• Build and close a pipeline of expansion opportunities across existing SMB & MM customers • Partner with SMB & MM Customer Success Managers to identify whitespace and growth opportunities • Prospect into the existing customer base through outbound outreach and internal referrals • Sell across Muck Rack’s product suite (Media Intelligence, Press Release, Social Listening, Gen Pulse, etc.) • Accurately forecast monthly and quarterly expansion bookings • Own account and territory planning in partnership with your CSM pod • Drive pipeline creation, conversion, and deal progression across expansion opportunities • Collaborate cross-functionally to ensure alignment across sales and customer success

• Build and maintain strong relationships with customer champions and key stakeholders • Serve as the primary point of contact for all client concerns, needs, and strategic discussions • Drive contract renewals and identify expansion opportunities through upselling and cross-selling • Develop comprehensive understanding of client business goals and map our solutions to their needs • Collaborate with internal teams to ensure seamless delivery and client satisfaction • Maintain accurate client records and track contract updates, renewals, and account health • Generate regular progress reports for clients and internal leadership • Proactively address client challenges and develop tailored solutions • Lead renewal meetings and participate in strategic business reviews • Communicate expansion opportunities to the sales team and support deal progression

• Build and nurture multi-threaded relationships with key stakeholders and decision-makers within customer organizations. • Develop and execute account plans for growth potential accounts by conducting effective discovery sessions with customers to understand their top priorities and business challenges. • Act as a trusted advisor by demonstrating how aligning their unique challenges to Vena’s platform capabilities can solve their business challenges and deliver measurable business outcomes. • Manage and own the net revenue growth strategy and execution for your assigned portfolio of accounts by driving the renewal and expansion/upsell strategy for your customer portfolio. • Lead the quote to order process by preparing and presenting bespoke pricing proposals and facilitating the contract creation and execution process. You will maintain an accurate forecast on a weekly basis to consistently meet and exceed annual revenue targets. • Actively manage both expansion sales and renewal cycles, leveraging workback plans and/or mutual close plans as needed, to secure opportunities in a predictable manner. • Utilize data-driven insights by leveraging technology and reporting, to monitor account health, identify and track renewal and expansion opportunities and report on key performance metrics.

Role Description You're our first dedicated closer. Today the founders run sales, you take that motion and own it. You'll run the full cycle: from first conversation to a signed customer, then a clean handoff to Customer Operations. - Sell to founders, CTOs, and DevOps leads at some of the fastest-growing startups in Europe and the US. - Turn "~20% of your AWS bill back, for free" into a yes from a technical buyer. - Discipline: relentless follow-up, honest expectation-setting, and knowing exactly why a deal will or won't close. What You'll Do: - Run the full sales cycle: qualify, run the free savings estimate, handle objections, and close to a signed billing transfer. - Sell straight: set expectations the first month will prove right. - Follow up relentlessly: run a clean, multi-channel pipeline and never let a warm conversation go cold. - Hand off clean: brief Customer Operations on exactly what was promised. - Help shape the playbook: provide feedback on messaging, objections, and segments that convert. Qualifications - Closing experience: you've carried a quota and hit it, ideally in a B2B / SaaS / technical sale. - Comfortable selling to technical buyers: translate savings into business value for a founder. - Follow-up discipline: run a clean pipeline and don't drop warm leads. - Early-stage comfort: little process exists; you build it as you go. Requirements - Familiarity with AWS billing, cloud-cost mechanics, or FinOps. - Outbound experience (cold email / cold calling). - Additional European languages. Benefits - Trajectory: first AE at a company that went from €0 to €1M in 8 months. - Ownership: help shape the sales motion and the playbook. - An offer that sells: uncapped variable on a genuinely easy-to-say-yes-to product. - Company off/on-sites: regular travels to European hotspots. - OTE €70K–120K - base plus uncapped variable on closed new business. - Remote within Europe - willing to travel, and possible relocation in the future. - Available to travel to collaborate with the team every 1-2 months.