• Achieve bookings quota & KPIs for all accounts in the assigned territory • Generate new business, cross & upsell through cold calling & call outs, create action plan and consistently work and drive activities in your territory • Manage the entire customer engagement process, from customer requests coming through channel partners to development and retention • Engage and enable joint selling with channel partners • Work closely with channel partners in order to work on their opportunities and requests and expand their customer base • Regularly interact with internal Channel Teams to plan, work and discuss Pipeline • Consistently articulate Sophos’ value proposition to customers in order to maintain and expand Sophos’ business within assigned customer accounts • Work on Sophos generated Leads & Opportunities meeting internal SLAs • Proactively engage Sales Engineers in appropriate opportunities • Successfully implement our sales methodology ‘BaseLine Selling’ as well as MEDDPICC in your daily business calls with end customers & partners • Ensure Pipeline Management is accurate for the current and quarters ahead meeting internal SLAs • Participation at internal education and training programs • Maintain good knowledge of the IT security market & competition • Analyse territory performance based on Management key metrics and Business Planning Tool (e.g. activity planning, revenue, % un-renewed rate, pipeline, won/loss, product growth etc…) • Deliver quarterly business review to Management • Provide timely and accurate sales forecasts • Log all activity to maintain accuracy of CRM and forecasting systems & meet internal SLAs • Handling of administrative tasks e.g. Quoting, CRM data cleaning • Willingness to travel and meet customers on site • Attend Sophos or Partner organised events • Substitution of colleagues within the sales team during holidays, illness and transition times • Orchestrate cross-functional internal teams, including Customer Success, Renewal Team, Sales Engineers, and Channel Team, to meet renewal rate KPIs and drive Expansion business

• Set appointments with and present our commercial electronic security products and services to national and large regional accounts • Combine a hunter’s drive to gain new accounts and attract market share with strong and dynamic relationship-building talents • Be highly organized and detail oriented, with exceptional presentation, communication, and interpersonal skills

• Demonstrate an intimate understanding of Wiz Cloud Security Solutions and their value to our customers • Demonstrate ability to position and advise to CISO level executives with industry Point-of-View business insights; Continue to listen, build and grow executive relationships with customers • Develop and close business to consistently meet or exceed quarterly sales quotas, in a way that reflects Wiz values • Align with Wiz partner ecosystem to optimize market opportunity • Maintain accurate pipeline management with expert-level forecasting • Build effective working relationships with Solutions Engineering, Customer Success, Product, Marketing, Delivery, and Executive teams to ensure strategy alignment and achieve company objectives

Role Description Most sales roles give you a playbook. This one asks you to write it. If that excites you more than it scares you, read on. Swiper is changing the wholesale used car market in Australia, which runs almost entirely on WhatsApp threads and mass email blasts. The platform scrapes every car dealer website in the country, building a live inventory database of over 240,000 vehicles. It then uses that data to match dealers with buyers instantly, facilitating B2B transactions through a purpose-built marketplace app. This hire takes over the commercial function entirely — not as a junior AE executing someone else's plan, but as the person who figures out what the plan actually is, tests it in market, and builds the revenue engine from scratch. - No inbound funnel. - No SDR underneath you. - No brand recognition to lean on. - A real product with a clear problem it solves. - A founder with three decades of dealer relationships to leverage. - A well-capitalised runway to get to meaningful commercial traction. Qualifications - Experience owning a deal from first contact through to close. - Full-cycle sales experience: cold outreach, discovery, demo, commercials, close. - Comfortable selling without infrastructure. - Ability to read a room and adapt conversations accordingly. - Motivated by building something, not executing within a system someone else built. - Some automotive or marketplace experience is a plus, but not required. Requirements - Own new business end-to-end — from cold outreach to signed deal. - Conduct in-person visits to car dealerships across Sydney and Melbourne. - Pursue partnership opportunities with dealer groups, fleet operators, and adjacent platforms. - Refine the value proposition and pitch on the fly. - Run demos of a technical product to non-technical buyers. - Feed market intelligence back to the founding team. - Set your own schedule, manage your own pipeline, and report directly to C-Level. Benefits - $120–160K base (depending on experience) + equity + ~$180–200K OTE in year one if things track as planned. - First commercial hire — shape the GTM motion. - Equity on offer — genuine founding-team-level package. - Co-working budget provided; fully remote with field travel supported. - Direct line to the founder and GTM advisor — no layers, no politics. - Realistic path to CRO or CEO within 3–5 years. Company Description This role is to be filled by Pointer, it is not for Pointer. The successful candidate will also receive 12 months of ongoing training and support, including advanced training programs and access to communities for professional growth.