• Own the full sales cycle from prospecting through close for mid-market accounts. • Proactively break into new accounts using outbound strategies, not just inbound leads. • Manage deal sizes typically ranging from $40K–$75K ARR, with multi-month sales cycles. • Engage corporate legal stakeholders and law firm decision-makers with confidence and credibility. • Run a clear, articulate sales process and communicate it effectively to leadership. • Collaborate closely with SDRs, Marketing, and Customer Success to drive successful outcomes. • Maintain accurate pipeline forecasting and CRM hygiene. • Adapt messaging and strategy based on buyer needs, deal complexity, and market feedback. • Operate independently while remaining coachable and collaborative.

• Partner with the Clinical Sales Manager to develop a sales strategy to drive robot utilization • Mentor surgical teams through training sessions, OR integration and da Vinci® Surgery applications • Support regional Sales and Marketing events that create system awareness and procedure adoption • Drive continuous expansion of the user base by working with KOLs

• Come learn and grow your SaaS Sales career with a group of motivated and driven professionals • Manage and develop strategic partnerships to ensure business outcomes • Schedule qualified appointments to demonstrate Tops product portfolio to dental professionals • Ongoing training - learn about general business and professional sales, SaaS technology, sales psychology, and much more • Be part of a vibrant culture that loves to work hard and have fun

• Identifying and closing new opportunities within current customer accounts • Meeting and exceeding quarterly and annual sales targets • Managing the full sales cycle including prospecting, meetings, demos, POCs, proposals, negotiations, and post-sale handover • Generating sales through outbound prospecting and responding to inbound leads • Articulating the value of Grafana Cloud and Grafana Enterprise to technical and business stakeholders • Managing pipeline activity and sales performance using Salesforce • Handling quotes, order processing, and general customer requests