• Build relationships with important internal and customer stakeholders, including c-suite decision-makers • Create a long-term account strategy aligned with customer goals • Collaborate with our teams to meet customer needs and contribute to account planning • Be a trusted advisor, understanding client businesses and aligning Zscaler solutions with their goals

• Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base. Utilize various strategies and tools to generate leads and move them through the sales cycle. • Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets. • Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect. • Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements. • Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives. • Collaboration: Partner with internal teams (marketing, product, customer success, etc) and Channel to ensure a seamless experience for clients and drive long-term customer satisfaction. • Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market. • Process: Drive the sales process through Pipeline Generation (PG), 3 Why’s, Champion Building, MEDDICC, Command of the Message, etc. Maintain account integrity and opportunity data within company systems; Salesforce.

• Proactively identify and pursue new business opportunities, expanding the customer base and increasing revenue through targeted prospecting and outreach. • Develop and execute strategic account plans, building deep customer relationships that uncover needs, buying processes, and long-term growth opportunities. • Leverage strong understanding of customer priorities to position Cummins solutions effectively, aligning offerings to deliver measurable value and differentiate from competitors. • Lead value-based sales conversations, helping customers evaluate data and clearly understand the advantages and ROI of Cummins products and services. • Consistently achieve or exceed sales targets by driving deal progression, maintaining accurate forecasts, and managing pipeline health through CRM tools. • Navigate and close negotiations successfully, including pricing and payment terms, while protecting company interests and strengthening customer partnerships. • Improve cash flow and customer health by managing accounts receivable, resolving payment issues collaboratively, and maintaining low levels of past due accounts. • Strengthen team and business performance by mentoring peers, collaborating cross-functionally, and ensuring alignment between customer expectations, inventory, service, and delivery capabilities.

Role Description As a Growth AE, you own the full sales cycle and win new plaintiffs law firm clients across our growth segment. This segment moves faster than our larger-account segments. The best Growth AEs run a high-velocity book through real outbound effort, close fast, and put up serious numbers. It’s a closer’s seat, built for AEs who love a full calendar and want to win a lot. What Success Looks Like - First 30 days: Master our product, market, and the plaintiffs law firm buyer. - 60 days: Build a robust pipeline in your territory. Close your first deals. - 90 days: Consistently exceeding monthly targets at high deal velocity. - 12 months: On track for Mid Market AE, Senior AE, or leadership for top performers. What You’ll Do - Strategically prospect and create new opportunities with plaintiffs law firms in your territory. - Build and own your pipeline through outbound, referrals, events, and partnerships. - Attend industry conferences and events to meet prospects and create deals. Up to 50% travel. - Run discovery that uncovers real pain. - Deliver demos that showcase measurable ROI and business outcomes. - Carry a high deal load without dropping any. - Consistently exceed revenue targets. Qualifications - You love the craft of selling. - You compete with yourself first and your team second. - You’re curious about the people you sell to and the problems they’re trying to solve. - You take feedback well and look for it actively. - You’ve closed net new business and have a real track record of performance you’re proud to walk through. - Legal industry experience is a plus but not required. Requirements - This is a self-sourced outbound role, the same as every AE seat at Eve. - Higher deal velocity than our larger-account seats. - You’ll talk about your pipeline, your numbers, and your process every week. - Up to 50% travel for conferences, events, and in-person time with clients. Benefits - Competitive Salary & Equity - 401(k) Program with Employer Matching - Health, Dental, Vision and Life Insurance - Short Term and Long Term Disability - Commuter Benefits* - Autonomous Work Environment - Workplace Setup Reimbursement - Telecomm Stipend - Flexible Time Off (FTO) + Holidays - Quarterly Team Gatherings - In office Perks* Company Description - Eve is redefining legal technology for plaintiff law firms. - Trusted by over 1000+ law firms, and we’re growing fast. - Raised over $160M from world-class partners including Spark Capital, Andreessen Horowitz (A16z), Menlo Ventures, and Lightspeed. - Engineers, designers, and operators from places like Scale, Meta, Airbnb, Cruise, Square, Rubrik, and Lyft are building Eve from the ground up. - Collaborating directly with teams at OpenAI and Anthropic to build best-in-class AI workflows tailored for legal work. - Growing 2X revenue Quarter over Quarter.