• Work with the Sales staff to qualify prospective customers in order to provide tailored sales demonstrations and guide them toward the right product(s) to solve their unique needs • Work with Product and Marketing to formalize the key value propositions of each of the Yes Energy products • Work with Product and Marketing to define and understand the key personas that make up our target markets • Maintain up to date awareness of new product and market developments • Coordinate with Customer Success team to facilitate smooth transitions for customers when moving from prospect to new customer • When appropriate the position will require a minimum of 10 - 20% travel to customer sites to learn from customers, support the product, and provide technical sales of the product • Provide subject matter expertise on product use cases and market knowledge for internal training

• Lead, mentor, and grow a high-performing remote team of Sales Engineers covering enterprise accounts across the Americas. • Champion a high-trust, high-performance culture that encourages collaboration and innovation using Digital.ai’s extensive portfolio. • Define team priorities, champion technical success aligned to sales GTM and opportunities, and support personnel operational activities needed for the smooth running of the Americas’ sales function. • Align the Sales Engineering team to support the execution of the regional GTM and Marketing plans. • Own technical opportunity management, escalations, and resolution of technical risk to drive revenue growth. • Execute technical validation using Command of the Message methodology, supporting strong business cases and technical qualifications. • Implement and refine industry demonstration methodologies as a core part of technical sales engagement. • Ensure all demos are value-driven and tailored to buyer personas and industry-specific challenges, including AI.

• Act as the primary technical contact for Securiti AI solutions during the sales cycle • Lead technical discussions and deliver customized security solutions • Address customer needs in data discovery, posture management, and compliance • Design and present product demonstrations and proof-of-concepts • Collaborate with product, engineering, and customer success teams to ensure smooth transitions

• Proactively learn and develop to own the full commercial lifecycle for your territory: • Developing and executing a strategic sales plan across the US • Prospecting for new business to grow your project portfolio • Managing and growing key accounts while identifying new project opportunities • Leading complex, consultative sales processes from first conversation to contract signature • Conducting site surveys and working closely with customers to define technical and operational requirements • Writing and presenting detailed commercial proposals and forecasts • Negotiating with senior stakeholders across engineering, operations, procurement, and leadership teams • Working cross functionally with engineering, project delivery, and service teams to ensure flawless execution