• Open doors with retail insurance agents and uncover new business. • Engage daily with prospects via phone, email, and outreach. • Stay sharp on trends and become the trusted expert clients rely on. • Partner with Sales & Marketing to drive smart growth strategies. • Report on pipeline progress and celebrate your wins.

• Own your territory and schedule — this is a true field sales role • Conduct 8–12 in-person agency visits/day , 4 days per week • Prospect, qualify, and close new business (outbound first) • Deliver product value with clarity, confidence, and business impact • Maintain activity, pipeline, and conversion tracking in HubSpot • Travel to industry events, trade shows, and conferences

• Report to Director, Regional Commercial Sales and own a broad book of mid-market business, from new prospects to growing existing accounts. • Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close. • Support GitLab prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes. • Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams. • Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline. • Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement. • Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success. • Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

• Proactively identify, qualify, and close new sales opportunities within assigned territories and verticals to generate new business opportunities • Develop and execute strategic sales plans to achieve and exceed net new logo sales targets for SBS Cybersecurity’s suite of services • Build and maintain a robust pipeline of qualified leads by leveraging outbound activities, networking, and industry events • Conduct needs assessments and deliver tailored presentations and demonstrations of cybersecurity solutions to prospective customers • Collaborate with pre-sales, marketing, and technical teams to ensure alignment and effective communication throughout the sales cycle • Negotiate contracts and close deals, ensuring a seamless transition to the onboarding and service delivery teams • Stay up-to-date on industry trends, competitive landscape, and SBS Cybersecurity’s evolving service offerings • Maintain accurate records of sales activities, pipeline status, and customer interactions in the company’s CRM system