• Own and exceed annual bookings and revenue targets across the United States territory • Lead and scale all sales activities across the US market, including territory planning, pipeline generation, and strategic account development • Build, hire, mentor, and manage a high-performing sales team, including coaching, performance management, and team development • Drive new customer acquisition while expanding existing strategic accounts and long-term customer relationships • Lead complex enterprise B2B and B2G sales cycles from prospecting through negotiation, deal closing, and repeat business • Own forecasting, pipeline visibility, KPI reporting, and CRM management across the region • Partner with global sales leadership to optimize sales execution, support regional growth objectives, and strengthen Quantum Machines’ presence in the US market • Collaborate cross-functionally with Product, Engineering, and Marketing teams to maximize customer success and revenue growth • Represent Quantum Machines at customer meetings, conferences, and industry events across the US territory

Role Description Checkmarx is seeking a dynamic, results-driven Sales Director to lead our sales team and drive revenue growth for our enterprise software solutions. The ideal candidate will have a proven track record in sales leadership, a deep understanding of the enterprise software landscape, and the ability to build strong relationships with clients at all levels. Must be self-motivated, adept at building strategic vision and tactical execution to continuously penetrate the market for new business and upsell opportunities within named accounts. We are looking for a driven individual who is comfortable working in a fast-paced environment and knows how to lead, coach, and motivate their team to overachieve their quota. - Strategic Leadership: Develop and implement a comprehensive sales strategy that aligns with the company’s growth objectives and market opportunities. - Team Management: Ability to recruit, lead, mentor, and motivate a high-performing sales team to achieve individual and collective sales targets. Foster a culture of accountability and continuous improvement. - Market Analysis: Analyze market trends, customer needs, and competitive landscape to identify new business opportunities and drive effective sales initiatives. - Client Engagement: Build and maintain strong relationships with key clients and stakeholders, understanding their needs and providing tailored solutions to meet their requirements. - Sales Performance: Monitor and report on sales performance metrics, ensuring alignment with overall business goals. Implement necessary adjustments to enhance effectiveness and drive results. - Collaboration: Work closely with pre-sales, marketing, product, and customer success teams to ensure a cohesive approach to client engagement and product positioning. - Forecasting and Budgeting: Develop sales forecasts and budgets, providing insights and recommendations to the executive team on resource allocation and investment. Qualifications - Bachelor’s degree or equivalent. - 10+ years of sales experience in the enterprise software industry, with at least 2 years in a leadership role. Experience selling technical software to enterprises preferred. - Experience in software security is a major advantage. - Must possess strong leadership skills and the ability to manage to MEDDIC and Value selling principles. - Proven track record of building successful teams and achieving or exceeding sales targets. - Strong understanding of enterprise software solutions and the technology landscape. - Excellent communication, negotiation, and interpersonal skills. - Ability to analyze data and derive actionable insights. - Experience with CRM tools and sales analytics software. - Experience with startups and international companies. - Forward-thinker and innovator, team player, creative problem solver. - Travel required as needed, most within the US (up to 30%-40%). Benefits - Competitive Salary. - Medical, dental, vision, 401(K) and additional incentives. - Culture of community and opportunity to work in a growing organization. - Room for career growth and professional development. - Training and education opportunities.

• Knowledge of agile methodology. • Hands-on profile (create, design, present, and implement project solutions). • Perform implementations and development, and support testing teams. • Support and/or perform troubleshooting of critical issues and participate in warrooms. • Escalate and direct technical impediments and assist in their resolution. • Keep controls and tools up to date (status, impediments, refinement planning, etc.).

Role Description The Regional Sales Executive drives revenue growth in the legal technology industry, specifically within the Ediscovery and SaaS space, and plays a pivotal role in accelerating DISCO's growth in both law firms and corporate legal departments. They manage an assigned territory, develop strategic sales plans, and exceed annual revenue targets through new business development and account management. What You'll Do - Territory Management: Manages the territory and develops it to full revenue potential. - Achieves Sales Targets: Develops and executes strategic sales plans to achieve or exceed annual revenue targets. Tracks sales progress and adjusts tactics as needed. - New Business Development: Identifies potential new accounts within assigned territory. Initiates contact with potential clients and works to convert leads into sales. Aims to grow the number of active accounts and revenue within territory each year. - Account Management: Manages existing accounts and creates account plans within territory to maximize revenue and customer satisfaction. Upsells and cross-sells additional DISCO products and services. - Sales Operations: Enters customer data, sales data and activities into the CRM system. Maintains organized records of sales progress and account details. Submits timely forecasts and sales reports. Qualifications - 5+ years sales experience, including 2+ years in a field sales role - Experience managing a territory and developing account relationships - Proven ability to meet and exceed sales quotas - Experience selling to the legal industry Requirements - Excellent consultative selling skills and ability to communicate value propositions - Strong presentation, negotiation and relationship-building skills - Ability to identify potential accounts, initiate contact and develop leads - Highly organized with ability to manage multiple accounts and priorities - Proficient with Salesforce or other CRM software - Authorization to Work in the U.S.: Candidates must be legally authorized to work in the United States without sponsorship now or in the future. DISCO is not currently sponsoring visas, including, but not limited to, H-1B, TN, or EAD, and we are not accepting visa transfers. Benefits - Open, inclusive, and fun environment - Benefits, including medical, dental and vision insurance, as well as 401(k) - Competitive salary plus RSUs - Flexible PTO - Opportunity to be a part of a company that is revolutionizing the legal industry - Growth opportunities throughout the company Company Description DISCO provides a cloud-native, artificial intelligence-powered legal solution that simplifies ediscovery, legal document review and case management for enterprises, law firms, legal services providers and governments. Our scalable, integrated solution enables legal departments to easily collect, process and review enterprise data that is relevant or potentially relevant to legal matters. At DISCO, we believe AI is a core enabler of how work gets done. All employees are expected to proactively adopt and responsibly use AI tools to drive efficiency, improve outcomes, and continuously evolve how they operate in their role. We are an equal opportunity employer and value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.