• Consistently achieve or exceed assigned new business quota by identifying, qualifying, and closing new opportunities within assigned territories and verticals • Own and grow strategic relationships with sophisticated, high-spend customers, providing consultative support to ensure continued success and upsell opportunities • Conduct in-person and virtual meetings with senior decision-makers, including General Counsel, Heads of IP, CTOs, and senior law firm partners • Work closely with marketing, SDRs, and solutions teams to build robust pipelines and drive tailored, high-impact sales strategies • Maintain deep understanding of industry trends within IP, software, and technology to inform customer conversations and identify new revenue streams • Visit clients and prospects as required to build relationships and close deals

• Partner with Account Executives across the full sales cycle on Enterprise and Strategic opportunities — participating actively in discovery, not just demos. • Assist in leading consultative discovery with sophisticated legal buyers: understand their practice, workflows, and operational pain before positioning a solution. • Prepare and deliver compelling, story-driven product demonstrations tailored to each prospect’s practice area and buying committee. • Translate complex product and technical concepts for both legal and technical audiences, and earn credibility with practicing attorneys and firm leadership. • Research and recommend the right combination of solutions from Filevine’s suite — including LOIS — to address each customer’s needs. • Influence the successful closing and win rates of strategic accounts in collaboration with the sales team. • Travel frequently for on-site discovery sessions, demos, and executive meetings (see Travel & Location below).

• Lead strategic client engagements by partnering directly with customers to develop bespoke solution concepts, guide onboarding and adoption, and build long-term partnerships that drive success on Arbitrum. • Proactively identify, contribute to, and advocate for strategic partnerships with promising application teams, fostering an ecosystem of the most engaging on-chain experiences. • Work directly with the Product team to relay and incorporate feedback from projects and the developer community into our roadmap, and help shape the go-to-market strategy of new products, especially for the developer audience. • Work alongside our engineering and research teams to improve our overall platform, from core protocol customizations to application-layer improvements, based on our work with clients. • Own developer success across leading application teams in the Arbitrum ecosystem, working alongside builders to solve challenges involved in using and integrating with Arbitrum technology, and accelerating their development.

• Oversee the solution sales activities within the sales process to gain the technical win and the customers' trust • Help customers move securely into the cloud • Participate in solution led sales calls and prospect visits, qualifying the customer's requirements • Gather requirements, develop use cases, and understand clients' needs and constraints • Present the 'Threat Defence Lifecycle' and demonstrate how this solves customers' needs • Provide technical expertise on product and solution demonstrations • Create unsolicited solution proposals • Manage the technical or solution response to RFIs/RFPs • Present solution proposals and demonstrate how we solve customers' requirements • Lead the proof of concept engagement • Retain a competent level of knowledge on Trellix products and solutions • Remain current on cloud security trends • Build trusted relationships with target accounts • Mentor SEs sharing best practices