• Purpose/Summary: The Inside Account Executive will prospect and acquire targeted new customers and business within the medium to small account segment contributing to revenue and margin growth within the assigned territory • Develop and execute strategy for targeting, planning and capturing new business within defined territory • Negotiate the customers business process to meet with decision-makers • Define the prospects footwear, PPE and uniform needs through effective discovery • Identify customer needs through discovery sessions. Develop then recommend solutions • Plans and participates in the development and delivery of all presentations to prospective customers • Close new acquisitions with solid solutions, pricing and margin targets • Responsible for achieving monthly, quarterly, and annual targets for sales goals in defined territory • Evaluate competitive activities and develop strategies and tactics to counter their effectiveness • Share valuable insight and product knowledge with customers • Update company CRM daily, including account activities, opportunity size, probability of success, and date to close. • Maintains all prospect information including pipeline and appointments within the company CRM • Communicates with Strategic Account Manager (SAM) on seamless customer handoffs on closed business. • Keep abreast of industry developments and touch customer stakeholders • Recognize trends and provide market insights and process improvement ideas to the Team Leader on an ongoing basis

• Drive revenue growth by closing new accounts and expanding existing national and high-potential customer relationships • Manage a portfolio of large accounts while developing multi-level relationships, including executive stakeholders • Execute a disciplined territory and account strategy to achieve annual sales targets • Leverage a mix of virtual and in-person selling to position PBE as a premium partner • Partner closely with Marketing, Clinical, Distribution, and Customer Service teams to deliver value-based solutions • Utilize CRM tools to manage pipeline, forecast sales, and track customer activity • Identify customer growth opportunities and provide strategic guidance to improve business and clinical outcomes • Serve as a voice of the customer by sharing insights that inform product and program development • Represent PBE at customer meetings, presentations, and industry events • Travel nationally up to 70% to support customer relationships and business growth

• Own a defined enterprise territory and build a pipeline of high-value opportunities • Drive net-new enterprise logo acquisition as well as expansion within existing strategic accounts • Lead complex sales cycles involving CISOs, CIOs, security leaders, and executive stakeholders • Run a consultative, value-based sales process from prospecting through close • Deliver compelling business cases that clearly articulate risk reduction and operational impact • Partner closely with Solutions Engineers to deliver outcome-driven demos and technical validations • Collaborate with channel partners, VARs, and ecosystem players to accelerate deal velocity • Accurately forecast revenue and maintain disciplined pipeline management in CRM • Provide feedback to leadership and product teams to continuously refine our go-to-market strategy • Represent Astelia at industry events and help elevate our brand within the cybersecurity community

• Manage prospects and clients to deliver against quarterly bookings and revenue targets. • Drive customer consensus around the value of Agency73’s proposed solutions. • Responsibilities include reviewing solution designs, handoff to consulting/delivery team, and making sure customer expectations are explicitly represented in our proposals and statements of work. • Coordinate Agency73’s pre-sales activities. • Be a trusted advisor to Agency73 customers pre and post-sale. • Structure success criteria and scope for POCs and demonstrations. • Identify decision-makers. • Engage stakeholders, handle objections and navigate to the technical and budgetary approval for the solution platform proposed. • Properly forecast monthly, quarterly, and annual revenue numbers. • Co-sell with Salesforce team members on both joint and sourced deals. Focus on the success of the Salesforce team as this drives the success of the Agency73 team. • Understanding and executing sales in this co-selling environment is crucial. • Maintain an accurate pipeline of all opportunities, contacts, and account history within our CRM. • Some travel may be required but we try to keep it to a minimum.