• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota. • Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities. • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan). • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

• Own the full sales cycle: qualify, discover, and close new SMB customers in the new vertical • Proactively prospect and engage dental practices to drive new client acquisition • Serve as a founding voice in shaping the sales motion, messaging, positioning, and processes for this vertical • Build and iterate on the playbook in real time — what you figure out becomes the foundation for every AE who comes next • Consistently track activity, pipeline, and performance in Salesforce, and help define what "good" looks like in the data • Become a student of dentistry and an expert in the product and value proposition • Partner closely with senior sales leadership to hit revenue targets and refine KPIs • Feed learnings back into product, marketing, and GTM strategy — you're on the front lines and your voice will shape the roadmap • Operate with urgency, accountability, and a bias toward action in a fast-moving environment

• Drive growth through supplier diversity initiatives by identifying opportunities. • Develop strategic customer relationships and connect diverse suppliers to business opportunities. • Analyze spend, sourcing, and supplier data to uncover growth opportunities. • Collaborate with sales, category management, procurement, and supplier partners. • Build and maintain relationships with certified diverse suppliers and advocacy organizations. • Conduct business reviews and present supplier diversity performance to stakeholders. • Support RFP responses, customer presentations, and supplier diversity reporting requirements. • Educate internal teams on supplier diversity trends and customer expectations. • Maintain a pipeline of opportunities and execute strategic account plans.

Role Description As a Territory Account Executive (TAE), you’ll play a pivotal role in bringing this vision to life — helping customers unlock the power of their data, modernise their infrastructure, and accelerate transformation. You’ll join our Commercial team in Germany, with the autonomy to own a dynamic territory, driving growth across a broad set of customers, from re-engaging dormant relationships to winning new logos. The Territory Account Executive (TAE) is a key growth role within Pure Storage France’s Go-To-Market organisation. This position focuses on driving growth across all accounts not currently managed by an Account Executive, including the full install base, dormant accounts, and new inbound opportunities. TAEs are responsible for expanding Pure’s footprint, reigniting customer relationships, and capturing new business through a combination of direct engagement and partner collaboration. What You'll Do - Drive Account Growth & Pipeline: - Execute sales activities to generate revenue, manage a high-volume pipeline, and contribute to closing deals on a quarterly basis. - Execute Outreach & Prospecting: - Perform consistent, high-activity prospecting to penetrate new accounts, reach decision-makers, and learn how to win new business effectively. - Support Partner Strategy: - Collaborate closely with Channel Partners and Partner Managers to align on customer engagement and utilize partner resources to advance opportunities. - Reactivate Customer Relationships: - Focus on re-engaging dormant or inactive customers by discovering new business use cases and identifying potential refresh and expansion opportunities. - Build Foundational Skills: - Develop and deliver proposals and business cases that clearly demonstrate the value of Pure's solutions, supported by internal experts. - Maintain Sales Discipline: - Diligently manage sales technology (Salesforce), deliver accurate forecasts, and maintain strong time management to thrive in a fast-paced, team environment. Qualifications - Proven Sales Experience: - Demonstrated success in direct, full-lifecycle B2B technology sales with a consistent record of meeting or exceeding sales metrics (KPIs). - Sales Drive & Motivation: - A high degree of self-motivation, strong time management skills, demonstrates initiative and the drive to learn quickly and succeed across both transactional and early-stage strategic sales motions. - Collaborative Mindset: - Demonstrated success working with both internal teams and channel partners to ensure seamless customer engagement and shared goal achievement. - Digital Proficiency: - Proficiency with core sales technologies, including Salesforce and G Suite, and an ability to use data to prioritize daily activities. - Communication & Presence: - Strong verbal and written communication skills suitable for engaging with business leaders and maintaining professional business relationships. - Resilience & Focus: - A competitive, positive attitude combined with strong organizational and time management skills necessary to handle a dynamic, high-activity territory. - Language Skills: - Business Level, written and spoken, German and English language skills required. Nice to Have - Industry Knowledge: - Prior knowledge of the storage industry and familiarity with how data solutions drive business outcomes. - Channel Sales Expertise: - Understanding of channel-led sales motions and experience collaborating effectively within the broader partner ecosystem. - Sales Training: - Completion of a structured B2B sales methodology training (e.g., Business Value Selling or similar). - Digital Tools: - Experience using digital prospecting and engagement tools (e.g., Outreach, LinkedIn Sales Navigator) to accelerate the sales cycle. Benefits - Innovation: We celebrate those who think critically, like a challenge, and aspire to be trailblazers. - Growth: We give you the space and support to grow along with us and to contribute to something meaningful. We have been named Fortune's Best Workplaces in Technology™, Fortune's Best Workplaces in the Bay Area™, and certified as a Great Place to Work®! - Team: We build each other up and set aside ego for the greater good. - Flexible time off, wellness resources, and company-sponsored team events.