• Acquire SMB/MM Business-sized accounts within assigned territory to meet and exceed monthly new logo sales quota. • Promote and sell KnowBe4’s range of products to existing customers to meet and exceed SMB/MM Business monthly cross sale and expansion sales quota. • Build and maintain a pipeline of SMB/MM business opportunities by various prospecting methods, following lead cadence best practices and conducting demos of our suite of products. • Follow up on new and existing customer SDR, marketing and channel leads to generate revenue opportunities and pipeline. • Articulate the value proposition of KnowBe4’s full suite of products and educate the customer how each product will improve their business’s human firewall. • Understand an organization’s buying needs, key decision makers, potential roadblocks and next steps to shorten sales cycles and acquire a high volume of new logo and upselling existing customer accounts. • Act strategically in offering subscription levels, multi-year deals and/or negotiating discounted pricing to increase ARR. • Maintain accurate and thorough records of daily sales statistics via Salesforce. • Collaborate with the assigned Channel sales representative to seamlessly close new logos through our Partner business channels. • Collaborate with the assigned Customer Success Managers and Renewal Specialists to understand the account’s organizational structure, gaps in cybersecurity and ultimately increase their commitment and use of the KnowBe4 Product Suite. • Support in the renewal process where there is an opportunity to grow the account.

• Interface and develop professional relationships with existing clients and prospects throughout at all levels of an organization. • Display a systemic approach to handling meaningful contract negotiations/deals with multiple clients at a time. • Develop and maintain in-depth knowledge of Qualtrics' solution offerings. • Maintain a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing. • Develop and maintain positive relationships with other functional areas internally at Qualtrics, e.g. Professional Services, Implementation, Subject Matter Experts, etc to ensure a collaborative approach to secure large enterprise engagements

• Partner with the field sales and clinical teams and function as a resource in markets to execute sales activities • Assist / lead in-service activities related to disposables and/or hardware within a key customer base • Install necessary equipment/hardware and perform functional/safety tests • Drive expansion of ACM products within the territory and coordinate and collaborate with the sales team and other internal stakeholders as needed • Focus on customer satisfaction and increased utilization as a high priority • Support conversions/sales efforts outside of the region including product introductions and demos to staff and Clinicians • Conduct inventory balancing exercises at both the site and/or warehouse level

• Responsible for prospecting new clients, servicing and maintaining their portfolio of active clients, aiming to meet targets. • Work closely with the Inside Sales team to address active clients' requests within deadlines. • Maximize closing opportunities and report periodically to commercial management.