• 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

• Own the full sales cycle from pipeline generation through close across investment research and strategy-focused organizations. • Develop relationships with hedge funds, asset managers, and corporate research teams. • Run discovery conversations to understand how clients evaluate and incorporate datasets into their workflows. • Position Apptopia’s mobile intelligence as a signal within investment, market intelligence, and competitive research processes. • Deliver tailored product demonstrations aligned to client-specific use cases. • Manage multi-stakeholder deal cycles across research, data, and commercial teams. • Partner closely with BDRs, product, and leadership to refine messaging and strengthen pipeline development. • Maintain accurate pipeline visibility and forecasting in CRM. • Consistently meet or exceed quarterly revenue targets.

• Connect with Italian-speaking prospects to present products, handle objections, and close deals. • Build rapport with potential clients, understanding their needs and matching them with the right solutions. • Meet and exceed daily, weekly, and monthly sales milestones and performance metrics. • Keep detailed notes of client interactions and sales pipelines updated in the company CRM.

• Qualify and convert inbounds leads at a rapid pace • Successfully prospect into ICP target accounts • Articulate and sell the value of LD’s platform subscriptions • Prepare for and run discovery sessions with new prospects to articulate LaunchDarkly’s core use cases and the value of the usage based pricing model • Gain an understanding of third party architectures (AWS, Azure, GCP) to accurately position and price our usage based model • Customize and deliver demos with the Solutions Engineering team • Run a proof of concept for prospects • Own, build and develop the relationship with existing customers, demonstrating product usage and capabilities and developing new opportunities • Develop new opportunities from our existing customers • Consistently hit revenue targets • Educate, evangelize, and guide our customers through a successful adoption of LaunchDarkly • Deliver customer feedback for our product and engineering teams • Maintain up-to-date knowledge of our product and processes • Keep all data in tools up to date; SFDC, Outreach, Nooks, Pocus, Claude • Accurately forecast sales targets on a weekly, monthly, quarterly basis