• 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.

Role Description Tungsten Automation Corporation software enables organizations to Work Like Tomorrow™—today. Reporting to the SVP, Professional Services, the SAE Churn Prevention drives the renewal of our maintenance, subscription, and SaaS contracts across the designated region, with influence on global retention outcomes. Works with teams to develop and implement renewal policies, procedures and customer-facing activities. Partners with Maintenance Directors and Managers to ensure professional and courteous maintenance delivery for our customers. Works with executive-level management to develop renewal plans, targets, and quotas, and influences resource prioritization to maximize retention outcomes. Key Responsibilities - Lead renewal efforts across the designated region, with impact on global retention outcomes. - Own strategic maintenance, SaaS, and subscription renewal bookings and revenue while increasing Gross Rate of Retention (GRR). - Deploy Specialized Renewal "SWAT" Teams: - Coordinate proactive system health checks, configuration tune-ups, and process optimization for accounts with upcoming renewals to ensure platforms run at peak efficiency before contract discussions. - Manage Executive Sponsorship Programs: - Pair internal senior leaders with executive counterparts at strategic accounts to elevate relationships, unblock escalations, and align long-term business goals. - Conduct Value Realization Reviews: - Shift from reactive support to proactive value realization by explicitly measuring client performance against original business success criteria during Quarterly Business Reviews. - Leverage Customer Success Telemetry: - Monitor real-time user behavior, system performance, and support ticket trends to intervene proactively before customers consider leaving. - Drive Continuous Enablement and Training: - Mitigate the impact of client staff turnover by ensuring the delivery of on-demand certifications, updated documentation, and "train-the-trainer" sessions to sustain product adoption. - Be a strategic and operational leader. - Develop and champion key processes for renewals teams, monthly reporting, and annual planning. - Drive renewals process to increase on-time and overall renewal rates across all Tungsten Automation Corporation lines of business. - Coordinate with other departments and serve as a liaison with sales, finance, order administration and order fulfillment. - Participate in various operational and leadership meetings representing Global Renewals. - Schedule and conduct conference calls with customers as needed. - Execute strategic and tactical business plans. - Ensure renewal efforts align with company strategic goals. - Provide leadership on key internal projects and initiatives to support a continually improving, changing and rapidly growing business. - Utilize AI-enabled tools (e.g., chatbots, documentation automation, analytics assistants) to improve efficiency, accuracy, and streamline routine tasks while following company AI governance and data privacy standards. Company Description Tungsten Automation's Intelligent Automation software platform helps government agencies transform information-intensive business processes, reduce manual work and errors, minimize costs, and improve customer engagement. We combine Generative AI, Knowledge Management, Intelligent Document Processing, Process Orchestration, mobility and engagement, and analytics to ease implementations and deliver dramatic results that mitigate compliance risk and increase competitiveness, growth and profitability—particularly crucial for highly regulated industries facing complex compliance requirements. No other software vendor offers a platform of complementary technologies integrated into a scalable, manageable software platform, positioning us to grow and dominate the process automation space.