• Own and manage the full sales cycle, from lead stage to close with a strong bias for follow-up and follow-through • Act as a trusted advisor to prospects and customers, learning their needs and demonstrating how our products can solve real problems • Drive proof-of-concept efforts, working with sales engineers and product experts to demonstrate tangible value • Stay on top of product updates and industry trends to educate customers and shape the conversation around GenAI adoption • Build long-term customer relationships and support post-sale success in partnership with our deployment and support teams • Negotiate pricing and deal terms and work with legal to redline contracts • Bring customer insights back to product and engineering teams to inform the future roadmap and improve the user experience • Help define and iterate on our sales playbook - your input will help shape our go to market strategies

• Work full cycle deals from demo complete to close. • Research and target companies using prospecting tools. • Build and manage a pipeline. • Learn and demonstrate our platform to new prospective customers. • Negotiate contracts • Record and document all sales activities in Salesforce.com. • Successfully utilize all sales tech tools.

• Develop and execute comprehensive enterprise sales strategies • Identify and engage potential enterprise customers in cybersecurity • Manage full sales cycle from prospecting to closing complex deals • Create and deliver compelling product demonstrations • Build and maintain strategic customer relationships • Collaborate with product and marketing teams to refine sales approach • Meet and exceed quarterly sales targets

• Run the full sales cycle end-to-end: discovery, qualification, technical validation, procurement, and close • Apply MEDDPICC consistently across your pipeline; it is used in deal reviews and embedded in Salesforce • Build, test, and iterate on sales strategies to improve process and accelerate deal cycles • Maintain accurate CRM data with clear next steps and honest forecasting • Partner closely with Sales Engineering on technical conversations and demos • Generate pipeline through outbound prospecting, creative outreach, and your network. This is part of the job and not a fallback when inbound is slow • Partner with Marketing and Product on GTM initiatives and field feedback • Hit and exceed quota