• Lead, mentor, and scale a team of Enterprise Account Executives focused on driving new business across key industries. • Maintain a strong presence in the field, meeting customers and partners, supporting reps on high-value deals, and building deep relationships with key accounts. • Own team performance against quarterly and annual revenue targets. • Guide Enterprise AEs in building and executing account strategies to uncover, develop, and close complex opportunities. • Partner with Channel Development and local integrators/resellers to strengthen Verkada’s presence and pipeline across Australia. • Drive disciplined pipeline management through weekly one-on-ones, team reviews, and regular forecast sessions. • Actively participate in key deals, leading executive-level conversations, assisting in negotiations, and supporting complex closings. • Foster a high-performance culture built on collaboration, accountability, and continuous improvement. • Collaborate with Enterprise Development, Sales Engineering, Marketing, and Enablement teams to optimise regional execution. • Recruit, onboard, and develop top enterprise sales talent in partnership with Verkada’s in-house recruiting and enablement teams. • This role requires regular travel, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration.

• Primary relationship owner for North American boutiques / specialized partners • Recruit, develop and maintain partner contacts (at all levels) for both sales and delivery • Development and execution of the partner business plan • Develop an understanding of the markets the partners operate in, and each partner's own competitive strategy • Ensure this knowledge is continually shared with team members and Blue Prism stakeholders • Drive, own and execute the Blue Prism enablement program within partner organizations • Develop increased commitment and Robotic Automation service delivery competency and capability within partners • Work with Marketing to drive the maximum ROI from any partner marketing investment into demand generation campaigns and vertical market plans • Work closely with the partner to help in the identification, development, forecasting and management of opportunities to achieve the partner's revenue goal • Conduct sales presentations to and in conjunction with partners to our mutual clients until they achieve self-sufficiency • Proactively drive awareness of the Blue Prism strategy and proposition at all levels across the partner • Transition relationships to appropriate sales and support team members as appropriate.

• Identify and target prospective nCino customers within your geographic territory and market segment, building net-new pipeline from the ground up • Drive opportunities through qualification to close, maintaining a pipeline sufficient to achieve and exceed quarterly and annual sales goals • Challenge prospective customers to think differently about how they manage contracts and financial workflows — bringing a consultative, insight-led approach • Build strong nCino brand presence within your territory through thought leadership, partnerships, and consistent market engagement • Manage complex sales cycles by mapping decision-making processes, compressing timelines, negotiating contracts, and closing business • Identify and engage executive-level stakeholders — building consensus among key decision-makers and mobilising champions within client organisations • Work in close partnership with inside sales, marketing, customer success, and product teams to deliver a cohesive message and outstanding client experience • Expand nCino's presence within existing clients by maintaining relationships with key stakeholders and driving product adoption • Introduce newly released nCino products and capabilities to existing customers, growing account value over time • Lay the groundwork for a regional team, contributing to hiring decisions and shaping the culture and structure of your future organisation

• Responsible for commanding territory performance and exceeding targets • Collaborate across the enterprise to grow the benefits business • Shape industry discussions and ensure compliance with regulations • Assess regional market trends and competitor strategies • Achieve annual budgeted growth and retention targets