• 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.

• 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.

• 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.