• Proactively identify upsell and cross-sell opportunities by deeply understanding customer needs and aligning them with additional products or services. • Maintain strong, ongoing relationships with key stakeholders within existing accounts to foster trust and ensure long-term retention. • Maintain a deep understanding of the customer account - including strategic initiatives, organizational structure, decision and budgeting processes. • Create strategic account plans to drive revenue growth within assigned accounts, outlining goals for expansion and renewal opportunities. • Work closely with product, marketing, and customer success teams to develop customized solutions and ensure seamless execution of expansion deals. • Monitor account performance and expansion pipeline, providing regular reports on sales forecasts, revenue targets, and account health metrics. • Lead contract negotiations for upsell and cross-sell deals, ensuring favorable terms while meeting both customer needs and company objectives. • Act as a point of escalation for any issues, ensuring swift resolution to maintain customer satisfaction and minimize potential churn risks. • Act as an expert on Keyfactor’s products and packaging, ensuring customers are licensed for appropriate entitlements that align with their strategic objectives. • Keep abreast of industry trends, competitor activities, and market changes to offer informed recommendations and maintain a competitive edge within accounts.

Role Description We are seeking an experienced and highly motivated Account Executive – UK & MEA (Middle-East Africa), based in or around London with convenient access to an international airport and major rail connections, to join our global Commercial Team. In this role, you will play a pivotal part in driving revenue growth, expanding our customer base, strengthening our direct presence across the region, and delivering on our mission. The Account Executive UK & MEA will report to the Sales Director, EMEA and APAC. This position requires travel within the assigned territory up to 50% of the time. Key Responsibilities: - Sales Strategy: Develop and implement a comprehensive strategic business plan for the assigned region, alongside the Sales Director, EMEA & APAC, including short-term and long-term objectives. - Nurturing existing customers: Build customer loyalty and ensure satisfaction within the existing client base through proactive follow-up and a high-quality customer experience. - Territory Development: Implement targeted activities to enhance lead generation, including outreach campaigns, participation in industry events, collaborations with distributors, and engagement with scientific communities. - Revenue Growth: Meet and exceed sales targets, consistently tracking and analyzing performance to identify areas for improvement. - Practice 2-in-a-box Sales Approach: Work in a closely defined collaborative partnership with the territory assigned FAS. “Owns the customer”. Taking the lead on building relationships with prospects, understanding their needs, and presenting the product as the right solution. - Engagement Planning: Build Top 15 customers (in CRM pipeline) and Top 25 customers (not necessarily in CRM pipeline) with a comprehensive Engagement Plan for all. - Market Expansion: Identify new market opportunities in bioimaging for Abbelight’s current and future solutions, cultivating strategic partnerships and alliances to drive growth. - Bioindustry Business Development Support: Work in close partnership with the Abbelight Business Development team to identify, develop, and advance opportunities within the broader bioindustry sector. - New Segment Development: Explore and develop new business segments in collaboration with Key Opinion Leaders (KOLs). - Networking: Build relationships with KOLs and emerging advocates of our technology, including through site visits and giving presentations to key research groups. - Forecasting and Reporting: Provide accurate sales forecasts and reports to the Sales Director, EMEA and APAC. - Product Knowledge: Stay up to date with advancements in localization microscopy and advanced microscopy techniques. Qualifications - Master's degree in biology, cell biology, chemistry, physics, or other related fields. An advanced degree is desirable. - 5+ years of successful sales experience in the life sciences, selling capital equipment to the academic, biotech and biopharma customer segments. - Strong focus on market development, the ideal candidate is a hunter who excels at prospecting, generating leads and closing business. - Demonstrated ability to work collaboratively within a team, actively listening to colleagues, sharing knowledge, and supporting a cooperative work environment. - Solid experience in microscopy, with a deep understanding of the market and customer needs. Requirements - Knowledge of Single-Molecule Localization Microscopy is a plus. - Strong network within the life sciences research community in the UK and Middle-East Africa. - Strong network within Bioimaging Core Facilities, University shared Research Resources and CRO’s is plus. - Experience of working in the translational research segment is a plus. - Exceptional communication, negotiation, and presentation skills. - Strategic thinker with a results-oriented mindset. Benefits - Sit at the forefront of scientific innovation in bioimaging with a forward-looking organization with a market leading product suite. - Be a driver in developing our business in the assigned region with the opportunity to shape your role, the EMEA team, and the go-to-market strategy. - Make a significant impact on the company's growth. - Work in a high visibility role with the opportunity for career advancement.

• Work as part of a passionate, purpose-driven, high-performance sales team who love what they do and thrive on achieving success within a great work environment. • Take full ownership and manage the sales territory across the CIS and Eastern Europe (EEUR) regions. • Travel frequently across the CIS and EEUR regions to build strong relationships with clients, partners, and prospects. • Generate new business opportunities through both pre-qualified meetings, problem-solving, and your own prospecting. • Work closely with partners to create joint plans, generate pipeline, and drive opportunities to closure. • Drive business growth and expansion by developing and executing a business plan to attain predetermined goals and quotas. • Remain in regular contact with your prospects through active listening and effective discovery processes, develop a deep understanding of customers’ businesses, helping to diagnose their compensation pain-points and prescribe our available solutions. • Collaborate with internal teams, including Pre-Sales, Product, Marketing, Support, and Customer Success to deliver the sales plan and Picus vision. • Manage your opportunity pipeline and revenue forecast by leveraging our CRM system. • Work with solution providers such as resellers, service providers, and integrators. • Continuous curiosity! Stay current with industry changes and trends to build expertise in cybersecurity.

• Manage and expand customer accounts within the Self Service segment. • Own a book of business with the goal of protecting revenue and driving upsell and cross-sells • Execute programmable sales plays to consistently deliver strong revenue, gross margin, and gross profit results. • Work cross-functionally with representatives from product, finance, support, and services teams to execute renewals and drive DBNE • Generate and maintain an accurate sales pipeline and forecast utilizing our CRM, Salesforce through proactive efforts and collaboration with your manager. • Execute automation strategies to serve a large quantity of customers while maintaining NPS and preventing churn • Work closely with marketing teams to align on messaging and campaigns