• Build, nurture, and scale high-impact relationships with practice leaders, partner executives, and client account directors within major GSIs and Advisories across DACH. • Drive the embedding of Tenable One, Tenable Cloud Security, and Tenable OT into the standard service catalogs, security frameworks, and reference architectures of partners. • Collaborate closely with regional Tenable Enterprise Sales teams and partner client leads to identify, co-sell, and close high-value enterprise opportunities. • Work in lockstep with the EMEA Alliances leadership to ensure DACH partner strategies support overall regional growth objectives and global partner frameworks. • Design and deliver technical and commercial enablement programs, certifications, and account-mapping workshops to educate partner delivery and sales forces. • Partner with Regional Marketing to plan and execute joint marketing campaigns, roundtable events, and executive sponsorships tailored to the DACH enterprise market. • Maintain accurate sales forecasting and partner-influenced pipeline metrics using Salesforce CRM. Conduct regular Quarterly Business Reviews (QBRs) with key alliance stakeholders.

• Conduct strategic cold outreach through phone calls, targeted emails, and LinkedIn messages to source new business opportunities. • Rapidly follow up with, educate, and qualify inbound leads generated by our marketing team. • Conduct initial discovery calls to understand a prospect's pain points, business goals, and budget, ensuring they match our Ideal Customer Profile (ICP). • Consistently meet or exceed monthly quotas for booking high-quality introductory meetings for our Sales team. • Maintain accurate, up-to-date records of all interactions, leads, and pipeline activities within Salesforce/HubSpot. • Stay up to date on industry trends, competitor activities, and product updates to effectively handle objections.

Role Description As a Business Development Representative, your role is to seek out and engage “good fit” companies through strategic prospecting. To do this, you will leverage HubSpot’s existing leads and generate new interest through calls, emails, and social media messaging. When connecting with a prospect, you will learn about their business challenges to determine whether HubSpot will serve as a solution. When you have identified a qualified prospect, your goal is to concisely communicate the value of HubSpot and gain interest in a deeper conversation with an Account Executive. You will have a working relationship with 2-3 Account Executives. Each day you will collaborate with the Account Executives you support and your fellow BDRs to develop innovative strategies for uncovering new opportunities. Responsibilities - Conducting high volume prospecting for qualified leads (new users and potential customers) - Understanding the customers’ needs and challenges using sales methodologies like BANT - Scheduling online product demonstrations for qualified leads, ensuring you meet your monthly targets - Working closely and collaboratively with Account Executives to develop and implement appropriate prospect strategies and plans - Carrying out market research to broaden the customer base of HubSpot Qualifications - Fluency in spoken and written French and English - The desire and commitment to be in tech sales - Sales/prospecting experience - A sharp focus on your goals and a demonstrable approach in achieving them - An ability to deal with and address objections - An appreciation for feedback and being open to being coached - Strong organizational and time management skills - Passion for helping businesses grow and curiosity about the tech industry - Experience working in a high-growth, "scale up" environment is not required but is a plus Benefits - Annual Cash Compensation Range: €45.000 — €61.000 EUR - Participation in HubSpot’s equity plan to receive restricted stock units (RSUs) - Flexible work environment with options for remote or office work - Support for candidates needing accommodations during the hiring process

• Drive Commercial Growth • Own and execute the commercial strategy across Germany and surrounding territories. • Deliver revenue growth through new customer acquisition and expansion of existing strategic accounts. • Develop multi-year account strategies that position Gracenote as a trusted long-term partner. • Identify whitespace opportunities across broadcasters, streaming platforms, content owners, FAST services and technology partners. • Build and maintain a robust sales pipeline while consistently achieving revenue targets. • Become the Trusted Industry Partner • Build executive-level relationships across Germany's media landscape. • Understand customer challenges and translate them into commercial opportunities using Gracenote's metadata, content intelligence and data solutions. • Lead complex consultative sales engagements involving multiple business and technical stakeholders. • Negotiate commercial agreements and manage opportunities through to successful delivery. • Market Leadership • Become Gracenote's subject matter expert for the German media market. • Maintain deep knowledge of broadcast, streaming, Pay TV, FAST, OTT and content distribution trends. • Monitor competitive activity and identify emerging opportunities across the entertainment ecosystem. • Represent Gracenote at industry events, conferences and customer forums.