP and Trademarks, Head of Trust & Safety • Work closely with Sales Engineers to meet or exceed sales targets.

• Respond to incoming leads, with a 2-hour turnaround during business hours • Work with Market Sales Manager to create a target list of accounts • Utilize CRM tools to track leads through the sales process and use La Colombe methodology to qualify leads • Negotiate and execute contracts in line with the equipment lending model • Create customized proposals to convert qualified leads into new clients and win business • Maintain CRM to communicate, track, and onboard new deals • Provide consultation on all aspects of the coffee business, coffee equipment, product choice, layout design, and general business insights • Communicate and interact effectively with internal departments including client services, technical services, production, marketing, and retail • Work with the Food Service and National Accounts teams to execute complex deals • Deliver the highest degree of customer service at every stage in the customer experience with thorough, reliable, and timely responses • Communicate professionally with client stakeholders at manager, executive, and ownership levels • Anticipate and proactively take charge of challenging situations finding solutions for clients in line with La Colombe’s resources • Set a positive example for the Account Management team • Identify key stakeholders to move deals and projects forward

• Drive top-line revenue growth by acquiring new commercial customers and developing innovative strategies for account expansion. • Take ownership of net new logo acquisition as the primary driver of success in this role, proactively sourcing and building your own pipeline of opportunities. • Manage and nurture customer relationships ensuring maximum satisfaction and retention, and promoting long-term strategic partnerships. • Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability. • Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of existing clients. • Understand and convey the benefits of Zendesk products ensuring alignment with customers’ business objectives to secure customer satisfaction and product expansion. • Lead complex and competitive sales cycles utilizing your strong communication skills and value selling to articulate compelling business cases. • Consistently develop a robust pipeline of qualified opportunities and maintain an accurate forecast to exceed quarterly and annual revenue goals. • Establish and maintain executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions. • Collaborate with internal teams to enhance sales strategies and streamline sales execution. • Exceed revenue goals on a quarterly and annual basis leveraging weekly and monthly KPIs.

• Responsible for driving capital and consumable product portfolio sales that addresses respiratory surgical complications to the Operating Room area of care, as well as the C-Suite level of a hospital. • Lead territory opportunity development and activities that translate to accurate monthly, quarterly, and annual projections. • Maintain sole ownership of providing accurate forecasts to their Regional Business Manager each reporting period for their territory. • Identify, qualify, prepare, and execute effective sales strategies that maintain the existing base of business and support the close of competitive and revenue growth opportunities. • Probe, develop, and close all related product sales inquiries/leads with existing customers within assigned geographic territory. • Coordinate and collaborate with regionally aligned field sales team to drive incremental RMS revenue and achieve target sales goals. • Develop, negotiate, close, and manage profitable agreements. • Effectively utilize and update sales tools to accurately address trends in existing base of business, create call strategies, and to manage territory and strategic business plans. • Effectively deliver strategic messaging in a variety of settings, including trade shows, presentations, and board meetings. • Provide product feature and benefit application consultation, drive value messaging, as well as clinical support. • Lead the local team in the coordination and support of clinical evaluations and pre-sales support. • Conduct post-sales activities, including implementation, product education, in-servicing, and ongoing support. • Maintain and build customer relationships to understand, align, and support customer initiatives. • Maintain detailed level of knowledge of related products and applications. • Maintain a comprehensive understanding of related programs and value-added offerings. • Utilize Specialist and Clinical resources in an efficient and cost-effective manner to optimize sales process. • Inform Regional Business Manager and local area team members of new account opportunities. • Complete all assigned projects and administrative duties in a timely manner. • Consistently maintain all Vendor Credentialing requirements.