• Identify and systematically prospect large enterprise accounts across industries. • Build outbound sequences, leverage your network, attend relevant industry events, and develop partner and channel relationships to generate qualified pipeline. • Run sharp discovery to assess decision-maker access, technical fit, budget cycle, and strategic urgency before committing deep cycle resources. • Maintain a pipeline that is 3–4x your quarterly target at all times. • Own the full sales process from first meeting through signed contract on deals you originate. • Navigate complex, multi-stakeholder enterprise environments, CX leadership, IT, procurement, and C-suite, simultaneously. • Build compelling business cases anchored to cost reduction, call deflection rates, CSAT improvement, and revenue capture. • Manage RFP processes, security reviews, and legal cycles without losing deal momentum. • Hit and exceed quarterly TCV targets. • Retain commercial ownership of strategic accounts post-close to drive expansion and renewal. • Act as the voice of the enterprise customer back into product and leadership.

• Drive net new business by proactively identifying, engaging, and converting high-value Enterprise and Strategic prospects into customers. • Develop and execute strategies to penetrate new accounts, build strong relationships with key decision makers, and create tailored solutions that address complex business needs. • Consistently exceed pipeline and sales targets by generating new opportunities through outbound prospecting, networking, and leveraging marketing-qualified leads. • Lead expansion efforts within existing Enterprise accounts by uncovering additional use cases, identifying upsell and cross-sell opportunities, and driving adoption across multiple business units. • Deliver compelling presentations and product demonstrations to both new prospects and current customers, effectively communicating value and ROI. • Collaborate closely with Growth, Marketing, and Customer Success teams to optimize lead generation, accelerate sales cycles, and maximize expansion revenue. • Analyze customer segments and market trends to identify new business opportunities and continuously improve the quality of the sales pipeline, with a strong focus on both acquisition and expansion.

• Partner closely with the VP to shape and execute a pricing- and analytics-focused go-to-market strategy. • Lead consultative discussions with actuarial and underwriting teams to deeply understand their: Pricing models, Rating algorithms, Workflow pain points, Modernization priorities. • Translate actuarial and underwriting needs into clear solution proposals using PricingCenter. • Work with internal account teams to identify opportunities within existing customers to modernize or enhance their pricing programs. • Collaborate with inside sales and marketing to build a pipeline of pricing-focused opportunities with new carriers. • Guide stakeholders through the evaluation of PricingCenter—from first conversation through solution design and commercial agreement. • Represent Guidewire at actuarial, analytics, and underwriting industry events. • Act as a subject-matter conduit between carriers and internal product/engineering teams to inform PricingCenter’s evolving roadmap.

• Run high-volume outbound prospecting via cold calls, emails, and LinkedIn to generate and qualify new business opportunities. • Manage prospects through the full sales cycle from first touch to close with minimal oversight. • Sell B2B vendor partnership solutions and related services into US-based businesses. • Leverage AI tools and sales technology to increase activity volume, sharpen outreach, and improve overall efficiency. • Maintain accurate pipeline data, deal stages, and interaction notes within the CRM at all times. • Develop, test, and refine outreach messaging and sequences based on performance data. • Meet or exceed monthly and quarterly pipeline and revenue targets. • Collaborate cross-functionally to ensure seamless handoffs and a strong client experience post-close.