• Identify and target prospective nCino customers within your geographic territory and market segment, building net-new pipeline from the ground up • Drive opportunities through qualification to close, maintaining a pipeline sufficient to achieve and exceed quarterly and annual sales goals • Challenge prospective customers to think differently about how they manage contracts and financial workflows — bringing a consultative, insight-led approach • Build strong nCino brand presence within your territory through thought leadership, partnerships, and consistent market engagement • Manage complex sales cycles by mapping decision-making processes, compressing timelines, negotiating contracts, and closing business • Identify and engage executive-level stakeholders — building consensus among key decision-makers and mobilising champions within client organisations • Work in close partnership with inside sales, marketing, customer success, and product teams to deliver a cohesive message and outstanding client experience • Expand nCino's presence within existing clients by maintaining relationships with key stakeholders and driving product adoption • Introduce newly released nCino products and capabilities to existing customers, growing account value over time • Lay the groundwork for a regional team, contributing to hiring decisions and shaping the culture and structure of your future organisation

• Responsible for commanding territory performance and exceeding targets • Collaborate across the enterprise to grow the benefits business • Shape industry discussions and ensure compliance with regulations • Assess regional market trends and competitor strategies • Achieve annual budgeted growth and retention targets

• Support communication of key initiatives to Respiratory field sales team • Serve as a liaison to deliver field intel to internal decision makers • Develop and plan material for customer meetings, field force POAs, and executive presentations • Assist with tracking and planning for key business objectives • Data validation to ensure accuracy

• The Sales Manager orchestrates the organization’s engagements with customers and prospects and has the overall responsibility for successfully selling and negotiating multi-year complex business relationships to senior client executives. • Create and lead the territory and account strategies to deliver maximum revenue potential across the Calix offerings into client functions including executives, Procurement, Marketing, Planning, Engineering, and Network Operations. • Evangelize and promote the Calix Platform vision. • Experience partnering with other companies to enhance Calix’s solution or relationship with the client. • Proven competency selling in a structured methodology which drives predictable pipeline quality and growth. • Experience selling in a matrix environment requiring the understanding of colleagues’ goals and enabling success through the orchestration of the team in an inclusive and optimized manner.