• Build, lead, and scale the global sales motion for new customer acquisition and product expansion. • Design and implement scalable sales processes, automation, and performance metrics to ensure predictable pipeline growth and delivery. • Coach and manage SDRs and AEs with a focus on accountability, deal quality, and consistent quota attainment. • Own pipeline health and forecasting — define ICPs, optimize outbound strategy, and maintain a healthy and well-qualified pipeline (targeting at least three times coverage of sales goals) with accurate reporting in HubSpot. • Personally engage on key strategic opportunities and model best-in-class selling, negotiation, and relationship management. • Collaborate cross-functionally with Marketing, Product, and Customer Success to accelerate revenue activation and ensure seamless go-to-market execution. • Monitor, automate, and report on funnel metrics, conversion rates, and team performance to drive continuous improvement and efficiency.

• Meet the sales revenue quota each year. • Understand and analyze competition, trends, and costing to sell effectively and increase profitability. • Provide Forecasts, Business Reports and Itinerary Plans monthly • Establish and maintain professional customer/supplier relationships • Follow up on quotations, oral and written sales leads, product shipments and order status as Manager requests. • Manage relationships with Independent Sales Reps to maximize territory coverage and profitability. • Attend trade shows to gain further industry/market knowledge and new business contacts.

• Directly report to the Senior Director, Small Business • Manage the growth, training, career development and performance of up to 8 Account Executives within our SMB Sales Team • Report and own the weekly, monthly and quarterly forecast of your direct reports • Foster an environment of sales excellence by having fun, learning and enabling your team to achieve their goals • Lead from the front with honesty, integrity, grit and passion • Develop reps by identifying strengths and weaknesses and build sustainable teams • Work cross-departmentally to solve problems, both inside and outside of your lane • Take ownership of and identify core problems and hard challenges • Take ownership for mistakes and drive home solutions

• Own and manage the IBM OEM partnership across the Americas, serving as the primary regional owner and point of accountability • Act as a co-sell overlay, working closely with IBM’s Americas sales organization and Cockroach Labs’ field sales teams to create, progress, and influence partner-sourced and partner-attributed pipeline • Work closely with IBM’s Americas sales organization and Cockroach Labs’ sales teams to generate and progress partner-sourced and partner-attributed pipeline, directly driving regional revenue through joint selling motions • Drive net-new and expansion revenue by identifying new customers, expanding footprint within existing accounts, and increasing market penetration across the U.S. and Canada • Lead account-specific partner programs and execution plans for priority IBM accounts, tracking progress and driving measurable outcomes • Support opportunities from deal origin through close, partnering with sales on strategy, execution, and negotiations • Drive regional partner enablement, including sales training, field readiness, and messaging alignment • Maintain ownership of pipeline management and forecasting, ensuring accurate visibility, disciplined deal tracking, and consistent internal and external reporting • Lead regular pipeline, deal, and business reviews with IBM and internal stakeholders • Serve as the primary point of contact for relationship management, communications, and executive alignment with IBM across the Americas, including escalation management when needed • Collaborate cross-functionally with Sales, Sales Leadership, Product, and Marketing teams • Travel across the U.S. and Canada to support partner engagement, customer meetings, and regional events