• Manage the end-to-end sales process. You'll own the full sales cycle for our Enterprise prospects, from inbound lead to close, through a consultative sales approach. You will help customers navigate complex sales cycles and manage relationships with procurement, IT, and legal to close new business. • Employ a consultative sales approach to help our prospects. You'll create and deliver your own consultative demonstrations of Dovetail, tailored to customer needs, for a range of audiences. • Become a Dovetail expert. You'll develop an intimate knowledge of how Dovetail works, what Dovetail is capable of, and an understanding of the market so that you can effectively help our prospects. • Develop and maintain amazing relationships with your prospects. You foster a desire to help leads and their stakeholders in every interaction throughout the entire sales cycle to ensure a delightful and positive experience. You'll work partner with customer success during the sales process to ensure your prospects are set up for success as they adopt Dovetail. • Help mature our global Enterprise business. You'll work with the Sales team to contribute to the overall growth of our global Enterprise business, and pioneer new practices to improve our sales efficiency as we mature our product-led sales strategy.

• Lead LPR Sales Strategy: Drive sales of Axon’s Fixed LPR cameras by identifying use cases, crafting tailored solutions, and closing deals in collaboration with Key Account Leaders. • Be the Technical Expert: Act as the go-to resource for LPR product knowledge, implementation logistics, data workflows, and competitive differentiation. • Support Complex Sales Cycles: Partner with KALs to engage decision-makers, RFPs, and drive long-term strategic opportunities within large public safety agencies. • Deliver Demos & Field Proofs: Coordinate and deliver compelling product demonstrations, pilots, and customer education sessions to showcase the impact of Axon’s LPR technology. • Collaborate Cross-Functionally: Work closely with Product, Engineering, Legal, Customer Success, and Field Sales to ensure smooth pre-sales and post-sale transitions. • Champion the Customer Voice: Bring field insights back to internal teams to improve product-market fit and deliver long-term customer value.

• develop and execute digital strategies that enable accounting partners to migrate their clients onto the Xero platform • own your territory and build lasting relationships with accounting partners • manage a consistent cycle of appointments and meetings within your allocated territory to drive online strategy • recruit, educate, and grow your partner base by delivering events and certification training • use Salesforce to maintain accurate data and ensure excellence in forecasting and territory management

• Meet with CIOs, IT executives, LOB executives, Program Managers, and other important partners • Close both new accounts and existing accounts • Identify and close quick, small wins while managing longer, complex sales cycles • Exceed activity, pipeline, and revenue targets • Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce • Use a solution-based approach to selling and creating value for customers • Promote Databricks' enterprise cloud data platform powered by Apache Spark™ • Ensure 100% satisfaction among all customers • Prioritize opportunities and applying appropriate resources • Build a plan for success internally at Databricks and externally with your accounts