• Consistently develop and qualify opportunities for new business. • Establish key messaging by vertical and accounts to accelerate the sales cycle. • Network with decision makers and other key opinion leaders to identify opportunities. • Communicate with CEO and CPO on a regular basis to refine the go-to-market motion within your vertical. • Collaborate with Sales Engineers to build demos. • Collaborate with Solution Architects to complete scopes of work. • Collaborate with the CEO to close large accounts. • Communicate valuable feedback from prospects with the go-to-market team. • Be a steward of the Epistemix brand.

• Manage and support GitLab’s major account/(s) • Manage the end to end sales process through engagement of appropriate resources such as Solutions Architects, Customer Success Managers, Professional Services, Marketing, Executives, Partners, and the Channel. • Leverage solution selling expertise to respond efficiently to customer needs and identify business potential in order to build a strategic, long-term partnership with your customers. • Has a deep understanding of the customer, including an understanding of their performance metrics and develops plans in anticipation of the customer’s business strategies and goals. • Expand knowledge of industry as well as the competitive posture of the company • Contribute to root cause analysis on wins/losses. • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team • Provide account leadership and direction in the pre- and post-sales process • Conduct sales activities including prospecting and developing opportunities in major accounts • Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources • Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs. • Develop an account plan to sell to customers based on their business needs.

• Cultivate and maintain strong client relationships to build pipeline, referrals, and exponential revenue growth • Outbound campaigns and event attendance to build pipeline by focusing on getting first meeting discovery calls to uncover core use cases and pain • Drive assigned leads provided through the NetFoundry’s lead generation efforts to find and manage identified deals through the sales process until winning the opportunity • Attend strategic industry conferences and events to build new leads • Design, implement, and manage strategic account plans both land and expand new logo wins and longer-term growth • Propose and quarterback POCs and solution pilots that move sales cycles toward final contracts • Generate, manage and forecast a measurable pipeline of multi-million dollar sales opportunities • Lead the sales process from discovery to closure on complex solution sales’ leveraging key resources at strategic points in the process

• Sell Abnormal security solutions to SLED agencies with the goal to overachieve new annual recurring revenue quota • Work accounts from initial conversations through signing a contract and up-selling once they’re a customer • Prospect and generate new business opportunities within accounts 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