**The Role** You’ll be responsible for generating and growing revenue by: - Prospecting and developing new client relationships (primarily fintech, with healthcare and higher ed as secondary verticals) - Qualifying opportunities rigorously — walking away from bad-fit deals - Leading consultative sales conversations with CEOs, CMOs, and Marketing Directors - Partnering closely with operations to ensure smooth handoffs and realistic commitments - Supporting expansion and upsell opportunities within existing accounts - Building and maintaining a clean, honest pipeline and CRM You’ll operate with limited internal support and high autonomy. This is an individual contributor role in a small, senior team — not a sales manager position and not a “build a sales org” mandate.

• Drive significant new business growth from SMB segment with consistent quarterly performance • Maintain 10-day average sales cycle through disciplined execution • Deliver 95%+ forecast accuracy with weekly pipeline inspection • Scale predictable revenue without breaking the business model • Protect pricing discipline while maximizing value realization and expansion opportunities • Build, coach, and retain a team of 10+ high-performing SMB sellers across North America • Design hiring systems that attract A-players and filter false positives • Implement behavior-based coaching that increases win rates and shortens cycles • Create ramp programs that get new hires to productivity in <60 days • Manage performance with clarity—accelerate top performers, exit underperformers decisively • Own full-funnel conversion: lead → opp → closed-won • Pressure-test capacity models: reps × activity × conversion = pipeline math • Build inspection cadences that surface deal risks before they crater • Institute SPIN-based discovery that differentiates value and kills discounting • Design comp plans that align behavior to outcomes • Maintain CRM hygiene and data integrity as a leadership discipline • Report business performance with executive-level clarity (Board-ready) • Collaborate cross-functionally with Marketing, CS, Product to unlock growth • Identify and eliminate friction in the buyer journey • Build repeatable systems, not heroic acts

• Own the full sales cycle: prospect, qualify, demo, negotiate, and close • Build and manage pipeline across assigned territory • Develop account strategies in partnership with leadership • Drive outbound prospecting and convert inbound leads • Deliver compelling, tailored presentations and product demos • Collaborate with Marketing, Product, and Customer Success for alignment and feedback • Represent Harmonic at customer meetings and industry events • Contribute to shaping our sales playbook and scaling best practices

• Sales and management experience leading a team of senior sales people • Day to day personnel management, pipeline development, territory planning, account planning, forecasting, quota attainment, sales presentations, and short term, mid-term, long-term opportunity management. • Have a deep network of VAR resellers to drive all pertinent issues related to CrowdStrike sales strategy and goal attainment. • Identify, develop and execute account strategy to close new business opportunities and expanding revenue with customers across the assigned region; independently and cooperatively. • Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets. • Target and gain access to decision makers in key prospect accounts in the assigned territory. • Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, System Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. • Work cooperatively within the partner ecosystem to leverage their established account presence and relationships. • Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com/CLARITY and other data analytics tools