• Drive cross-sell of 3(16) fiduciary services into Definiti’s existing client base to achieve assigned ARR quota • Proactively identify opportunities through Client Relationship Management (CRM) pipeline analysis, existing client reviews, internal referrals from Client Success, Retirement Plan Consultants, and Regional Sales Directors • Execute outbound call campaigns and targeted outreach strategies to drive awareness and generate opportunities • Engage with financial advisors, plan sponsors, and internal stakeholders to position 3(16) services and value proposition • Partner with Regional Sales Directors and internal teams to advance opportunities through the sales cycle • Prepare proposals, pricing scenarios, and cost analysis aligned to ARR targets • Lead prospects through the sales process including discovery, solution positioning, proposal delivery, and closing • Ensure timely and accurate completion of all required sales documentation and client agreements • Maintain accurate and up-to-date pipeline activity, deal status, and revenue forecasting in CRM • Ensure smooth transition of closed business to implementation and service teams • Deliver responsive, professional service to all inbound sales inquiries and internal requests

• Meet minimum monthly sales targets • Conduct consultative conversations with customers, to understand their needs and available budget • Conduct discovery conversations to understand client needs • Build and maintain relationships with key contacts within accounts • Collaborate with internal teams to deliver solutions that support client objectives • Identify opportunities to introduce additional products and services • Maintain an organized pipeline with accurate updates in the CRM • Participate in outbound outreach (calls, emails, social touches) • Share feedback and collaborate with the team on best practices • Meet monthly and quarterly activity and sales goals • Support and retain existing accounts

• Drive the full sales cycle from prospecting and lead qualification to negotiation and closing deals within the mid-market segment across EMEA. • Develop and maintain a strong understanding of the cybersecurity landscape, competitive offerings, and Bugcrowd's unique value proposition. • Establish strong relationships with key stakeholders, including CISOs, IT Directors, Security Managers, and technical teams. • Establish and maintain strong relationships within our community of Resellers and Distributors to drive new business via a Channel-First sales motion. • Accurately forecast sales opportunities and maintain a robust pipeline using CRM tools (e.g., Salesforce). • Collaborate cross-functionally with Sales Engineering, Customer Success, and Product teams to ensure a seamless customer experience. • Create and deliver compelling, customized sales presentations and demos that clearly articulate the ROI of Bugcrowd's solutions. • Represent Bugcrowd at EMEA industry conferences, trade shows, and regional networking events to build brand awareness and generate new leads. • Negotiate contracts and commercial terms effectively, ensuring favorable outcomes for both the customer and Bugcrowd.

• Contact businesses to perform needs analysis and provide solutions to these customers. • Develop trusted partner relationships with key customers to retain and grow revenues. • Conduct heavy phone prospecting and networking. • Develop sales presentations, web-ex demonstrations, and handle contract negotiations with minimum supervision. • Achieve sales goals as set by management and be able to work independently. • Additional duties as assigned.