• Hit the ground running by crafting and executing a strategic sales plan, diving into a pool of prospects and developing solid relationships that lead to fruitful business opportunities. • Actively manage the full sales cycle—qualifying leads, nurturing prospects, and closing deals—while working closely with our top-notch presales team. • Engage deeply with key decision-makers, ensuring they understand the transformative power of our solutions, and how they can leverage Calabrio to enhance their customer experience. • Leverage your creativity and insight to develop strategies that resonate well in the marketplace, driving demand and interest in our offerings. • Collaborate seamlessly with marketing to capitalize on campaigns, product launches, and promotions that resonate with your target audience. • Create and execute a regional sales plan including prospecting, developing pipeline and closing opportunities. • Qualify and manage leads through the full sales cycle. • Develop and maintain strong relationships with key decision makers. • Support and leverage field marketing, product launches, product promotions, and other lead or sales generating programs. • Effectively gather intelligence on markets, prospects, and competition using various resources. • Meet or exceed quota expectations.

• Identify, prospect, and qualify new sales opportunities through a mix of outbound efforts and collaboration with SDRs • Manage the full sales cycle from initial discovery through close • Build relationships with key stakeholders across enterprise accounts • Conduct tailored product demos and virtual or in-person presentations • Partner cross-functionally with Marketing, Implementation, and Success to ensure seamless client onboarding • Maintain accurate pipeline data and forecasting within HubSpot • Consistently meet and exceed activity, pipeline, and revenue goals

Role Description This is not a traditional SDR role. You won’t be passing leads to someone else to close. You’ll own the full commercial cycle — from outbound outreach and relationship building to proposals, negotiations, and signed contracts. Your mission is simple: bring in great companies that need help scaling exceptional teams in LATAM. - Build and manage your own outbound pipeline across the US and LATAM - Open relationships with founders, People leaders, and hiring managers at high-growth companies - Run discovery calls, understand hiring pain points, and position MTA’s solutions consultatively - Send proposals and close recruiting and Talent-as-a-Service (TaaS) partnerships - Partner closely with the recruiting team to ensure smooth client handoffs and strong delivery - Help shape the commercial playbook as we scale the company Qualifications - 2–4 years of experience in B2B sales, ideally in recruiting, staffing, HR tech, SaaS, or services - Proven ability to generate pipeline independently through outbound efforts and relationship building - Strong communication skills in both English and Spanish - Someone excited by ambiguity, ownership, and building things from scratch - A commercial mindset with strong emotional intelligence and consultative sales skills - High agency, curiosity, and a genuine interest in startups and high-growth companies Benefits - Remote-first, async-friendly culture - Real ownership from day one - A team that works hard, learns fast, and genuinely enjoys what they do - The opportunity to grow with a firm that's just getting started

• Identify and target potential clients in various industries, focusing on Application Security needs. • Conduct thorough market research to understand customer requirements and trends in Appsec. • Develop and maintain a robust pipeline of sales opportunities through proactive outreach and networking. • Present and demonstrate Digital.AI's Appsec solutions with your Sales Engineer counterpart to prospective clients, highlighting the unique value propositions. • Collaborate with the marketing team to align sales strategies with promotional activities and campaigns. • Negotiate contracts and close sales, ensuring favorable terms for both the client and Digital.AI. • Stay up to date on industry developments and competitor offerings to effectively position Digital.AI in the market. • Participate in industry events, conferences, and networking opportunities to promote brand awareness and generate leads.