• Lead a team of 8 to 10 full-cycle AEs through rapid growth and multiple ramp cohorts. • Set the weekly plan for your team and keep everyone focused on the highest impact work. • Provide daily coaching and build a culture of high standards, trust, and accountability. • Run strong 1:1s, call coaching, and deal reviews that lead to clear behavior change in discovery, messaging, objections, and next steps. • Set clear standards for what good looks like at Mercury across discovery, qualification, deal strategy, and follow-through. • Strengthen pipeline creation habits across inbound and outbound. Coach AE self-prospecting while keeping tight alignment with SDRs. • Keep deals moving by driving clear next steps, mutual action plans, and dates so deals do not stall. • Coach beyond the close. Help reps win accounts that activate into deposit capture, spend, and ongoing product usage. • Use reporting to track pipeline health, conversion rates, and leading indicators, then turn insights into practical coaching plans. • Step in when needed to unblock progress, including deal support, momentum resets, and cross-functional coordination. • Partner with Sales Leadership to set team strategy and build better workflows and tooling as we scale. • Hire, onboard, and ramp new AEs. Set clear expectations early and coach to consistent execution.

• Prospect and win new Enterprise business through key executive relationships • Ensure RFP wins and grow contractual-based business • Partner with account team to optimize buying decisions • Resolve problems and implement best solutions • Work with technical resources to display integrations • Effectively plan to meet and exceed business goals • Develop understanding of technology platform and operations

• Create and maintain outstanding relationships with clients or customers. • Identify business opportunities and pursue sales leads. • Understand client needs and propose appropriate solutions. • Negotiate contracts and close deals to meet sales targets. • Provide exceptional customer service and support throughout the sales process. • Deliver product and service presentations and demonstrations, highlighting DropReal's benefits and differentiators. • Develop sales strategies and action plans to achieve established targets. • Monitor and manage the sales cycle from prospecting to deal closure. • Conduct follow-ups with potential clients, schedule meetings, and track the status of submitted proposals. • Manage a portfolio of clients, ensuring satisfaction and strengthening relationships. • Identify and develop new business opportunities within existing accounts and in new markets. • Prepare and present proposals for information security and cybersecurity services and solutions aligned with client needs. • Stay up to date on information security and cybersecurity market trends to offer innovative solutions. • Negotiate contracts and agreements with clients, ensuring project profitability and success. • Serve as the primary point of contact between the company and clients, facilitating communication and information flow. • Oversee project execution to ensure deliveries comply with agreed requirements and timelines. • Monitor client satisfaction, implementing continuous improvement and retention initiatives. • Participate in industry events and conferences to promote the company and establish new business partnerships. • Collaborate with other internal departments to ensure client satisfaction and successful implementations.

• Identify and qualify other SMB prospects by phone and email • Manage leads sent over from the SDR team • Large Pipeline Coverage and responsible for the entire pipeline • Contact white-paper leads (marketing qualified leads) • No travel necessary! Sales are conducted via web conference and phone