• Join Canto's high-performing sales team and play a key role in driving revenue growth through strategic prospecting, consultative selling, and delivering exceptional customer value. • Consistently exceed monthly, quarterly, and annual quota targets for net new business revenue • Own the full sales cycle -- from outbound prospecting, discovery, and product demonstration to solution design, proposal, and close • Build and maintain a healthy pipeline of high-quality opportunities through proactive outreach and collaboration with marketing and SDRs • Deliver compelling, customized product demos and business cases that clearly articulate the ROI and impact of Canto's platform • Operate as a trusted advisor by deeply understanding customer needs and translating them into tailored solutions • Collaborate cross-functionally with Sales Engineering, Customer Success, and Product to drive customer success and feedback loops • Maintain accurate and up-to-date pipeline management, forecasting, and opportunity data using Salesforce • Stay ahead of industry trends, competitive landscape, and evolving customer challenges to differentiate Canto's value proposition

• Build and maintain strong relationships with new and existing business customers • Identify and develop new business opportunities through outreach and prospecting • Understand customer needs and recommend tailored solutions • Achieve and exceed sales and performance goals • Collaborate with internal teams to ensure seamless customer experience • Manage a pipeline of opportunities and track progress in CRM tools • Deliver compelling presentations and product demonstrations • Stay informed on market trends and competitive landscape

• Report to an Area Sales Manager 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.

• Define and execute the Military MRO growth strategy across USAF, Navy, and Army aviation • Identify priority platforms, programs, and funding channels aligned with company capabilities • Translate market insights into actionable internal strategies and investments • Lead, manage, and direct consultants aligned to each service branch • Set clear objectives, track performance, and ensure accountability for results • Coordinate consultant activities with internal stakeholders to maximize pipeline conversion • Develop and maintain strong relationships with director-level and stakeholders within each branch • Identify, qualify, and prioritize MRO opportunities across depots, program offices, and primes • Drive opportunities from identification through capture, proposal, and award (“win column”) • Partner cross-functionally (engineering, operations, finance, leadership) to shape competitive solutions • Ensure alignment between customer requirements and internal capabilities • Lead pursuit strategies, customer engagement plans, and executive briefings • Own and deliver significant revenue growth targets for Military MRO • Build and manage a robust, high-quality pipeline • Drive disciplined opportunity management and forecasting • Revenue growth • Pipeline size, quality, and conversion rate • Number and quality of new program wins • Strength of relationships across military branches • Consultant effectiveness and alignment