• Be a trusted technical partner in Mid-Market deals • Work alongside AEs to support discovery, solution positioning, and technical validation across mid-sized organizations with diverse environments. • Lead discovery and technical qualification • Meet with prospective customers to understand their infrastructure, security maturity, compliance requirements, and risk priorities. • Deliver tailored demos and PoVs • Run compelling, outcome-driven demos and proof-of-value engagements that clearly connect NodeZero’s capabilities to customer risk reduction and business impact. • Maintain continuity through the customer lifecycle • Stay connected with key accounts to track evolving needs, ensure continued value realization, and surface expansion opportunities where it makes sense to. • Translate technical depth into business value • Help customers understand not just how the platform works, but why it matters—framing results in terms of exposure reduction, compliance alignment, and operational efficiency. • Own technical deal strategy • Navigate objections, competitive positioning, and technical concerns throughout the sales cycle. • Collaborate cross-functionally • Partner with Product, Engineering, Customer Success, and Product Marketing to ensure field feedback informs roadmap and positioning. • Support enablement and knowledge sharing • Contribute to internal knowledge sharing and continuously refine demo flows, technical assets, and playbooks for the Mid-Market segment. • Own post-close technical continuity • Stay engaged after the deal closes to ensure a smooth technical handoff, reinforce initial value, and maintain executive and practitioner alignment—remaining attentive to adoption, impact, and expansion signals