• The Federal Capture Analyst plays a critical role in building and sustaining Mark43’s long-term federal pipeline. • This role is designed for someone who thrives in strategic outbound prospecting, structured qualification, research-driven engagement, and long-cycle deal support. • This role supports both outbound prospecting and inbound federal lead follow-up, contributes to event execution and post-event pipeline development, and maintains rigorous CRM and account documentation standards. • This role requires working familiarity with the federal acquisition lifecycle and how requirements move from market research to solicitation to award. • You will routinely leverage SAM.gov (opportunities and contracting office context) and contract-spend systems such as SAM Data Bank / USASpending / FPDS to generate actionable account intelligence, identify incumbent posture, and inform early capture decisions.

• Develop opportunities for the sales team from prospecting and marketing-generated leads • Quickly learn the PayZen product, effectively communicate the value proposition, and be able to react to objections and competitive questions • Research accounts, identify key players, generate interest, and develop accounts to stimulate opportunities • Develop and execute on a strong prospecting plan of attack, including email and call scripts • Interact with prospects via telephone and email with a high attention to detail • Set qualified discovery calls for the appropriate AE, educating rep as necessary about the opportunity • Play a critical role in the growth of our organization by consistently achieving qualified opportunity quotas • Track all relevant qualification and lead management activity using Salesforce

• Drive Market Engagement: Leverage phone, email, and LinkedIn to reach out to IT and data leaders in enterprise accounts. You’ll engage them in thoughtful conversations about their database strategies and challenges. • Tell the Postgres AI Story: Share how EDB’s Postgres AI platform delivers enterprise-grade performance, security, and control while eliminating the compromises of traditional databases. • Generate Qualified Opportunities: Conduct outreach campaigns that create interest and convert into sales-qualified leads. You’ll use a mix of cold calling, tailored emails, and social engagement to drive impact. • Collaborate with Purpose: Partner closely with AEs, sales engineers, and marketing to align messaging, share insights, and optimize our GTM strategy. • Master Your Craft: Take advantage of weekly coaching, continuous enablement, and some of the best sales tech tools (Salesforce, SalesLoft, ZoomInfo, and more) to sharpen your skills and fast-track your growth.

• Generate qualified pipeline across a named set of Federal agencies and sub-agencies through highly targeted outbound prospecting. • Execute account-based strategies tailored to the unique procurement cycles and communication norms of the Federal government. • Consistently deliver against quarterly and annual pipeline targets aligned to Federal revenue goals. • Work in lockstep with Federal AEs on agency strategy and territory planning (e.g., focusing on specific COCOMs or Civilian departments). • Identifying "Whitespace" within massive agency hierarchies. • Buying group expansion, including program managers and contracting officers. • Navigating the Partner Ecosystem (System Integrators and VARs) to facilitate deal flow. • Research complex government organizations to understand agency missions and current strategic priorities. • Build and maintain account maps identifying Program Owners, Technical Decision-Makers, and Influencers. • Lead first-touch conversations with GS-level leaders and SES-level stakeholders. • Conduct discovery to understand mission challenges, security mandates (e.g., M-22-09, Executive Orders), and strategic fit. • Position SentinelOne credibly within complex, high-compliance security environments.