• 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.

• Develop and manage relationships with Fire/EMS agencies throughout an assigned territory. • Conduct in-person and virtual product demonstrations for command staff, training divisions, operations personnel, and elected officials. • Serve as a subject matter expert on public safety UAS operations, deployment models, regulatory considerations, and best practices. • Work with agencies to develop Drone as First Responder (DFR), HazMat, USAR, wildfire, and emergency response programs. • Assist departments in evaluating funding opportunities, budget development, and implementation planning. • Collaborate with BRINC product, engineering, customer success, and implementation teams to ensure customer success. • Attend conferences, trade shows, and industry events to promote BRINC solutions and strengthen industry relationships. • Maintain an in-depth understanding of emerging technologies, public safety trends, and the evolving UAS landscape.