• 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.

Role Description As an Enterprise Account Executive at Dots, you'll own full-cycle enterprise sales — from outbound prospecting through close — with no SDR or BDR support. You'll work directly with business and technical stakeholders across complex, multi-stakeholder deals and long sales cycles of 6–18 months. This role is for a proven enterprise closer who can build pipeline independently, navigate ambiguity, and wants meaningful equity and uncapped upside in a high-growth fintech company. Key Responsibilities - Own full-cycle enterprise sales end to end — prospecting, discovery, demo, negotiation, and close — across complex deals with 6–18 month sales cycles - Build and manage outbound pipeline independently without SDR or BDR support — you generate your own opportunities - Run multi-stakeholder discovery and product demonstrations for both business and technical buyers across the enterprise buying committee - Close complex enterprise deals — average deal size in the $130K–$150K base salary range, with $1M+ ACV deals as a key performance signal - Partner with Product and Engineering to translate customer feedback into roadmap input and positioning improvements - Establish long-term enterprise relationships that generate commission on SaaS and transaction fees for 18 months post-close Qualifications - 4–6+ years of full-cycle enterprise sales experience — closing complex deals independently - Proven track record closing complex enterprise deals with 6–18 month sales cycles - Strong outbound prospecting capability — comfortable building pipeline without SDR/BDR support - Experience navigating multi-stakeholder enterprise buying committees - Comfortable operating with ambiguity in a high-growth, early-stage environment Requirements - Experience selling payments, fintech, or financial infrastructure solutions - History of closing $1M+ ACV deals - Experience in early-stage or high-growth startup environments - Background building pipeline primarily through outbound rather than inbound

• Responsible for driving success in achieving product plan goals through technical expertise in client services, training, and solution design. • Advocate for product specifications at architectural and engineering firms and DOTs. • Develop relationships with key decision-makers, including architects, engineers, and consultants. • Deliver presentations to promote product value and performance benefits. • Monitor regional construction trends and competitor activity to identify new opportunities.