• Orchestrate and close profitable growth contracts that exceed $1M in committed annual revenue selling as a team. • Establish executive relationships within prospect, customer, and partner accounts. • Become a subject matter expert in digital identity, fraud prevention, and trusted online transactions. • Develop and execute custom account plans for each assigned account. • Independently own a successful outbound pipeline generation strategy. • Professionally manage daily deal progression activities with a sense of urgency. • Lead the review and negotiation of contractual agreements in partnership with Legal. • Perform business reporting and forecasting duties within Salesforce and company systems. • Communicate effectively in writing leveraging Slack, Google Suite, and email. • Collaborate with Product, Engineering, Finance, and other teams outside of GTM to improve our company and take advantage of market opportunities.

• You will find, create, facilitate, and close new business opportunities in your assigned accounts • Represent and sell the full suite of Top Hat and approved partner products and services, including Top Hat’s digital textbook content and SaaS platform • Effectively position & message Top Hat’s value proposition to professors or department leaders, using a mixture of inside and outside sales techniques • You will work closely with Customer Success Managers and internal product and marketing partners to ensure a great customer experience for professors and to maximize revenue growth

• Defining critical markets and new customers in the assigned sales territory • Planning strategy and developing all key relationships to ensure strong foundation for solution selling • Maintaining and promoting relationships with customer contacts • Ensuring customer satisfaction as it pertains to supply chain management and other value-added services

• Sales activities and revenue responsibility: successfully develop the customer portfolio and drive new business • Customer support and relationship management: build trusted customer relationships and offer tailored solutions • Proposal and contract negotiations: prepare persuasive proposals and conduct professional price negotiations • Market and competitor analysis: proactively identify sales opportunities, market potential and trends • Reporting and documentation: prepare sales and visit reports • Collaboration with internal interfaces: coordinate with internal departments such as Marketing and Product Development • Representation and presentations: present products at trade shows and events