• Develop and execute territory strategies to drive revenue growth within Enterprise accounts to consistently meet or exceed quarterly sales quotas, in a way that reflects Wiz values • Demonstrate an intimate understanding of Wiz Cloud Security Solutions and their value to our customers • Demonstrate ability to position and advise to CISO level executives with industry Point-of-View business insights; Continue to listen, build and grow executive relationships with customers • Conduct deep research and account planning to engage senior security decision-makers • Lead multi-threaded sales engagements, collaborating with technical buyers and executive sponsors • Align with Wiz partner ecosystem to optimize market opportunity • Strong understanding of effective sales processes and methodologies, such as MEDDPICC or Command of the Message • Build effective working relationships with Solutions Engineering, Customer Success, Product, Marketing, Delivery, and Executive teams to ensure strategy alignment and achieve company objectives

• You sell the Qualtrics platform and become trusted advisors to C-Suite, Director, and VP level leaders • You engage with clients at all points of the sales cycle - including prospecting, product demonstrations, on-site presentations, through close • You drive net-new revenue growth through new logo acquisition and expansion of current accounts • You educate clients on packages and options applicable to their situation, demonstrating how features and benefits match their needs • You develop and execute strategic plans for your territory and create reliable forecasts • You focus on self-development through daily training and enablement

• Find, prospect, sell, negotiate, close, and collaborate in the onboarding of customers • Perform daily prospecting activities, with emphasis on phone outreach • Perform demos of the Communities modules to prospective customers • Create quarterly territory development plans in partnership with leadership • Execute activities in accordance with the territory development plan • Research trends and discover new opportunities to increase Engagement revenue potential • Log activities and update pipeline metrics daily • Become a Communities product expert, understand the competitive landscape, and relay product market feedback to the product team • Travel quarterly to student activities conferences to drive top-of-funnel efforts • Responsible for following all operational guidelines, verbal directives, training information and policies when performing duties • Other duties as assigned

Role Description Each client has unique business needs and you will act as a trusted business advisor to understand their specific business pains and map them to Airtable solutions. You will work cross-functionally with our EMEA-based team of BDRs, Solutions Consulting, Services, Customer Success, Partnerships and Marketing to generate pipeline, map out solutions and ensure long-term success for new and existing customers. - Own the full sales cycle for your book of business primarily in France - prospect, develop, manage and close. - Leverage MEDDICC and Command of the Message to effectively qualify deals, build champions and forecast accurately. - Educate current and prospective customers on the value proposition of Airtable’s Connected Applications Platform. - Partner with Customer Success Managers and other cross-functional teams to grow and renew existing accounts. - Build relationships with senior stakeholders across all industries. - Coordinate resources throughout the sales cycle including legal, sales engineering, implementation specialists and sales leadership. Qualifications - 5+ years of quota-carrying SaaS sales experience. - 4+ years selling into the Enterprise segment. - Bilingual: Fluent in both English and French. - Strong track-record of overachieving quota throughout your current tenure & career. - Passionate about generating your own pipeline opportunities and landing new logos. - AI Fluency: You operate with AI as a core part of how you work. - Closed and owned complex deals with named accounts (5000+ FTEs). - Experience expanding initial use-cases across other teams and organizations within existing customers. - Comfortable managing and navigating a variety of high-level stakeholders with a track-record of building trusted relationships. - Trained in MEDDICC and/or Command of the Message. - Preferred: Examples of closing AI use cases into production with customers. Benefits - Competitive €OTE (50 | 50 split) and RSU stocks. - €45 per month to cover your home internet costs. - €185 per month Lifestyle Wallet to spend on your wellbeing, however works best for you. - €970 one-off allowance to set up your home workspace when you join. - A minimum of 16 weeks fully paid maternity or paternity leave. - Top-tier private health cover through Alan Health Insurance. - 25 days annual leave, plus RTT days.