• Own a defined enterprise territory and build a pipeline of high-value opportunities • Drive net-new enterprise logo acquisition as well as expansion within existing strategic accounts • Lead complex sales cycles involving CISOs, CIOs, security leaders, and executive stakeholders • Run a consultative, value-based sales process from prospecting through close • Deliver compelling business cases that clearly articulate risk reduction and operational impact • Partner closely with Solutions Engineers to deliver outcome-driven demos and technical validations • Collaborate with channel partners, VARs, and ecosystem players to accelerate deal velocity • Accurately forecast revenue and maintain disciplined pipeline management in CRM • Provide feedback to leadership and product teams to continuously refine our go-to-market strategy • Represent Astelia at industry events and help elevate our brand within the cybersecurity community

• Named Account Prospecting – Prospect for new business across multiple functional areas within a highly-targeted account list, selected on high-potential • Building Relationships – Gain a deep understanding of the customer’s processes and problems. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the prospect account • Articulating Value – Connect prospect’s business objectives (both functional and corporate) with Alteryx solutions. Deploy a customer-centric approach in understanding how Alteryx can do so • Effective Account Coordination – Use a disciplined approach to effectively and efficiently involve pre-sales and post-sales support. Leverage industry expertise as needed • Driving Sales Strategy – Develop a deep understanding of the customer strategies, priorities, needs and organizational structure. Develop tailored account plans to ensure revenue target delivery and balanced growth. Conducting Pipeline Planning - ability to manage & grow perpetual pipeline.

• Close deals and ensure robust pipeline development to achieve booking targets. • Position MagicSchool as the preferred solution for large K-12 school districts. • Cultivate strong relationships with superintendent cabinet members. • Leverage successes in one district to facilitate conversations and sales with neighboring districts. • Manage complex procurement, evaluation, and negotiation processes, including legal, RFPs, pilots, and POCs. • Work with product, finance, success, marketing, and other teams to customize offerings.

• Own and expand a portfolio of enterprise accounts ($500M+ revenue), driving multi-threaded engagement across Security, Engineering, Product, Risk, Procurement, and executive leadership. • Develop and execute sophisticated account strategies that increase platform adoption, expand product footprint (e.g., Bug Bounty, Pentesting, AI Red Teaming, Code Security), and drive multi-year revenue growth. • Apply Data-Driven Decision Making to manage complex enterprise pipelines, forecast accurately, identify whitespace opportunities, and align expansion strategies to measurable customer outcomes and risk reduction metrics. • Use First Principles Problem Solving to break down enterprise security challenges, clarify stakeholder priorities, and architect durable, scalable solutions aligned to long-term security transformation initiatives. • Demonstrate AI First thinking by leveraging AI-enabled prospecting, account planning, and sales productivity tools to improve deal velocity, enhance executive preparation, and scale high-quality engagement across large accounts. • Exhibit Change Agility by navigating shifting enterprise priorities, regulatory environments, product evolution, and competitive pressures while maintaining consistent momentum in long-cycle deals. • Lead complex negotiations including MSAs, multi-year agreements, security reviews, and enterprise procurement processes in partnership with Legal, Finance, and Sales Engineering. • Partner cross-functionally with Customer Success, Sales Engineering, Product, Marketing, and Executive Leadership to ensure strong adoption, retention, and expansion within strategic enterprise customers.