• Converting qualified leads generated by the Inside Sales and SDR teams, and taking them to successful closure. • Generate own leads through outbound prospecting, working in liaison with marketing, leadgen, sdrs and customer success to own and drive this initiative. • Drive detailed business plans for goal and quota attainment. Strategize and drive each deal to closure. • Drive thorough discovery of customer’s business priorities and challenges; offer relevant introduction to Zenoti’s products targeted to their individual business needs and challenges. • Be a strategic business partner for new customers, offering consultation and insight into the customer’s market, industry, business model and opportunities regarding Zenoti systems. • Work with the Technical Sales Engineer to prepare for demos and technical discussions with prospective customers. • Facilitate handoff of new customers to software implementation teams with detailed notes and specifications from customers. Work with the support and implementation teams to ensure a smooth transition from sales and to manage customer expectations throughout their tenure with Zenoti. • Follow up with existing customers to ensure they are getting the most out of the software solution and where required engaging other team members to help alleviate any challenges a customer is facing. • Upsell additional Zenoti products and services to existing customers. • Collaborate with Inside Sales team on strategy for increasing the sales pipeline. Continually identify opportunities to increase closure rate, improve implementation process handoff.

• Develop, manage, and close complex sales cycles; prospecting, leading discovery, presenting business cases, negotiating contracts, and landing new logos at the enterprise level (10,000+ employees). • Deliver compelling presentations and business cases to executive audiences, demonstrating strategic thinking, business acumen, and exceptional consultative communication skills. • Provide highly accurate and insight-driven monthly, quarterly, and annual pipeline forecasts, and maintain meticulous CRM (Salesforce) hygiene. • Serve as an expert consultant on digital and operational transformation; drive opportunities to upsell, cross-sell, and expand engagement within enterprise accounts. • Proactively lead and coordinate cross-functional account teams—including Marketing, Sales Development, Solution Consultants, Legal, Security, and Implementation—to deliver a world-class enterprise client experience. • Skillfully navigate complex legal, procurement, compliance, and security processes in collaboration with internal teams and enterprise client stakeholders. • Stay at the forefront of SaaS trends and industry best practices to be a valued advisor to your clients and the broader Wrike team. • Guide enterprise buyers through organizational change management and adoption planning, ensuring alignment, education, and readiness across large buying groups. • Ensure a seamless and comprehensive handoff to Customer Success and Implementation teams, clearly documenting goals, expectations, and key learnings for ongoing client engagement. • Regularly capture and communicate enterprise customer insights, competitive intelligence, and market feedback to Product, Sales, and Marketing leadership for continuous improvement. • Mentor and support development of junior account executives, sharing best practices and contributing to team enablement initiatives.

• Develop, manage, and close complex sales cycles; prospecting, leading discovery, presenting business cases, negotiating contracts, and landing new logos at the enterprise level (10,000+ employees) • Deliver compelling presentations and business cases to executive audiences, demonstrating strategic thinking, business acumen, and exceptional consultative communication skills • Provide highly accurate and insight-driven monthly, quarterly, and annual pipeline forecasts, and maintain meticulous CRM (Salesforce) hygiene • Serve as an expert consultant on digital and operational transformation; drive opportunities to upsell, cross-sell, and expand engagement within enterprise accounts • Proactively lead and coordinate cross-functional account teams—including Marketing, Sales Development, Solution Consultants, Legal, Security, and Implementation—to deliver a world-class enterprise client experience • Skillfully navigate complex legal, procurement, compliance, and security processes in collaboration with internal teams and enterprise client stakeholders • Stay at the forefront of SaaS trends and industry best practices to be a valued advisor to your clients and the broader Wrike team • Guide enterprise buyers through organizational change management and adoption planning, ensuring alignment, education, and readiness across large buying groups • Ensure a seamless and comprehensive handoff to Customer Success and Implementation teams, clearly documenting goals, expectations, and key learnings for ongoing client engagement • Regularly capture and communicate enterprise customer insights, competitive intelligence, and market feedback to Product, Sales, and Marketing leadership for continuous improvement • Mentor and support development of junior account executives, sharing best practices and contributing to team enablement initiatives

• Drive new business and close deals in the SMB segment • Own the full sales cycle from first contact to closing • Build a consistent pipeline of qualified SMB opportunities • Lead discovery calls, demos, and commercial conversations independently • Develop strong CRM discipline (activity tracking, notes, next steps)