• Own and manage a book of existing customers, driving account expansion, and long-term growth. • Partner with customers to develop and execute win-win negotiation strategies that maximize contract value while strengthening trusted relationships. • Identify and map buying influencers, decision-makers, budgets, and purchasing criteria within assigned accounts. • Develop deep expertise in TeamDynamix’s products & licensing models, enabling confident guidance during commercial discussions. • Proactively engage customers to uncover needs for consulting, implementation, and professional services. • Collaborate closely with Solutions Engineers to lead discovery conversations, position solutions, and deliver product demonstrations for expansion opportunities. • Generate and qualify new opportunities within assigned accounts through proactive prospecting and strategic outreach. • Maintain accurate pipeline management, forecasting, and CRM hygiene.

• Generate new business through developing relationships and closing business with executive level decision makers. • Utilize sound business acumen, strong technical aptitude, and a hunter sales mentality. • Serve as a trusted advisor by consistently identifying your customer’s needs and pain-points through effective discovery. • Work closely with a team of Sales Development Representatives responsible for supporting you with a robust pipeline of qualified sales opportunities. • Partner with Pre-Sales Engineers to communicate and demonstrate the benefits of TeamDynamix’s solutions to decision makers. • Meet or exceed quarterly and annual sales objectives and KPIs. • Consistently provide reliable sales forecasts.

• Identify, develop, and close new cybersecurity sales opportunities in the Eastern U.S. • Leverage your security background and industry relationships to generate warm leads and key introductions. • Build and maintain strong relationships with CISOs, CIOs, IT Directors, and other key decision-makers. • Partner with internal technical teams to deliver customized solutions that meet client needs. • Meet or exceed monthly, quarterly, and annual sales targets. • Represent the company at industry events, conferences, and client meetings.

• Drive success of the company’s goals and objectives through achieving their individual sales quota. • The role will carry a $1m annual sales quota - you will be driving complex, multi-stakeholder deals, with a typical deal value of $200-500k ACV, and enterprise sales cycles of 6-12 months. • Oversee the end-to-end sales process in assigned territories and grow our market presence with new customer acquisition and cross-selling opportunities within the existing customer base: • Source leads and develop relationships with senior insurance stakeholders. • Lead the enterprise sales process with prospects, understand potential customers’ business goals and connect product benefits/ capabilities as part of on-site and online presentations. Partner with Solution Architects and other members of Sprout.ai to articulate highly targeted business proposals and manage product pilots. • Create compelling business proposals and negotiate commercial terms. • Work with our Sales team to shape and embed a productive sales culture at Sprout.ai that embraces continuous learning, celebrating and recognising success, an agile mindset, and overachieving. • Develop a deep understanding of the global Insurance landscape, and effectively communicate industry trends and challenges to current and prospective clients. • Build a network of Insurance and Claims leaders, and leverage that network to generate business opportunities. • Collaborate with the Marketing team on creating targeted campaign messages. • Partner with Engagement/Customer Success team to ensure successful new customer onboarding and retention, as well as account growth by identifying and actively pursuing upsell and cross-sell opportunities. • Influence our Product Roadmap by sharing client feedback with our Commercial leaders and Product teams. • Document sales activity and proactively manage pipeline details in HubSpot; be a champion for data-rigour and data-driven decision making.