• Consultative, Product-Led Selling: Lead technical, operations-grounded conversations with lenders, diagnosing verification workflows and mapping Truv's platform to their needs. • Full-Cycle Ownership: Manage the entire sales cycle from prospecting and discovery through technical evaluation, negotiation, and close. • Solution Design: Partner with Product and Solutions Engineering to scope integrations (POS/LOS), pilots, and rollouts that fit each lender's stack. • Pipeline Generation: Build and maintain a healthy pipeline through outbound, inbound, and relationship-driven sourcing. • Deal Navigation: Manage complex buying committees (operations, compliance, IT, and lending executives) through to signature. • Expansion: Grow adoption within accounts by identifying new use cases and workflows where Truv adds value. • Voice of the Customer: Bring workflow and product feedback back to Product to sharpen the roadmap and positioning.

• 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.