• You sell to operations, maintenance and reliability, safety, procurement, and executive buyers, often inside the same account. • Your pipeline: You prospect directly into plant managers, maintenance and reliability leaders, safety leaders, and executives at high-risk facilities, consistently, not only when the funnel thins. • The business case: You turn operational pain into an urgent financial argument: unplanned downtime, damaged equipment, lost inventory, rising insurance requirements. • The account after signature: You do not hand the customer off. You keep the relationship and grow it. • The feedback loop: You work closely with marketing, product, and implementation, and what you learn from the market shapes our pitch, pricing, and roadmap. • Land and expand: You win it by making the risk and the financial case impossible to ignore. • Prove: You stay close through installation and the first months of monitoring. • Expand within the site: Coverage grows from that first area to the whole facility as trust builds and the early saves add up. • Expand across the account: Most customers run several facilities, some run dozens. • You work upward to corporate operations, safety, and risk, and outward to every other site.

• Own the full sales cycle, from lead qualification and initial discovery to proposal generation and closing. • Act as a consultative partner to technical decision-makers, including QA/QC Managers, Regulatory Affairs professionals, and R&D teams. • Translate complex client technical or regulatory requirements into actionable scopes of work in collaboration with internal technical teams. • Prepare, deliver, and negotiate detailed quotes and Master Service Agreements (MSAs). • Manage all pipeline and prospecting activity within HubSpot Sales Hub, ensuring high data integrity and accurate forecasting. • Navigate vendor qualification processes and regulated procurement workflows within the life sciences industry. • Maintain deep technical curiosity to stay ahead of industry regulations and emerging testing standards. • Build and nurture long-term relationships with manufacturing partners to ensure recurring business and account growth.

• Managing the largest and most high value customers Amplitude has in the region. • Running full enterprise sales cycles with a value-first mindset — discovery, demos, and exec presentations tailored to what you heard, not templated • Building pipeline through outbound, AI-assisted tools, SDR partnership, marketing programmes, and the partner ecosystem • Applying MEDDPICC with real rigour — qualifying hard, building Champions, getting to Economic Buyers early, and forecasting with confidence • Becoming a product evangelist across Marketing, Product, and Engineering personas — selling technical and commercial value at every level • Working the full internal village: SDRs, Solutions Consultants, Partners, Customer Success, Legal — everyone aligned around customer value • Supporting the team with coaching and acting as a senior example.

• Own a named portfolio of Federal Civilian, DOJ, and/or SLED accounts, accountable for pipeline creation, expansion, and bookings • Lead end to end sales cycles from discovery through close, including coordination of RFPs, RFIs, task orders, and contract renewals • Develop and execute strategic account plans aligned to agency missions, funding cycles, and procurement timelines • Build and maintain multi threaded relationships across agency stakeholders, including Program and mission owners, Technical and architecture leaders, Procurement and contracting officers, Executive leadership (SES, CIO/CTO organizations) • Act as a trusted advisor by linking customer mission outcomes to platform capabilities and value realization • Build and maintain a qualified pipeline aligned to quarterly and annual bookings targets • Provide accurate forecasting and deal inspection within CRM, reflecting public sector timing and risk factors • Ensure compliance with Federal and SLED procurement rules, internal approval frameworks, and pricing guidelines • Collaborate closely with systems integrators, resellers, and channel partners to support deal strategy and customer coverage • Coordinate cross functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Federal Operations • Navigate partner led and prime/subcontractor deal models where applicable