• Build and expand net new business by consistently generating pipeline meetings through targeted prospecting activities and leveraging insights from existing customer accounts. • Leverage the MEDDIC playbook to qualify opportunities rigorously, identify key stakeholders, and drive alignment with customer metrics and business outcomes. • Maintain the highest level of CRM hygiene in Salesforce, ensuring all daily activities, interactions, and pipeline data are accurately tracked and managed for strategic decision-making. • Deliver compelling presentations and high-level demonstrations tailored to highlight Arango’s unique value and align solutions with customer business objectives. • Collaborate cross-functionally with Technical PreSales, Marketing, and Customer Success teams to uncover and articulate the business benefits of Arango, driving adoption across enterprise organizations. • Commit to weekly pipeline review and forecast accuracy, using data to inform strategy and ensure alignment with company goals. • Travel as necessary to engage with key customers, ensuring relationships are nurtured and opportunities are maximized.