• Own and drive full-cycle enterprise sales opportunities — from prospecting and qualification through negotiation and close • Build and maintain a healthy pipeline through outbound prospecting, inbound qualification, and partner-sourced opportunities • Lead discovery sessions and technical qualification, mapping customer business challenges, data requirements, and success criteria to product capabilities • Deliver compelling product demonstrations and configure tailored demos that connect agentic AI capabilities to measurable business outcomes • Translate customer needs into product-led use cases, articulating clear ROI and value narratives • Navigate complex, multi-stakeholder buying committees — engaging economic buyers, technical evaluators, and executive sponsors • Develop high-quality sales assets including presentations, business cases, and pitch content • Maintain accurate forecasting and pipeline hygiene in CRM; drive consistent deal momentum through structured follow-up • Partner with product, marketing, and delivery teams to sharpen positioning, inform the roadmap with customer feedback, and ensure clean post-sale handoffs • Stay current on the agentic AI landscape, competitive platforms, and enterprise adoption trends

• Prospect and engage with senior decision makers in Information Security & Risk teams within large enterprise organizations • Call on accounts at senior levels and present the value of the SecurityScorecard solution • Collaborate with internal teams to ensure a seamless client experience and ongoing support • Drive revenue growth through a consultative sales approach

• Drive revenue growth through a consultative sales approach, working with multiple personas in your target accounts , identifying client needs, presenting SecurityScorecard solutions, and closing 6 figure, multi year contracts. • Are they on top of it? Organisation and an ability to lean-in can be hard to find. These traits indicate a sales person who can rectify a deal when it goes south and work independently. • Track and manage sales pipelines using Salesforce.com and Clari, ensuring timely follow-up, accurate forecasting, and goal attainment. • Work closely with internal teams such as Customer Success, Solutions Architects, and Engineering to ensure a seamless client experience and ongoing support. • “A” players continue to cold call and prospect, a BDR just scales them.

• Develop and Manage a Robust Sales Pipeline: Build, qualify, and oversee a sales pipeline that is approximately twice your sales quota. • Drive Your Pipeline: Generate around 30% of your pipeline through proactive outbound efforts, including LinkedIn, calls, and emails. • Own the Sales Process: Manage the entire sales cycle from discovery and product demos to negotiations, aiming to close a minimum of 40% of deals successfully. (Aligned with team average) • Lead In-Depth Evaluations: Lead comprehensive discovery calls, deliver live product demonstrations, and engage in detailed negotiations about Bloomerang’s software and services. • Maintain Forecast Accuracy: Ensure precise forecast reporting within 10% accuracy and effective pipeline management using Salesforce. • Engage with the Nonprofit Community: Immerse yourself in the nonprofit sector to build credibility to become a trusted advisor, educating prospects on Bloomerang’s value and how we help solve nonprofits challenges • Become a Bloomerang Expert: Gain deep knowledge of all Bloomerang tools and services to effectively support and guide prospects.