• Lead a dedicated, cross-functional team of sales and customer success professionals. • Personally driving initial sales and building a repeatable GTM playbook. • Recruit, manage, and mentor a dedicated team of Account Executives, Sales Engineers, and Customer Success Managers. • Own the team’s initial pipeline and ARR targets, proving the commercial viability of new solutions through direct sales involvement. • Define and execute the strategy to secure the first paying customers for new products. • Create and manage a robust process for channeling direct feedback from customers and the market back to Product Management, Product Marketing, and executive leadership.

• Telephone outreach to CEOs and decision-makers in the B2B sector • Follow-up with companies that have already received a message from us • Active new customer acquisition by phone • Conduct needs analyses and consultative sales conversations • Present our services in video meetings • Prepare and follow up on proposals • Close B2B contracts • Maintain and document activities in the CRM system

• Attain quarterly and annual revenue targets established from annual commission plans • Deliver accurate and timely forecasts for their territory • Develop and manage key relationships with new and existing customers at multiple organizational levels • Develop contingency and risk mitigation plans for their region as necessary • Develop and execute supply agreements to support new and existing business • Work collaboratively with product management, R&D and operations to minimize time to revenue • Maintain CRM database with up to date information • Represent the company at relevant tradeshows • Maintain and raise awareness of the competitive landscape, provide customer feedback and introduce new product ideas to internal partners • Additional duties as assigned

• Making phone calls to warm prospects • Following mentorship to build virtual relationships • Filling out a Needs Analysis for head underwriter • Submitting requests for coverage to insurance carriers