• 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.

• Develop new business and upsell existing accounts to prospect, qualify and close sales • Increase penetration within existing accounts to drive new revenue streams • Network successfully to drive new opportunities, sales presentations, web-ex demonstrations, and handle contract negotiations • Achieve sales goals as set by management and be able to work independently • Additional duties as assigned

• Responsible for planning and executing tactical activities with some level of strategic responsibilities. • Ensures all expected results are timely, efficient, and of high quality. • Demonstrates full understanding of territory management skills, including strategic planning in an autonomous manner, with appropriate oversight from management. • Achieves quarterly and annual sales goals, including sales to new clients and upgrades within assigned geography, expanding the footprint with key accounts. • Acquires new hospitals, health systems, and large group practices. • May take on a leadership role within the team, guiding junior members or leading initiatives. • Develops quarterly sales plans with the manager to align with the POA. • Manages client relationships to build an excellent reputation for service, addressing issues quickly and efficiently. • Engages in at least 6 in-person calls with decision-makers per day, which may include C-Suite executives or other key stakeholders. • Expands Health Monitor’s market share by generating new business opportunities within the territory. • Schedules advance working appointments to ensure full territory coverage. • Manages administrative responsibilities, including submitting sales orders through NetSuite and handling expenses and mileage reimbursement via Concur. • Collaborates with regional team service counterparts, including Ambassadors and Field Service Technicians, to ensure client satisfaction and smooth operations. • Performs other duties as assigned by management.