• Build and maintain a strong pipeline of sales opportunities and provide accurate forecasts to leadership each week • Proactively find solutions for prospects by being a trusted consultant throughout the PoV, and negotiate to close new logos for our Commercial Segment • Hungry & Coachable: You live by the 1% Better rule. You crave feedback because you know it's the fastest way to the top of the leaderboard. • Tech-Fluent: You don't just "use" tools; you master them. You’ll be living in Salesforce and Gong, using data to "stress-test" your deals and sharpen your sales acumen. • Relationship Maestro: Being able to work in a collaborative environment with customers, partners, and cross-functional teams (channel managers, sales engineers, etc.). • The majority of leads are inbound but we want a hungry sales professional with a hunter mentality and willingness to outbound.

• Own the end-to-end sales cycle for SMB/EOT accounts across North America — from first touch to close — with a focus on speed and consistent pipeline generation. • Prospect proactively into high-growth startups and scale-ups across the US and Canada; build and work your own pipeline alongside inbound and partner-sourced leads. • Run sharp discovery to understand each prospect's identity, device, and access challenges, and map JumpCloud's platform to their near-term needs and growth trajectory. • Deliver compelling demos and value-based proposals tailored to founders and early IT/ops decision-makers in the North American market. • Manage a high volume of active opportunities with disciplined pipeline hygiene and accurate forecasting in Salesforce. • Partner with SDRs, Solutions Engineers, and Partner/Channel teams to accelerate deals and expand reach. • Hit and exceed monthly/quarterly bookings targets while building a foundation of accounts positioned for future expansion. • Feed market intelligence — objections, competitive dynamics (Microsoft, Okta, Google), ICP signals — back to SMB and segment leadership.

• Implementing a sales plan designed to achieve established sales and financial goals • Calling on prospective and current company customers • Involving technical personnel to resolve customer’s issues and problems as needed • Participating in the establishment of sales targets and design of the territory's sales plan • Controlling sales expenses • Selling flow cytometry hardware and consumables to assigned quotas • Managing assigned territory accounts • Searching out new and competitive business and developing programs to expand influence and presence

• Become an expert on Snowflake’s product and conduct discovery calls, customized demos, and presentations to prospective customers. • Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Snowflake solution within the marketplace. • Prospect qualification and the development of new sales opportunities and ongoing revenue streams. • Land, adopt, expand, and deepen sales opportunities with accounts in your region. • Achieve sales quotas for allocated accounts and/or territory on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan. • Work closely with cross functional teams including sales engineering, professional services, marketing, legal and finance.