• Developing and growing both pipeline and revenue in the assigned region by gaining access to large enterprise opportunities through an agreed list of partners. • Working closely with ExtraHop’s strategic reseller and alliance partners to build customized sales programs focused on pipeline creation. • Working cross-functionally with field sales, engineering, customer support, product management, finance and legal to build business alignment. • Working closely with sales enablement as well as channel and field marketing to build outstanding partner enablement, communication and engagement plans. • Staying on top of changes to the regional partner landscape and identifying new markets and partners to help scale within the region.

• Lead, mentor, recruit and inspire a high-performing sales team setting clear goals and expectations • Foster and ensure a dynamic and high-performing sales culture • Own and drive the sales pipeline, by monitoring sales and lead generation managers’ KPIs and OKRs, ensuring consistent revenue growth, customer acquisition, and monthly sales targets. • Actively engage in direct sales activities — performing cold outreach, nurturing key prospects, and driving new business opportunities yourself. • Take ownership of the business customer lifecycle: cold outreach, negotiating, and closing • Work with Marketing, Risk, Account Management and Product Development teams to implement initiatives • Ensure that all sales activities comply with relevant regulatory requirements and company policies • Ensure initiatives are reflective of the goals, and priorities of other company divisions as appropriate • Recommend improvements to sales strategies based on data and competitor analysis • Demonstrate ability to deliver results under pressure and adapt to changing business requirements; ability to plan, organise, and manage multiple priorities • Maintain fluency with technology trends shaping the Fintech market • Manage key referral partner relationships

• Acquire new clients by growing, maintaining and leveraging leads, converting them into sales opportunities • Identify features of target business verticals in order to offer the most suitable solution for the potential client • Prepare and organize sales materials, including presentations and proposals • Present and pitch products to potential clients • Schedule and attend meetings with potential clients to discuss their needs and introduce PayDo’s solutions • Prepare offers, agreements and invoices • Work with CRM (Zendesk Sell) • Provide periodic updates and report to the Head of Department • Achieve weekly/monthly KPIs

• Coordinate/facilitate the involvement of GitLab team members, including sales leadership, support, etc. as needed to ensure meeting sales targets and ecosystem sales objectives. • Build, maintain, and manage relationships with the GitLab field sales organization. • Proactively engage with GitLab AEs, ASMs and geo leadership. • Facilitate territory mapping and identification of new joint opportunities. • Resolve route conflicts appropriately. • Identify and support regional-specific demand generation/pipeline building activities with strategic partners. • Contribute to quarterly business reviews (QBRs) within your assigned territory. • Participate in annual planning within the Ecosystem organization. • Provide cloud-related weekly forecasts and/or progress reports. • Escalate critical business issues to Ecosystem team management. • Prepare presentations, territory plans and reports as required. • Coordinate and collaborate with Finance, Partner Operations, Sales Operations, and Sales as needed.