• Provides technical expertise and guidance across client engagements through assigned work based on demand, skill alignment, and historical relationships. • Builds credibility through efficient and effective delivery, supported by strong platform expertise. • Leverages knowledge of client system architecture and integrations to implement configuration changes and enhancements effectively. • Provides input on best practices when executing enhancements or configuration changes. • Constructively challenges client assumptions, aligning stakeholders to the most strategic and sustainable outcome—even when it demands a harder path forward. • Provides proactive technical guidance to ensure the client’s environment is stable, efficient, and scalable. • Executes configuration changes and enhancements based on incoming client requests and functional needs. • Advises on system configuration, integrations, and insurance data workflows to improve performance and compliance with best practices. • Configures the Origami platform in accordance with client requirements and conducts unit testing on assigned deliverables to verify functionality. • Documents client-specific configurations, integrations, standard operating procedures, and areas of opportunity. • Produces accurate level-of-effort (LOE) estimates for assigned technical work. • Applies a deep understanding of platform capabilities and configuration options to deliver solutions that align with client needs while maintaining consistency with standard functionality. • Collaborates with Client Success Managers (CSMs) and next-level management to ensure work efforts align with contracted scope; proactively communicates any risks or constraints impacting delivery. • Ensures SLAs and SLOs are met and communicated transparently. • Records hours worked in accordance with Origami's time entry policy. • Supports Client Success management on client success plans, adoption efforts, periodic business reviews, and other success milestones and playbooks. • Partners with Client Success and Sales to support retention, renewals, and expansion opportunities. • Collaborates with Client Success on executive-level reports summarizing technical health, key initiatives, and value delivered. • Partners with Product Management and Service Enablement to provide structured feedback from clients and influence roadmap priorities. • Works with Engineering and Cloud Operations on environment upgrades, migrations, and performance tuning. • Collaborates with Support to ensure the technical health of the account by driving timely resolution of outstanding incidents. • Coordinates with Implementation and Professional Services to ensure smooth handoffs post-deployment.

• Drive success of the company's goals and objectives through achieving individual sales quotas • Build and manage a sales pipeline through prospecting efforts into a geographic territory or within the core verticals • Develop and deliver customized sales presentations and products demonstrations, by phone and via online demo • Develop and negotiate enterprise level proposals and contracts • Forecast sales activity and revenue achievements accurately through proper use of sales tools • Collaborate effectively and engage various pre/post sales resources including Sales Development Representatives, Market Development Representatives, Solutions Engineers, Account Managers, Partner Account Managers, as well as Legal, Security, Professional Services and Customer Support

• Responsible for driving sales growth and expanding the customer base in the cybersecurity technology sector • Focus on acquiring new accounts, building strong customer relationships, and ensuring customer satisfaction and retention • Establish and nurture Channel Partner relationships with pre-existing connections with key resellers in the region • Manage all aspects of the sales process, including qualification, proof of value, forecasting, negotiation, and deal closure • Present and demonstrate Horizon3.ai solutions effectively in both virtual and in-person meetings

• Proactively identify and pursue new opportunities with digital product and technology executives across industries — you won’t wait for the phone to ring. • Take inbound leads from marketing and our partners and quickly qualify, advance, and close them, while also cold-calling on assigned high-value prospects. • Own the full sales cycle from prospecting and pitching to negotiating and closing — as a high-velocity, entrepreneurial account executive. • Build and manage a robust pipeline that you’ve created through persistence, research, and smart outreach. • Act as the CEO of your region: run it like your own company with the autonomy to grow revenue, deepen client relationships, and drive retention. • Collaborate with internal teams to ensure smooth customer handoffs, but stay focused on winning new logos and expanding your footprint. • Partner with Testlio’s VP of Strategic Development to sharpen target account lists and break into priority prospects with creative strategies. • Learn directly from a proven sales leader, gaining mentorship while building a track record that will accelerate your career in high-growth sales.