• Become an expert on the Observe platform and its integration with Snowflake, conducting discovery calls, tailored demos, and presentations for prospective customers focused on observability, monitoring, and data-driven operations • Act as a trusted advisor by understanding customers’ existing and future data, infrastructure, and observability strategies, positioning Observe as a critical component of their modern data stack • Qualify prospects and develop new sales opportunities, while building and maintaining a strong pipeline of recurring revenue • Drive full-cycle sales motions—land, adopt, expand, and deepen relationships with accounts in your region • Achieve and exceed sales quotas on a quarterly and annual basis by developing a strategic territory plan, target account list, and regional go-to-market approach • Collaborate cross-functionally with sales engineering, product, professional services, marketing, legal, and finance teams to deliver value-driven solutions

• Outbound prospecting: cold calls, email campaigns, and LinkedIn outreach. • Decision-maker engagement: connect with leaders in B2B organizations (primarily tech). • Lead qualification: uncover business needs, challenges, and opportunities. • Pipeline generation: schedule qualified meetings for Account Executives. • CRM management: maintain accurate records of activities and opportunities.

• Build and manage a sales pipeline of independent dental offices and small group practices through inbound inquiries, paid marketing, and referrals • Schedule your own sales meetings in order to convert leads into qualified deals • Conduct sales meetings with Office Managers and Dentists • Progress deals through late stage pipeline to close, running scoping calls with subject matter experts as needed • Upsell additional services to existing customers to growth their portfolio of services • Leverage Gong and Hubspot to track and log progress on leads and deals • Partner with our marketing, onboarding, and delivery teams to ensure a seamless customer journey from first impression to go-live • Attend dental industry conferences and events locally and nationwide

• Responsible for meeting and exceeding assigned GP quota of $1.1M+ • Responsible for managing and growing account relationships, building future sales pipeline through demonstrated account and territory planning, and closing deals on a monthly and quarterly basis. • Ability to work with a consulting team to close complex security opportunities at the C-Level • Partner with key vendor representatives to identify and close security software and hardware opportunities • Must be capable of closing software and service contracts in the $50k-$2M range.