• Responsible for driving approximately $2.5MM+ in annual sales revenue. • Establish, build, and expand relationships with existing and potential customers at multiple levels in the organization. • Navigate regional and national purchasing agreements to sell print into multiple levels of the organizations. • Responsible for scheduling and attending face-to-face presentations with high level decision makers. • Use a consultative selling method to identify customer needs and develop a value-added proposition. • Work collaboratively with print sourcing to assure accurate, timely, and professional delivery of customer's products. • Implement a sales strategy to achieve revenue and margin objectives through new/expanded program development and growth in assigned accounts. • Partner with Staples Business Advantage Sales team to sell print services to large commercials and enterprise sized customers. • Utilize Staples CRM system on a consistent daily basis to self-manage selling activity, contacts, deals, strategies, reporting, and communications.

• Pipeline Generation: Qualify and convert inbound leads at a rapid pace while prospecting into ICP target accounts. • Value Articulation: Articulate and sell the value of LaunchDarkly's platform subscriptions and usage-based pricing model. • Technical Discovery: Prepare for and run discovery sessions with prospects to surface core use cases and align pricing to third-party architectures (AWS, Azure, GCP). • Solution Demonstration: Customize and deliver demos with the Solutions Engineering team, and run proofs of concept for prospects. • Account Expansion: Own, build, and develop relationships with existing customers, uncovering and developing new opportunities within the install base. • Customer Success: Educate, evangelize, and guide customers through successful adoption, delivering their feedback back to Product and Engineering. • Revenue Growth: Consistently hit revenue targets across both net-new and expansion motions. • Collaboration: Work with your manager, Sales Engineers, and cross-functional teams to ensure seamless execution and customer success.

• Travel remotely within sales territory to conduct in-home inspections • Utilize warm pre-qualified leads to develop and maintain a book of business • Diagnose and educate homeowners on the issues they have in their home and provide solution options • Estimate the repairs and provide homeowners with generated job proposals • Close sales with customers in the home • Maintain relationships with customers while tracking sales lead pipeline • Report to home branch for Sales team initiatives and meetings

• Travels through assigned territory to call on regular and prospective customers to solicit orders and new business • pre- pare sales contracts and interfaces with customers on location or by phone • Takes a leading role with contract negotiations, closing the sale and developing marketing plans for contract accounts • Safe/Competent operation of route vehicle and vehicle maintenance and cleanliness • Coordinates and leads sales meetings to include agenda preparation • Ensures that all Admiral Beverage brands and packages are rotated on a “first-in, first-out” basis in accordance with supplier requirements • Establishes good customer rapport through professional selling approaches • Properly accounts for all cash/credit proceeds, products removed from inventories, lighted signs, and all other Company assets where applicable • Solicits new business by conducting business reviews, demonstrating products and services, using samples, marketing resources, and emphasizes salable features and benefits to customer • Arranges products according to prearranged plan or own ideas approved by management • Places price and descriptive signs on backdrop, fixtures, merchandise, or floor • Transfers product from customer stock room to floor displays to comply with "Sell By" dates, maximize product, in store and minimize product in stock room • Order product for assigned accounts in accordance with established procedures to ensure no-out of stocks conditions • Originates display ideas or follows suggestions or schedule of Sales Manager • Constructs or assembles display aids from company provided Point of Sale (POS) materials • Estimates and coordinates date of product delivery and empty shell pickups, based on knowledge of own company’s, production and delivery schedules • Prepares reports of business transactions and keeps expense accounts • Wears and utilizes appropriate company safety equipment • Other duties may be assigned by the immediate supervisor or other supervisor at any time