• Build, advance, and maintain a pipeline of qualified leads and sales opportunities through proactive prospecting, networking, and outreach using MEDDPICC for qualification and deal progression. • Apply Challenger Sale principles to teach, tailor, and take control of conversations, even in transactional contexts. • Conduct in-depth needs assessments and deliver product demonstrations to showcase the value and benefits of Versaterm’s technology solutions. • Understand and articulate Versaterm’s value proposition to agency decision-makers and end-users. • Negotiate and close deals while maintaining strong customer relationships. • Collaborate with Product, Customer Success, Marketing, and Sales Operations teams to align messaging and support clients throughout the sales cycle. • Attend in-person client meetings, industry events, conferences, and tradeshows as needed to build relationships and maintain a presence within your territory. • Perform other related duties as assigned to support team objectives, departmental needs, and overall organizational priorities.

• Build, advance, and maintain a pipeline of qualified leads and sales opportunities through proactive prospecting, networking, and outreach using MEDDPICC for qualification and deal progression. • Apply Challenger Sale principles to teach, tailor, and take control of conversations, even in transactional contexts. • Conduct in-depth needs assessments and deliver product demonstrations to showcase the value and benefits of Versaterm’s technology solutions. • Understand and articulate Versaterm’s value proposition to agency decision-makers and end-users. • Negotiate and close deals while maintaining strong customer relationships. • Collaborate with Product, Customer Success, Marketing, and Sales Operations teams to align messaging and support clients throughout the sales cycle. • Attend in-person client meetings, industry events, conferences, and tradeshows as needed to build relationships and maintain a presence within your territory. • Perform other related duties as assigned to support team objectives, departmental needs, and overall organizational priorities.

• Net-New Logo Acquisition: Consistently secure net-new agency logos and programmatic footprints across the Federal landscape to expand Sonatype's market share. • New ARR Generation: Achieve and exceed aggressive quarterly and annual Net-New ARR quotas driven predominantly by first-time buyer contracts. • Pipeline Velocity: Build and maintain a self-sourced, 4x qualified pipeline through relentless cold outreach, agency mapping, and strategic prospecting. • Market Penetration: Successfully position Sonatype's DevSecOps and SBOM cutting-edge compliance solutions as the new mandatory standard within previously unpenetrated government accounts.

• Develop and be responsible for your own annual, quarterly and monthly territory business plan • Find new prospects from both inbound and self-sourced leads • Run qualification calls with C- level executives and department leaders • Close both new business and install base at or above quota on a monthly cadence • Sell through internal champions to multiple stakeholders, as well as directly to C -level • Work collaboratively with HubSpot's marketing and technology departments to evolve our sales strategy when new features and products are introduced • Run online and occasionally in person product demonstrations • Answer Legal, Security and Procurement questionnaires and RFP • Sell the full growth platform, heavily weighted towards the Enterprise license • Liaise with internal HubSpot stakeholders such as Legal, Finance and Security to solve for the more complex contract requirements of our Corporate customers