• Own net-new enterprise opportunities • Run new business opportunities from qualification to close • Lead discovery, define deal strategy, map stakeholders, and engage executives with confidence and clarity • Drive structured, high-preparation sales cycles • Prepare thoroughly for meetings and presentations • Sell toward annual commitments • Guide prospects through a structured evaluation process that builds conviction • Collaborate closely with Solutions throughout the sales cycle • Engage multiple stakeholders across functions and seniority levels • Maintain strong pipeline discipline

• Drive New Logo Growth • Own and exceed a multi-million-dollar annual new business quota. • Proactively generate executive meetings within target accounts and convert prospects into qualified opportunities. • Develop structured account and territory plans; maintain 3–5x pipeline coverage. • Own the Enterprise Deal Strategy • Lead the end-to-end deal approach for each opportunity. • Map buying committees, decision criteria, and procurement processes. • Build executive sponsors and internal champions. • Influence evaluation criteria by tying Knotch’s insights to revenue growth and operational efficiency. • Maintain proactive deal control across multi-threaded sales cycles. • Engage at the Executive Level • Present to senior leaders across Marketing, Digital, Analytics, and Finance. • Elevate conversations beyond marketing KPIs to strategic enterprise priorities. • Develop compelling business cases grounded in commercial outcomes. • Collaborate & Execute with Discipline • Travel required to spend time in market with your clients • Partner closely with Marketing, Product, Customer Success, and Senior Leadership. • Maintain strong forecasting accuracy and CRM discipline. • Share market insights to strengthen positioning and Go-to-Market (GTM) strategy.

• Own outbound prospecting and early-stage opportunity creation: identify targets, engage decision-makers, and start conversations. • Develop account plans for target companies (Pharma, biotech, CRO) and run thoughtful, multi-threaded outreach. • Lead discovery calls to understand needs, qualify fit, and align on what success should look like. • Manage opportunities through proposal, negotiation, and close (with support from the CEO as needed). • Maintain accurate pipeline hygiene in Pipedrive (stages, next steps, close dates, and notes). • Serve as the primary commercial point of contact for a set of accounts, with a focus on relationship-building and long-term partnership. • Maintain regular communication with client stakeholders to understand priorities, anticipate needs, and ensure alignment. • Partner with the Enrollment Operations and Project Management teams to coordinate kickoff, maintain momentum, and support a strong client experience. • Surface opportunities to deepen the relationship by connecting clients to additional capabilities, solutions, or study support—based on demonstrated need and fit. • Ensure expectations are clear internally and externally, and raise risks early when priorities or timelines shift. • Maintain clear activity, pipeline, and forecast reporting; communicate risks early. • Create and refine playbooks for outreach cadences, discovery, and account stewardship. • Use tools such as LinkedIn Sales Navigator, AI writing tools (e.g., Copy.ai), and CRM workflows to drive efficiency while keeping messaging personalized and high-quality. • Partner with leadership on positioning, vertical strategy, and target account selection.

• Lead Transformational Sales: Promote strategic, high-impact digital transformation pursuits across your assigned accounts or region. • Own the Commercial Strategy: Manage the full sales cycle, from lead generation to close, across Cyber, Digital and MOM solution areas. • Engage Executive Stakeholders: Build and deepen relationships with business and technical leaders across IT, OT, and C-suite. • Collaborate Across Teams: Partner with technical domain experts, delivery leaders, and account teams to shape value-driven solutions. • Shape Demand and Grow Pipeline: Identify new opportunities by understanding customer pain points, trends, and priorities. • Drive Outcomes, Not Just Deals: Focus on long-term value creation, not transactional sales — your success is measured by client success.