• You implement strategies for effective lead generation, faster conversion, and targeted upselling with existing customers • You are actively involved in operational sales — from cold outreach to video-call demos through to closing deals • You handle inbound inquiries from leads across all channels and bring them to a close • You design and run campaigns for targeted lead acquisition • You develop and share a comprehensive overview of competitors and the overall market with the team • You represent viind at relevant trade shows and events — solo or with the team • You use HubSpot as the central CRM tool and maintain all information there • You regularly adjust sales forecasts based on current developments • You work closely with Mishal (Head of Sales) to continuously improve our strategies • You play a central role in helping viind advance Germany’s digitalization and contribute to our sustainable sales success

• Partner with assigned accounts to influence sales staff to surpass predetermined sales goals in territory. • Knowledge of basic residential and commercial construction as well as general window and door product understanding. Educate and establish yourself as the fenestration expert for assigned accounts and customers, including in depth knowledge of competitive landscape. • Accurately read, interpret, and takeoff blueprints in order to assist customers in acquiring and growing their new construction builder business. • Demonstrated ability to develop strong business relationships inside an account as well as the development and maintenance of personal relationships with customers. • Demonstrated ability to coach and train others on selling strategies and product knowledge skills. • Conduct planning meetings that result in actionable plans and ongoing conversation allowing for the accomplishment of sales goals. • Communicate regularly with Sales Management, Marketing provide input and feedback regarding product, programs and policies. • Develop Business Plans with account to increase sales performance and meet sales goals. • Assist accounts in developing builder relationships in order to acquire and maintain new business opportunities. • Represent Pella at Trade shows and events. • Responsible for executing selling activities to reach objectives established for his/her territory. Provides input on strategic initiatives to increase sales and profitability. • Responsible for managing a personal budget for travel and training expenses. • This position is the primary communication link between the company and the customer; as such, the rep is responsible for accurately portraying the Pella brand and product offerings. • Responsible for answering customer questions and resolving customer concerns in a timely manner to maximize customer satisfaction within Pella business guidelines. • Expected to utilize customer relationship management software while remotely located. Need to be proficient in Microsoft Office. • Must be able to maintain travel requirements of 50%-75% with overnight stays; must maintain a valid driver's license.

Role Description Responsible for developing opportunities within existing and new accounts assigned in the territory, with the goal of turning as many opportunities into closed-won deals as possible. Collaborate with pre-sales and post-sales support resources throughout sales campaigns. Serves customers in a trusted advisor role by always keeping the customer’s best interests at the forefront. Being available to customers in a consultative capacity even during those times the customer is not in the market. Success in the role requires building and maintaining a strong sales pipeline, leading complex sales engagements, coordinating cross-functional resources, accurately forecasting revenue, and consistently achieving quota targets. What you will do - Prospecting Accounts: Prospect for new business across multiple functional areas within the company, including leveraging leads provided by marketing, and maintain the appropriate pipeline coverage. - Building Relationships: Gain a deep understanding of the customer’s processes and problems. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the prospect account. - Articulating Value: Connect prospect’s business objectives (both functional and corporate) with DigiCert solutions. Deploy a customer-centric approach in understanding how DigiCert can do so. - Driving Sales Execution: Lead enterprise agreements to close being proactive in all aspects of opportunity development. Prepare accurate forecast, building a funnel to cover bookings target, documenting activities in Salesforce and performing other tasks necessary to drive revenue and communicate activities to sales management. - Closing Opportunities: Develop and actively manage interactions within the customer buying cycle using standard processes. Handle different kinds of sales scenarios and negotiate in a manner that drives towards close. Gain buy-in from multiple stakeholders. - Effective Account Coordination: Use a disciplined approach to effectively and efficiently involve pre-sales and post-sales support. Leverage industry expertise as needed. - Demonstrating DigiCert Proficiency: Be proficient with a working knowledge and understanding across all DigiCert products and solutions. Qualifications - Minimum of 5 years of quota-carrying sales experience at a software/technology company. - Track record of qualifying and closing consultative/service-led sales, particularly multi-year and subscription-based services. - Exceptional ability to create and foster relationships across enterprise C-suite executives and build consensus among the buying team. - Exceptional time and people management skills to marshal resources and advance opportunities. - Well-versed in the data-analytics industry and strong knowledge of competitor products and capabilities. - Bachelor’s degree or equivalent work experience. Benefits - Competitive compensation and comprehensive health, dental, and vision coverage. - Retirement savings programs with company matching (401(k) or RRSP). - Generous paid time off, including holidays, and vacation. - Paid parental leave and family support benefits. - Life and disability coverage. - Flexible spending and health savings options (where applicable). - Health and wellness support, including gym reimbursement and wellness programs. - Employee Assistance Program with 24/7 confidential support for employees and families. - Education assistance and professional development opportunities. - Access to LinkedIn Learning and continuous learning resources. - Employee referral bonus program and additional company perks and discounts. - Internal rewards and recognition platform (Motivosity) to celebrate and acknowledge project wins, milestone achievements, and the outstanding contributions of our colleagues. - Business travel insurance and global employee support programs.

• Lead efforts to grow Toast market share in the Chain Restaurant Industry through establishment and cultivation of ongoing relationships at the C-Suite level through research, cold-calling and networking to develop a qualified pipeline of prospects. • Create demand by educating prospects on the Toast value proposition of products and solutions through demonstrations and presentations communicating a compelling purchase rationale. • Cultivate relationships with business partner counterparts who sell and support complementary applications and services to point of sale systems serving the restaurant industry • Plan, direct and coordinate sales support activities, including management of the sales pipeline through Toast sales tools (Salesforce) • Involved in all phases of the sales lifecycle including: identifying and developing leads; meeting with clients; developing value propositions; financial deal structuring; contract negotiation and closing • Understand the competitive landscape (strengths, weaknesses, benefits) and determine how to position Toast to win • Collaborate with Account Service and Implementation Teams to ensure that expectations set during the sales process are met in delivery