• Acquire SMB/MM Business-sized accounts within assigned territory to meet and exceed monthly new logo sales quota. • Promote and sell KnowBe4’s range of products to existing customers to meet and exceed SMB/MM Business monthly cross sale and expansion sales quota. • Build and maintain a pipeline of SMB/MM business opportunities by various prospecting methods, following lead cadence best practices and conducting demos of our suite of products. • Follow up on new and existing customer SDR, marketing and channel leads to generate revenue opportunities and pipeline. • Articulate the value proposition of KnowBe4’s full suite of products and educate the customer how each product will improve their business’s human firewall. • Understand an organization’s buying needs, key decision makers, potential roadblocks and next steps to shorten sales cycles and acquire a high volume of new logo and upselling existing customer accounts. • Act strategically in offering subscription levels, multi-year deals and/or negotiating discounted pricing to increase ARR. • Maintain accurate and thorough records of daily sales statistics via Salesforce. • Collaborate with the assigned Channel sales representative to seamlessly close new logos through our Partner business channels. • Collaborate with the assigned Customer Success Managers and Renewal Specialists to understand the account’s organizational structure, gaps in cybersecurity and ultimately increase their commitment and use of the KnowBe4 Product Suite. • Support in the renewal process where there is an opportunity to grow the account.