• Develop, refine, and execute annual and quarterly territory business plans aligned to corporate objectives and Department of Defense priorities. • Proactively identify, pursue, and close new business opportunities within DoD branches, commands, investigative units, and security organizations. • Qualify inbound marketing leads and assess new sales opportunities to ensure alignment with mission needs across operational, investigative, and cyber units. • Prepare, deliver, and facilitate customer-facing presentations and in-theater engagements with both technical and command-level stakeholders. • Coordinate and support technical demonstrations in partnership with internal technical, engineering, and solutions teams. • Manage the full trial lifecycle to ensure a seamless and mission-aligned evaluation experience for DoD customers. • Execute accurate quoting and pricing activities and maintain complete sales records to satisfy internal controls and federal procurement requirements. • Maintain comprehensive, current documentation of all sales activity within Magnet Forensics’ CRM system (Salesforce preferred). • Conduct ongoing discovery to understand shifting DoD priorities, capability gaps, and mission workflows. • Maintain deep knowledge of the digital forensics, cybersecurity, and defense technology landscape—including competitors, procurement pathways, and emerging trends. • Articulate strong business and mission value tailored to the operational, investigative, and cybersecurity challenges within each DoD organization.

• Identify, generate, qualify, and close new business for customers and prospects within the German Public Sector space • Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business) • Develop new and existing accounts within the Public Sector niche • Complete and maintain a territory sales plan which outlines a road map to success • Responsible for meeting or exceeding your monthly, quarterly, and annual quota by proactively prospecting for All Product Lines and opportunities with new and existing customers • Responsible for sales forecasting, lead generation, prospecting, and account management through the close cycle • Maintain accurate Whitespace data on customer and focus prospect accounts • Partner closely with Vice President, SE’s, PAM’s and wider POD to deliver strategic goals • Algin with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible • Align with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts) • Attend corporate trade shows and events • Maintain sales pipeline activity in Salesforce • Schedule and conduct product demonstrations and detailed presentations to prospects, customers and partners. SE support is available • Lead RFP responses for your accounts

• Develop new and existing accounts within a defined territory (Hessen/North Rhine‑Westphalia/Cologne/Bonn/Düsseldorf/Frankfurt) • Complete and maintain a territory sales plan which outlines a road map to success • Responsible for meeting or exceeding your monthly and annual quota by proactively prospecting for All Product Lines and opportunities with new and existing customers • Responsible for sales forecasting, lead generation, prospecting, and account management through the close cycle • Maintain accurate Whitespace data on customer and focus prospect accounts • Partner closely with SE’s, PAM’s and wider POD to deliver territory goals • Align with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible • Align with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts) • Attend corporate trade shows and events • Maintain sales pipeline activity in Salesforce • Schedule and conduct product demonstrations and detailed presentations to prospects, customers and partners • Lead RFP responses for your accounts • Own full end-to-end sales cycle, including running sales meetings, working closely with your SE and partner network, managing a deal through to close. • Act as an advisor to prospects to understand whether their needs could be met with the BeyondTrust product portfolio • Understand and document customers’ business and IT strategies, priorities, and goals; capture this data accurately in CRM system.

• Building early-stage sales pipeline from first principles • Engaging senior buyers including CISOs, risk leaders, and innovation executives • Leading outbound prospecting, qualification, and early-stage deal conversion • Communicating complex technical and commercial value propositions clearly • Collaborating with leadership on GTM approach, pricing logic, and sales playbooks • Feeding market intelligence and buyer insight into product and strategy discussions