• Become an expert at delivering Appgate’s value proposition and sales overview presentation. • Schedule qualified sales meetings and generate qualified sales pipeling via account research, outbound prospecting and inbound lead follow-up. • Work in conjunction with the Sr. Director of Commercial Sales and Customer Success Managers, create and execute upsell and expansion campaigns into existing customer base. • With support from the Sr. Director of Commercial Sales, contribute to overall team results by driving sales pursuits from cold call to close. • Assist in growing channel ecosystem contribution by working with Channel Sales Directors to strengthen relationships in territory with key resellers, technology alliance partnerships and MSP partners.

• Expansion & Growth: Identify opportunities for upselling and cross-selling additional Gatekeeper solutions by understanding customer needs and aligning our products to their business goals to help drive net revenue retention (NRR). • Account Retention: Build strong, long-lasting relationships with key stakeholders within your accounts, ensuring high customer satisfaction and loyalty to drive renewals to reduce logo churn. • Customer Success & Professional Services Collaboration: Partner with the Customer Success & Professional Services team to ensure smooth onboarding, product adoption, and continued engagement, maximising customer value and product utilisation. • Strategic Account Planning: Develop, collaborate on and execute customised account plans that align with customer goals and Gatekeeper’s growth objectives. • Problem Solving: Act as a trusted advisor to customers, proactively identifying and addressing potential issues, providing solutions, and ensuring positive outcomes. • Domain & Product Expertise: Become a subject matter expert in Gatekeeper’s product offerings and the broader domain of Vendor & Contract Lifecycle Management (VCLM). Leverage this expertise to guide customers in maximising the value of our solutions and to position yourself as a trusted consultant. • Data-Driven Insights: Use data and analytics to monitor account health, and customer usage to help identify growth opportunities. Regularly report on account performance and forecast renewal and expansion revenue. • Customer Advocacy: Serve as a voice of the customer within Gatekeeper, relaying product feedback to the product and development teams to help drive improvements that align with customer needs.

• Sell our solution to Mid-Market and Enterprise customers. • Nail your Quota. • Maximise all inbound leads using a systems and Sales Playbook mindset. • Research prospective customers, create outreach strategies, and identify sales opportunities. • Prospect and build an outbound pipeline. • Connect and conduct exploratory conversations with potential customers. • Conduct needs qualification calls with specific prospects. • Work with the product team to feedback customer driven feature requests.

• Prospect large enterprise companies (Fortune 1000) as well as mid-market companies • Manage sales process from initial outreach to new client onboarding • Manage complex sales cycle and influence/persuade various levels of decision-making • Achieve assigned sales targets • Develop and maintain an excellent relationship with prospects and customers • Attend industry events