• You'll own a commercial territory end-to-end — sourcing, running, and closing deals with mid-market buyers across ZeroFox's core verticals. • Your deals will range from $30K to $150K+ ARR, and you'll be working alongside SDRs, channel partners, and solutions engineers to get them across the line. • Your job is to connect that reality to what ZeroFox actually does. In your first 90 days, you'll complete product and process onboarding, co-sell two to three deals with a senior AE, and build your first territory plan.

• Drive the launch and growth of digital services in your territory • Expand the product portfolio of current Doka clients • Manage and lead pricing discussions to secure profitable and sustainable business deals • Set, plan, and execute your sales goals in alignment with divisional strategic objectives • Provide expert consultation to build long-term customer relationships • Raise awareness among construction companies of Doka’s leadership in digital construction innovation

• Manage the entire sales motion from initial prospecting and outbound outreach to consultative positioning, complex negotiation, and closing. • Identify and qualify high-value prospects and expansion opportunities using tools like ZoomInfo and Outreach. • Apply the Sandler selling methodology and MEDDPICC framework to uncover customer needs. • Utilize Salesforce and Gong to track deal progress and maintain accurate forecasting. • Prioritize accounts and manage multiple workstreams concurrently to achieve quota.

• Develop strategic account plans that drive profitable growth, prioritize new business opportunities, and expand access across health systems, group purchasing organizations (GPOs), home infusion (HI), medical groups, and national outpatient parenteral antimicrobial therapy (OPAT) customer accounts. • Lead contracting strategy and negotiation for all classes of trade, securing optimal formulary placement, protocols, stocking, and reimbursement positioning through collaboration with Contracting, Pricing, Marketing, Medical Affairs, Regulatory, Commercial Operations, and Supply Chain. • Build strong relationships with key decision makers—including KOLs, GPO leadership, regional payers, integrated delivery network (IDN) and OPAT executives, to identify opportunities, support pull through initiatives, and address reimbursement and access challenges. • Serve as a strategic partner to Field Sales and cross-functional teams to ensure clear communication of access positions, alignment of customer initiatives, and execution of system level strategies. • Demonstrate expertise in transition-of-care issues such as readmissions, length of stay, mortality, and resistance trends, ensuring customer value and alignment with organizational growth strategy. • Maintain deep understanding of marketplace dynamics, class-of-trade reimbursement, and economic resources to support investigator-sponsored trial (IST) portfolio positioning and access execution. • Coordinate with and mentor representatives in respective sales regions as needed and represent the organization at key customer conferences in alignment with Marketing and Sales leadership. • Demonstrate a commitment to diversity, equity, and inclusion through continuous development, modeling inclusive behaviors, and proactively managing bias. • All other duties as assigned.