• Own a focused portfolio of named enterprise accounts in the North East US. • Run the full enterprise sales cycle, from first conversation through close and expansion. • Build trusted, long-term relationships across multiple stakeholders and buying committees. • Develop and execute account plans that generate sustainable, multi-quarter pipeline. • Consistently fund 50% or more of your pipeline through proactive outbound, using coordinated campaigns, targeted account work, and partner-led motions. • Leverage a strong and growing partner ecosystem, including atlan was named Snowflake’s Data Governance Partner of the Year. • Deepening relationships with ISVs, hyperscalers, and global and regional SIs. • Partner closely with Solutions Engineering, Marketing, Partners, and Leadership to win complex deals.

• Own and execute regional account strategy to drive new partnerships and expand Wayfinder’s impact • Build and maintain strong relationships with district and school leaders, grounded in an understanding of K–12 challenges and trends • Identify partner needs and position Wayfinder as a strategic, mission-aligned solution • Proactively source, develop, and close new district and school partnerships through intentional outbound efforts • Lead 4–6 meaningful daily conversations with educators and district leaders to build alignment around purpose learning and Wayfinder’s model • Serve as a consultative problem-solver, supporting schools through the partnership journey and addressing barriers to adoption • Represent Wayfinder onsite and at conferences with prospective partners • Scope, negotiate, and close partnership agreements to meet or exceed revenue targets • Maintain accurate pipeline and account data in Salesforce and leverage existing partners to drive regional growth • Collaborate cross-functionally with product, implementation, and marketing teams to deepen engagement across target accounts

• Own and lead complex, full-cycle Enterprise sales processes from prospecting through close, expansion and long-term account growth • Proactively prospect, identify, qualify and develop a strong pipeline targeting executive-level stakeholders at Enterprise accounts • Develop and execute comprehensive account plans for named Enterprise accounts, including penetration, expansion, and retention strategies • Create demand by uncovering executive-level initiatives and business problems and matching them to our solution • Partner closely with BDRs and Marketing to spearhead account penetration and demand-generation strategies • Own multi-year account growth and expansion strategy in partnership with Customer Success, including renewals, upsells and long-term value realization across Enterprise accounts • Drive internal alignment across multiple internal departments, while setting the pace and quality bar for Enterprise deal execution • High forecast accuracy with clear inspection of deal health and close plans • Anchor sales conversations in strategic business outcomes and ROI, rather than feature-based selling • Build credibility and long-term trust with Enterprise stakeholders while influencing complex buying groups • Anticipate and prepare for objections through regular risk assessment exercises • Have a deep understanding of the way businesses operate, how private and public companies make decisions and the priorities that drive decisions from the C-level

• Demonstrates professional qualities and demeanor that commands attention and respect from large law firms. • Networks and partners with prospects and customers both over the phone and in person to build confidence and develop win/win solutions. • Proactively stays on top of additional sales opportunities while navigating through customer organizations, while balancing frequency of contact with potential for new sales. • Possesses strong ability to create sales approaches and solutions; tries different and novel ways to deal with customer challenges and opportunities; while working with an extended internal team, takes courses of action or develops client solutions that appropriately consider available facts, constraints, competitive circumstances, and probable consequences. • Builds credibility by working as a strong team player and through powerful formal presentations. • Uses appropriate interpersonal styles to establish effective relationships with prospects, customers, and internal partners; interacts with others in a way that promotes openness and trust while giving them confidence in one's intentions. • Demonstrates strong negotiation skills by effectively exploring alternatives and positions to reach outcomes that gain the support and acceptance of all parties. • Exhibits a deep knowledge of Aderant offerings; relishes ongoing, self-initiated learning, assimilates new information quickly, welcomes feedback and applies knowledge to practical use on the job.