• Partner with Account Executives as the primary technical resource on net-new opportunities from discovery through contract signature. • Develop and execute technical win strategies that identify risks early, build stakeholder alignment, and drive successful evaluation outcomes. • Design and deliver tailored demonstrations, solution architectures, and technical presentations that connect Nylas capabilities to customer needs. • Guide prospects through technical evaluations and proof-of-concept activities, helping them validate business and technical outcomes. • Build lightweight proof-of-concept integrations, code samples, and demo environments that help prospects evaluate Nylas effectively.

• Serve as the product domain expert, supporting Account Executives and their prospects throughout the entire sales lifecycle. • Provide in-depth product knowledge to customers and prospects, clearly highlighting Addepar's differentiating advantages and capabilities over competitors. • Support sales efforts with 'Proof of Concepts' (POCs). Load prospective client data and design custom demo environments to demonstrate the future Addepar experience based on their specific business requirements. • Coordinate internal product and technical resources for prospect meetings. • Assist Account Executives with the completion of RFPs & RFIs, and help create Statements of Work (SOW), budgetary estimates, coordinating with key internal teams (Professional Services, Data, Implementation Project Managers, Support, Finance, and Legal). • Contribute to the institutionalization of knowledge for current and future Account Executives by assisting in the creation of sales resources. • Periodically advise existing customers on technical matters, product roadmap navigation, and opportunities for service or product upsells.

• Lead technical discovery, qualification, and solution mapping for enterprise AI security use cases • Design and deliver tailored demos and technical presentations to security, engineering, and executive stakeholders • Independently own and execute POCs end-to-end, from scoping and success criteria to deployment and validation • Partner closely with Account Executives to drive deals forward and address technical objections • Act as the technical voice of the customer, surfacing product feedback, gaps, and field insights • Stay up to date with the rapidly evolving AI security landscape and competitive ecosystem • Guide customers through complex technical decisions and challenge assumptions when needed

• Act as the primary technical resource for the sales team, accompanying sales executives on client calls, presentations, and solution demonstrations. • Conduct in-depth technical discovery sessions with prospective clients to understand their business needs, current infrastructure, and technical requirements. • Translate complex technical concepts into clear, concise, and business-oriented language for non-technical stakeholders. • Design and architect customized internet and networking solutions that address client challenges and align with their strategic objectives. • Develop detailed technical proposals, solution diagrams, bills of material (BOMs), and statements of work (SOWs). • Collaborate with product development, network operations, and implementation teams to ensure proposed solutions are feasible, scalable, and supportable. • Lead and execute technical demonstrations, proof-of-concepts (POCs), and pilot projects to showcase the capabilities and benefits of our solutions. • Address technical questions, concerns, and objections from potential clients with confidence and expertise. • Serve as a subject matter expert (SME) on our internet and networking service portfolio, staying current with industry trends, emerging technologies, and competitor offerings. • Provide technical training and enablement to the sales team on new products, services, and best practices. • Facilitate a smooth technical transition from sales to post-sales implementation teams, ensuring a clear understanding of the client's requirements and the proposed solution.