• You develop a deep technical understanding of Axon’s Air products and technology offerings in order to sell into domestic law enforcement agencies throughout your territory • You will partner with the broader Axon sales team as a functional expert on the Air program, to sell Air as a specific offering • You leverage Google alerts, RFP requests, and other sources to generate leads and pursue opportunities • You are customer centric - you know the customer's business and workflows, can develop a proper contact network within assigned accounts, and establish relationships to drive overall customer happiness • You develop and execute account strategy by collaborating with the team to deliver stronger and more impactful value propositions • You will make forecast predictions, update management of accounts in a timely fashion, collect intelligence on competitor activity, and give feedback to marketing for continual improvement • You track customer activity in Salesforce and other internal systems to execute on account strategy and identify additional opportunities

• Serve as the bridge between marketing campaigns, inbound demand, and field execution, ensuring high alignment and clear communication across teams. • Execute targeted outbound and inbound campaigns to generate high-quality leads and early-stage opportunities. • Research, map, and expand a robust pipeline of accounts, contacts, and qualified opportunities. • Assess customer needs, timelines, budgets, and decision processes according to PacBio’s sales methodology. • Proactively engage existing customers ahead of contract expiration to secure on-time renewals and upsell multi-year agreements. • Partner with the local sales/service teams and PacBio services providers to win projects and drive consumables pull-through on active instruments. • Work closely with Territory Account Managers, Genomics Sales Specialists, and Regional Sales Directors to ensure seamless hand-off of qualified opportunities and coordinated follow-up. • Utilize CRM, prospecting, and marketing-automation tools to track activity, monitor pipeline health, and optimize outreach cadence. • Feed real-time intelligence on market trends, competitive positioning, and customer pain points back to Marketing and Field Sales.

• Evangelize our radically simple, all-flash enterprise storage technology and data solutions, ensuring customers fully grasp Pure’s total value proposition • Build and invest in relationships with customers to establish Pure’s value, continually driving the highest customer satisfaction ratings in the industry • Drive and manage a healthy and robust pipeline of sales activity to assure quarterly and annual quotas are met or exceeded • Lead pursuit teams and develop account plans to make sure all internal resources are engaged to execute and win new Pure Customers

• Drive adoption of Petal Medical Billing in Quebec and help healthcare professionals simplify their workflows. • Reporting to the Director of SMB Sales, you will help grow the adoption of Petal Medical Billing and other Petal solutions among healthcare professionals across Quebec. • Manage inbound leads, follow up on past opportunities, build pipeline through outbound outreach, and guide prospects through the sales cycle from first conversation to close. • Work closely with Sales, Marketing, Product, and Billing Operations to understand customer needs, share market insights, and help healthcare professionals simplify their billing workflows.