• Manage the entire sales cycle, including prospecting, outreach, presenting, negotiating, and closing deals. • Build and maintain strong relationships with new and existing clients. • Utilize HubSpot CRM (or similar tools) to track leads, opportunities, and sales activities. • Leverage AI and automation tools to optimize sales workflows and improve conversion rates. • Meet and exceed monthly and quarterly sales targets. • Provide feedback to marketing and product teams to support lead generation and product improvement. • Prepare accurate sales forecasts and reports for management.

• Own the sales cycle from prospecting to closing deals by clearly articulating the value of our solutions • Build and maintain relationships with prospects and customers. • Develop and execute a territory strategy to meet and surpass targets. • Collaborate with key stakeholders including marketing, customer success, partners and solution engineers to increase revenue. • Maintain accurate and up-to-date records of sales activities and customer interactions in Salesforce. • Respond promptly and effectively to inbound leads working up and across the account. • Qualify leads to determine their fit with our solutions. • Utilize various channels such as email, cold calling, social selling, and networking to generate leads and initiate contact with potential clients. • Conduct product demonstrations and presentations tailored to prospects' needs partnering with a solution engineer for technical conversations. • Clearly convey the benefits of our offerings to potential clients to enhance conversion rates. • Strategically approach new accounts at the mid to senior level and above. • Research and understand prospects' business needs and pain points to tailor outreach. • Stay up-to-date on industry trends, landscape, and best practices in digital advertising and SaaS sales. • Continuously improve sales skills and product knowledge through training and self-learning initiatives.

• Deliver on financial objectives, including goal attainment and expense management, and follow the Kaplan Sales Process to maximize growth potential. • Use independent judgment and discretion to create and execute a sales plan and process to grow both exam-based business through outbound activities. • Develop and execute strategic initiatives at the customer level, or within targeted prospecting segments to meet new business quota. • Conduct client facing activities, independently and effectively, to drive new partnerships and revenue growth across targeted prospect accounts, targeted segments, and assigned accounts, leading and communicating with client account teams as needed. • Work collaboratively and cross functionally with Kaplan North America’s resources to achieve financial results. • Build, maintain, and grow key customer relationships within the assigned book of business, actively working to capture market share, and share of wallet within each account, with product expansion, new contract developments, and new contact relationships. • Through research and interactions with clients, maintain an understanding of clients business model, goals, organizational structure, and competitive landscape. • Maintain and be able to deliver a strong base of product knowledge across all product lines responsible for, as well as knowledge of Kaplan North America’s learning technologies, processes, and tools to help clients solve key business issues. • Understanding of the competitive landscape within each product vertical and be able to speak to Kaplan North America’s differentiators. • Independently manage pipeline and activity to hit forecast and monthly quota expectations. • Ability and willingness to travel up to 40%. Travel may require an airplane and overnight stays.

• Focus on selling Agentic related technology solutions into enterprise accounts • Drive the adoption of innovative solutions • Develop strong relationships with customers • Utilize analytical tools to drive programs • Collaborate with marketing to execute marketing plans targeting the Identity Intelligence market • Oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, and RFP responses • Manage discussions across all levels of customer organizations • Develop and deliver internal training and enablement programs