• 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

• You are responsible for the entire sales cycle and manage it from prospecting to contract closure. • You work directly with end customers and act as the primary point of contact for your assigned partners (brokers and MSPs) to ensure close collaboration, partner support and deal progression. • You build and maintain the pipeline, primarily by engaging partners and following up on marketing and partner leads. • You apply the principles of solution selling: you identify customers' pains, communicate the value of risk reduction, and explain why Eye’s solutions are worth the investment. • You identify growth opportunities in your assigned region and within the partner network. • You collaborate with product and marketing teams and represent Eye at industry events.

• Effective prospecting and lead management building a 3-5X pipeline within your territory • Predominant focus on closing business in companies with 1000+ employees • Managing and reporting a sales pipeline within our CRM, bringing the visibility of the revenue accurately, quarterly • Territory planning and any sales support required • Focus on activities and opportunities delivering short term and long-term revenue • Effective and regular networking to attract and influence Partner sales and grow our Partner relationships • Use your existing relationships to recruit and onboarding new partners, get them to agree to engage in proactive demand generation activities • Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities • Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team. Proactively communicate with Bitwarden sales leaders on the channel pipeline and forecast • Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers. Build and execute joint partner business plans with measurable success • Set financial goals for focus partners and ensure goals achievement • Drive multiple key channel initiatives in parallel across technical, professional services, and sales

• Manage the full booking lifecycle from enquiry to travel completion • Design and cost bespoke itineraries for international clients • Build strong relationships with clients, suppliers and travel partners • Handle quoting, invoicing, confirmations and supplier coordination • Achieve sales targets and maintain high conversion rates • Work with FITs, groups and tour series • Deliver outstanding customer service throughout the booking process