• Prospecting and Lead Generation: Identifying, negotiating and closing new business opportunities with key decision-makers at target customers, including working closely with SDRs to drive top-of-funnel lead generation, qualifying new leads, preparing and delivering pitches, managing target customers through the sales pipeline and negotiating and closing commercial agreements. • Needs Analysis and Solution Selling: Understanding the complex business challenges of our target customers and effectively positioning Definely to align with their strategic objectives. This includes conducting in-depth needs assessments, building business cases and successfully demonstrating ROI. • Sales Cycle Management: Managing the entire sales cycle from initial contact through negotiation and closing, navigating complex procurement processes and multiple stakeholders within enterprise organisations. • Pilot Management: Overseeing and managing pilot programs with prospective clients, ensuring successful implementation and demonstrating the value of Definely in a live environment. This involves close collaboration with internal teams and the client to define objectives, track analytics and feedback and report results. • Relationship Building: Developing and maintaining strong, long-term relationships with key decision-makers and influencers within target customers. • Forecasting and Reporting: Accurately forecasting sales activity and revenue, providing regular updates to sales leadership, and maintaining accurate records within our CRM (HubSpot). • Contract Negotiation: Leading contract negotiations with enterprise clients, working closely with legal and finance teams to ensure favourable terms and conditions. • Collaboration: Collaborating effectively with internal teams, including RevOps, marketing, product and customer success. • Market Intelligence: Staying up-to-date on industry trends, competitive landscape and customer needs to inform outbound strategies and product development.