• Own a specific geographical region or country within the EMEA market. • Focus on hunting new business opportunities, building sales pipeline, and driving growth within the ENT sector. • Upscaling existing account base through expansion and upsell. • Utilize AI embedded in operations for real-time coaching and insights. • Conduct proactive prospecting and maintain a healthy sales pipeline. • Refine client targeting and develop deep insights into enterprise structures. • Identify and engage key stakeholders across departments. • Build relationships within enterprise client organizations, including C-level, IT, and security teams.

• Serve as the strategic point of contact for Top 50/assigned accounts, building strong relationships with executive stakeholders and high‑level decision-makers. • Own relationship with the client’s senior and executive leadership- owning ongoing meeting cadence. • Manage HCM strategy development, ensuring solutions support and workforce planning. • Work side‑by‑side with clients and internal SME teams to develop actionable strategies with measurable outcomes. • Engage internal SME teams to deliver specialized HCM solutions, ensuring timely, accurate, and proactive responses, implementations, and outcomes. • Track and document all open key client and internal action items through resolution, ensuring accountability and follow-through. • Act as an escalation point to Top 75 clients to identify opportunities to optimize clients’ talent, services, workflows, and build credibility when delivering solutions and guidance. • Translate key client needs and challenges into strategic project plans aligned to the client’s goals and priorities. • Maintain key client roadmaps to track initiatives, milestones, and outcomes. • Help identify key attrition indicators and minimize retention risks. • Responsible for documenting client interactions by preparing detailed recaps and key takeaways and following up with clients and internal stakeholders as needed. • Identify and communicate client trends, risks, hot topics, and opportunities with SLT/ELT. • Provide strategic guidance, including Payroll, Benefits, Tax, WC, Compliance, Unemployment, and other foundational areas relevant to the book of business. • Proactively identify client/internal gaps or risks before they become actual issues. • Engage in business reviews and own post-meeting tracking progress against business and people goals. • Recognize and pursue upselling opportunities for all products by aligning solutions to client needs. • Facilitate regular executive‑level interactions to evaluate HCM initiatives, address challenges, and refine strategic approaches.

• Conduct sales consultations with warm, pre-qualified leads • Help prospective students identify the best educational path for their career goals • Close high-ticket program enrollments through consultative selling • Maintain accurate records in our CRM system • Consistently meet and exceed sales targets • Collaborate closely with Marketing, Admissions, and Student Success teams • Share customer insights and feedback to help improve our programs and sales processes

• Become a trusted partner selling Prove strategic solutions that meet/exceed the business needs of the client/prospect • Routinely meet or exceed sales quotas: ACV bookings and in year revenue • Build and maintain relationships with enterprises level clients, understanding the organization's strategic initiatives in digital identity and authentication • Develop a deep knowledge of how Prove solutions meet the client/prospect's use case • Independently build and manage your direct sales pipeline in assigned accounts and/or a geographic region • Develop a deep knowledge of the prospect's organizational structure and buying process • Conduct discovery sessions to clearly understand the prospect's business needs, priorities, budget, timing and key KPIs • Translate data study results to an executive summary which clearly articulates how Prove met the data study business objectives • Prepare prospect proposals, negotiate business terms and manage the overall contractual process • Communicate effectively with internal stakeholders and set realistic external expectations • Utilize internal resources efficiently and effectively to drive the sales process with clear thought leadership • Keep the company informed on market intelligence regarding the identity verification and authentication markets • Promote, maintain and enhance our cultural values of humility, passion, inclusion and leadership • Exhibit a strong passion for learning about our products and markets through in-house and external training.