• Own the full sales cycle from prospecting through close for new MCP Essentials and Enterprise opportunities. • Build and maintain a strong pipeline of net-new business opportunities across banks, credit unions, IMBs, and mortgage lenders. • Develop trusted advisor relationships with executive, operational, and technical stakeholders. • Conduct discovery sessions to understand customer pain points, operational workflows, compliance requirements, and strategic goals. • Position Mortgage Cadence solutions by clearly articulating both technical capabilities and business outcomes. • Lead and support tailored product demonstrations, workshops, and solution presentations alongside Solutions Strategists and technical teams. • Manage complex enterprise sales cycles involving multiple stakeholders and long-term strategic account planning. • Serve as a primary point of contact for solution-related discussions throughout the sales process. • Collaborate with internal teams to design tailored solution approaches that align with lender operational and regulatory needs. • Support Proof-of-Concept (POC), pilot, and evaluation engagements with prospective customers. • Maintain a deep understanding of MCP Essentials, MCP Enterprise, mortgage workflows, integrations, APIs, and AI-powered automation capabilities. • Effectively communicate the value of Agentic AI features, workflow automation, and operational efficiencies to both business and technical audiences. • Maintain current knowledge of the mortgage technology ecosystem, LOS platforms, regulatory trends, and competitive landscape. • Represent Mortgage Cadence at industry conferences, trade shows, and customer events including MBA and regional mortgage industry events. • Leverage existing industry relationships and partnerships to generate pipeline and expand market presence. • Provide market feedback, customer insights, and competitive intelligence to Product, Marketing, and Leadership teams. • Accurately manage pipeline activity, opportunity progression, forecasting, and CRM updates. • Develop strategic account plans and maintain visibility into sales performance and revenue expectations. • Collaborate cross-functionally with Implementation, Customer Success, Product, and Marketing teams to support customer acquisition and long-term success.

• Execute high-volume, high-quality AI-assisted outreach across email, phone, video and LinkedIn • Qualify opportunities using the PACTA framework • Manage ABM account coverage

• Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments • Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards • Ensure SDR output consistently translates into high-quality pipeline and closed revenue • Co-own the definition, refinement, and operationalization of Anomali’s ICP • Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps • Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification • Design and operationalize an AI-first SDR motion to increase productivity and conversion • Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights • Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale • Build and maintain SDR playbooks covering: ICP-based segmentation and prioritization Persona-driven messaging and talk tracks Multichannel sequences (phone, email, LinkedIn) Objection handling, qualification, and AE handoff • Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions • Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics • Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers • Support partner recruitment, activation, and co-sell motions • Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials • Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message • Implement champion tracking using Boomerang or UserGems • Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI • Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation • Continuously test and refine messaging, sequences, AI workflows, and qualification criteria • Scale what works into repeatable, predictable SDR processes

• Build a pipeline of new opportunities for the sales group • Implement demand generation programs for install base and new business opportunities • Maintain a high-volume of daily activity with prospects by phone, email, and LinkedIn messaging • Seek net new opportunities by calling leads from marketing activities • Navigate social media and professional networks for prospecting • Collaborate with the NVIDIA Marketing team, field, inside, and channel sales