• Own and grow a territory of small and mid-sized businesses across North America • Blend disciplined new business hunting with expansion selling • Collaborate daily with Sales Manager and Marketing partners to drive inbound demand • Engage with Channel partners and Solutions Consulting for complex opportunities • Partner with Sales Operations on tooling and process, and with Enablement to stay sharp on product knowledge and competitive positioning • Grow revenue within existing customer base through timely upsell and cross-sell motions • Drive new logo acquisition in assigned SMB territory • Manage a full sales cycle from first conversation through contract close, including discovery, product demonstrations, business case development, and negotiations • Build and maintain a healthy pipeline at 3x or greater coverage • Stay ahead of the competitive landscape in identity management and cybersecurity • Leverage Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator to run territory with precision

• Manage the customer portfolio, conducting on-site visits to ensure targets are met and customers are satisfied; • Define strategies to achieve results; • Identify and prospect new business opportunities and clients; • Work consultatively, identifying customer needs and proposing sustainable solutions for the business; • Create the work schedule according to the visit frequency defined for the assigned region; • Report to the direct manager on business progress and productivity; • Provide commercial and/or technical training to clients when necessary; • Present results according to the periodicity defined by commercial management; • Participate in trade shows and events to promote the company; • Support, when requested, customer service (SAC) actions/processes with clients; • Contribute proactively, or when requested, with market information; • Direct and monitor the actions of the sales team; • Lead projects with clients, coordinating with peer departments; • Proactively propose solutions to foster and accelerate business growth.

• Protect and expand existing ZeroFox ARR • Generate net new pipeline in underpenetrated accounts • Navigate federal agencies including DOJ and FBI • Prioritize tasks across diverse missions and threat profiles • Balance farming and hunting responsibilities in sales

• Sell Abnormal AI solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with enterprise accounts (>3k mailbox organizations) to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan) • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.