Advantive

The Principal Analytics Architect, reporting into Advantive’s Business Analytics organization, is responsible for architecting and delivering the company’s enterprise analytics data warehouse being built on Microsoft Fabric. This role serves as the technical owner of the analytics data foundation, defining architecture, modeling standards, and integration patterns across core business systems. Initial scope will focus on Salesforce and NetSuite, with additional systems incorporated over time. The role will also ensure the analytics platform is structured to support emerging AI-driven analytics, automation, and advanced insight capabilities across the organization. The Principal Analytics Architect will partner closely with Business Analytics leadership, business stakeholders, and external consultants to design a scalable, governed, and high-performing analytics platform. A critical component of this role will be replicating and modernizing existing Alteryx transformation logic into Fabric-native pipelines, ensuring continuity of business logic while improving transparency, performance, and long-term maintainability. The ideal candidate brings strong experience designing analytics architectures across modern data platforms and can quickly adapt to new tools and technologies. Candidates with experience in modern data platforms (e.g., Microsoft Fabric, Snowflake, Databricks) are strongly encouraged to apply. This role is both strategic and hands-on, balancing architectural leadership with direct contribution during the build phase of the data warehouse. Key Responsibilities Analytics Architecture & Platform Design - Own the end-to-end architecture for Advantive’s enterprise analytics platform, leveraging a modern cloud data stack (currently Microsoft Fabric) - Define standards for data ingestion, transformation, storage, and semantic modeling - Design scalable, well-governed data models to support enterprise reporting and analytics - Establish best practices for historical tracking, incremental loads, and performance optimization - Ensure data models and pipelines are structured to support AI-enabled analytics and future advanced analytics use cases Source System Integration - Lead integration design for Salesforce, NetSuite, and other enterprise platforms - Ensure consistent definitions and alignment across systems and downstream reporting - Partner with consultants and internal teams to implement reliable, well-documented pipelines Alteryx to Fabric Modernization - Analyze existing Alteryx workflows and transformation logic - Design scalable, platform-native equivalents using SQL, notebooks, and/or modern data pipeline tooling - Ensure functional parity while improving maintainability and observability - Identify opportunities to streamline or enhance transformation logic using AI-assisted development capabilities where appropriate Analytics & Power BI Enablement - Partner closely with BI developers (e.g., Power BI) to ensure models support performant reporting - Define semantic layer patterns that enable reuse and self-service analytics - Support executive, operational, and financial reporting needs - Enable responsible use of AI capabilities within the analytics platform (e.g., forecasting, anomaly detection, copilots) to enhance business insights Governance, Quality & Standards - Define data standards, naming conventions, and documentation expectations - Partner on data quality, lineage, and access governance initiatives - Ensure the platform scales with business growth and acquisitions - Support responsible AI usage by ensuring transparency, data quality, and appropriate governance controls

The Account Manager reports to the Manager, Account Management, and is responsible for driving revenue growth within our existing customer base. You will represent the full breadth of our portfolio to customers in your assigned territory, identifying opportunities to both upsell existing products and cross-sell new products to those customers, and achieving monthly and quarterly sales objectives. This role involves a strategic, methodological approach to account expansion, focused on understanding the evolving needs of our customers and in positioning our solutions to meet those needs. This is a farming role that requires mastery of the entire sales cycle, including developing new and existing relationships at all levels within our customers’ businesses. You will be responsible for understanding our product offerings and competitive landscape and identifying growth opportunities by building and executing detailed account plans. You will be adept at selling strategies that emphasize the value that products and services deliver in solving customers’ biggest problems. Key Responsibilities - Develop detailed account plans with clear visions and relationship strategies, aimed at expanding account revenue and deepening client relationships - Manage sales pipeline and produce accurate sales forecasts within a B2B software context - Implement advanced sales methodologies and qualification frameworks to increase deal conversions and win rates effectively - Effectively present and promote the company’s value proposition and product portfolio to stakeholders and potential customers to drive engagement and sales - Manage the sales pipeline efficiently and provide accurate sales forecasts, supporting effective planning and driving predictable growth

We are seeking a results-driven Sr. Account Executive to join our sales team, reporting directly to the Enterprise Sales Director. In this role, you will be responsible for driving new business across a defined geographic territory focused on mid-market and enterprise accounts. This is a full-cycle sales role, from prospecting to closing, requiring the ability to build relationships, execute territory strategies, and consistently achieve revenue goals. Success in this position will depend on your ability to identify and engage key stakeholders, develop tailored value propositions, and partner cross-functionally to move opportunities forward. You’ll collaborate closely with Business Development Representatives (BDRs), Marketing, and other internal teams to execute go-to-market initiatives and territory plans. Key Responsibilities - Develop and close new business to meet or exceed monthly and quarterly sales targets. - Build and manage a territory plan with a healthy, qualified sales pipeline. - Research accounts and proactively identify and engage key decision-makers. - Partner with BDRs to run account-based campaigns and drive top-of-funnel activity. - Deliver tailored product demonstrations that align with business objectives. - Represent the company at industry events, webinars, and customer meetings. - Maintain accurate records of all pipeline activity and forecasting in Salesforce CRM. - Build strong, consultative relationships throughout the customer buying cycle.

The Senior Manager, ERP Platform is the integrated operational leader for the ERP portfolio directly owning execution across Development, QA, Support (Tier 2–3), and Professional Services within the ERP domain. The ideal candidate is a strong operational leader who can align technical execution with customer outcomes and business priorities. This role is accountable for portfolio performance metrics that directly impact retention, with a clear mandate to reduce churn drivers and deliver predictable, high‑quality execution across the ERP portfolio. This position offers the opportunity to lead at scale, requiring sound judgment, a data‑driven approach, and the ability to remove cross‑functional obstacles in a fast‑moving software environment. Responsibilities - Own operational performance of the ERP portfolio in service of GRR outcomes, including measurable improvements in customer experience, portfolio stability, and churn risk reduction. - Directly own prioritization and execution across Development, QA, Support (Tier 2–3), and Professional Services within the ERP domain pod. - Establish and manage pod-level KPIs tied to portfolio health and retention impact, including: - Delivery predictability/velocity - SLA adherence and customer-impacting aging - Backlog health (defect and enhancement) - Escalation volume and trend reduction - Customer satisfaction / sentiment signals - Recurring defect rate and time-to-remediation - Services on-time delivery, utilization, and margin hygiene - Drive prioritization decisions based on customer impact, churn risk, and portfolio health, ensuring the highest-risk work is surfaced and executed with urgency. - Improve average resolution time and reduce escalation trends by enforcing clear Tier 2–3 operating mechanisms and escalation management. - Implement structured root cause analysis and prevention mechanisms to reduce recurring defects and customer-impacting incidents. - Drive predictable delivery using Agile/flow-based practices with transparent planning, execution, and release discipline. - Ensure Professional Services engagements deliver on time and within scope while improving predictability, utilization, and alignment to product capabilities. - Create durable feedback loops across Support, PS, and Development to eliminate churn drivers and improve product quality. - Lead weekly pod operating reviews with clear action ownership, risk tracking, and KPI visibility. - Partner with Customer Success and Account teams to proactively mitigate churn risk, stabilize at-risk accounts, and translate customer pain into execution priorities. - Drive continuous operational improvement across ERP delivery functions, removing bottlenecks and increasing throughput without compromising quality.

Role Description The Vice President (VP) of Sales within the Manufacturing & Quality Line of Business leads an integrated revenue organization spanning BDR, new logo sales, strategic/account management, sales engineering, and customer success to deliver predictable growth across two outcomes: Acquire New and Retain + Expand. This executive role requires a dynamic leader who builds repeatable, metrics-driven systems to scale bookings, improve forecast accuracy, and increase net revenue retention, while developing high-performing teams that consistently exceed targets. This role reports directly to the GM, Manufacturing & Quality and serves as the primary cross-functional partner to Product, Marketing, Finance, and Implementation/Delivery leadership to build a scalable, predictable revenue engine and a durable customer base. Qualifications - 10+ years of collective leadership experience in inside sales, outside sales, and account management within B2B software - Proven track record of achieving and exceeding quotas and delivering double-digit growth - Experience in developing and tracking KPIs and creation and ongoing improvement of sales processes - Experience leading retention/renewals and expansion motions in partnership with Customer Success (or direct CS leadership) - Strong executive presence with excellent communication skills - Preferred Qualifications: - Experience in private equity and acquisitive companies - Background in scaling revenue and managing high-growth sales environments - Confirmed results utilizing MEDDPICC sales qualification framework Requirements - Expected travel: ~50–75% Company Description

The Manager, Renewals Operations reports to the Sr. Director of Finance Operations and owns the day-to-day operating performance of a high-volume renewals function supporting primarily SMB and mid-market customers. This role is accountable for scaling a tech-enabled, process-driven renewals motion that protects and expands ARR through accurate, timely, and compliant execution of software renewals. This leader manages a team of Customer Renewal Associates and Analysts responsible for the end-to-end transactional renewal lifecycle—from notice through booking—across a large customer base. Success in this role requires a strong operational mindset, comfort with standardized workflows, and the ability to drive outcomes in an environment where automation, segmentation, and repeatability are critical. This is not a Customer Success role. The focus is not on relationship management or adoption strategy, but on renewal execution, risk identification, commercial governance, and throughput at scale, partnering closely with Customer Success, A/R, Sales, and Systems teams to ensure clean handoffs and predictable outcomes.

The Vice President (VP) of Sales within the Manufacturing & Quality Line of Business leads an integrated revenue organization spanning BDR, new logo sales, strategic/account management, sales engineering, and customer success to deliver predictable growth across two outcomes: Acquire New and Retain + Expand. This executive role requires a dynamic leader who builds repeatable, metrics-driven systems to scale bookings, improve forecast accuracy, and increase net revenue retention, while developing high-performing teams that consistently exceed targets. This role reports directly to the GM, Manufacturing & Quality and serves as the primary cross-functional partner to Product, Marketing, Finance, and Implementation/Delivery leadership to build a scalable, predictable revenue engine and a durable customer base. What you’ll own (scope) - New logo growth for Manufacturing & Quality. - Customer retention and expansion, including disciplined renewal execution and upsell/cross-sell motions. - An integrated GTM system that includes: - Inside BDR motion - Outside new logo AE motion - Account management / SAM motion - Customer Success - Sales Engineering - A sales org structured around two outcomes: Acquire and Retain + Expand, with functional leaders/teams aligned to those pillars. Business Outcomes - Build a predictable pipeline engine (BDR → AE → close) and deliver new customer bookings for Manufacturing & Quality. - Protect and grow the installed base through disciplined renewals, churn prevention, and systematic expansion (upsell/cross-sell), with Customer Success fully integrated. - Run a cohesive, metrics-driven commercial org (AE/SAM/AM/BDR/SE/CS) with accurate forecasting, strong CRM hygiene, consistent playbooks, and leader-led coaching—so results are repeatable, not hero-driven. Key responsibilities Team Leadership and Development: - Build, scale, and lead high-performing teams across inside sales, outside sales, and account management. - Develop and implement robust coaching and professional development programs to enhance team performance and retention in partnership with sales enablement. - Utilize performance management techniques to set clear expectations, measure performance, and address issues proactively. Revenue Growth: - Drive planned growth in revenue through strategic management of inside sales, outside sales, account management, customer success management, and sales engineering teams - Increase revenue through upsells, cross-sells, and price adjustments, focusing on both new business and existing accounts - Achieve repeatable, predictable, and profitable revenue growth through disciplined processes and accurate forecasting Sales and Account Management Processes: - Develop and enforce effective sales methodologies and processes for both high-velocity and strategic sales teams. - Collaborate with marketing to create strategies that generate high-quality leads and optimize conversion rates. - Partner with sales enablement to design performance-based bootcamps and accelerate productivity. Cross-Functional Collaboration: - Work closely with internal teams including Sales, Revenue Operations, Marketing, Customer Success, Professional Services, Support, and Product to align strategies and drive business outcomes. - Serve as an executive contact for customer escalations, ensuring high levels of customer satisfaction and resolution of issues. Operational Excellence: - Employ the sales and marketing tech stack to enhance prospecting, optimize team performance, and improve close rates. - Use KPIs and metrics to monitor and improve team performance, ensuring high standards of execution and accountability. AI-Enabled Revenue Operating System: - Embed AI in the revenue cadence to improve prospecting efficiency, pipeline quality, deal inspection, and forecast accuracy - Apply AI signals to reduce renewal risk and drive systematic expansion through CS playbooks - Ensure credible, compliant AI value narratives and drive adoption of modern selling tools with measurable productivity gains Strategic Planning and Execution: - Develop and implement account strategies in alignment with customer success and sales leadership - Lead the creation and execution of strategic account plans, conduct quarterly reviews, and drive improvements in retention and growth - Provide market intelligence and competitor analysis to inform strategic selling approaches and business models Core competencies - Urgency: Operate at a high pace with a focus on achieving results. - Growth Mindset: Continuously learn and adapt, embracing operational rigor and striving for improvement. - Disciplined Execution: Maintain a passion for metrics and process, delivering value and superior financial outcomes. - People Developer: Actively engage in coaching and mentorship, focusing on developing talent and managing performance. - Proactive Problem-Solving: Identify and address issues swiftly and effectively. - Accountability: Demonstrate reliability and hold team members accountable. - Communication: Communicate clearly and effectively, both verbally and in writing. - Resilient Leadership: Exhibit clarity, perseverance, and calm under pressure while driving results. - Change Agent: Lead and manage organizational change effectively. - Outcome-Oriented: Achieve and exceed quotas consistently in a fast-paced environment. - AI-Enabled Revenue Operator: Uses AI to increase selling capacity, improve forecast accuracy, and accelerate new logo, retention, and expansion outcomes

The Sales Manager for Manufacturing and Quality is responsible for leading and owning new logo bookings performance for our Manufacturing and Quality portfolio. Reporting to the SVP, Sales, this role carries full accountability for quota attainment, pipeline generation, territory execution, and forecast accuracy. You will lead an integrated outbound motion across Account Executives (AEs) and Business Development Representatives (BDRs) to build predictable pipeline and close net-new customers. Business Outcomes - Deliver consistent monthly and quarterly new logo bookings performance, with high forecast accuracy - Build a predictable, high-quality pipeline engine (BDR + AE aligned) that supports sustained growth - Improve conversion and productivity through MEDDPICC discipline, operating cadence, and AI-enabled execution Key Responsibilities Revenue Ownership & Performance Accountability - Own and deliver monthly/quarterly new logo bookings targets for the Manufacturing and Quality outside sales team - Maintain accurate weekly forecasting and enforce pipeline discipline through structured deal inspection - Establish performance standards across AEs/BDRs and manage underperformance decisively Sales Structure & Motion Leadership - Lead a defined outbound acquisition motion with clear roles: BDRs generate qualified pipeline; AEs progress/close deals. - Ensure territory and activity execution aligns to ICP focus, target account strategy, and competitive displacement plays. - Partner with RevOps on territory coverage, quota allocation, and pipeline health metrics to improve predictability. Pipeline Generation & Outbound Excellence - Set standards for messaging, sequencing, meeting quality, and qualification to improve top-of-funnel conversion. - Drive consistent AE/BDR handoffs that produce well-qualified opportunities and efficient stage progression. - Use performance data to identify bottlenecks and implement targeted improvements in activity-to-pipeline yield. Prospect Engagement (New Logo Only) - Coach discovery excellence to connect prospect pain to measurable outcomes and differentiated value. - Join critical prospect interactions to accelerate progress, strengthen executive alignment, and support negotiation strategy. - Ensure Sales Engineering execution (demos, proof points, technical validation) aligns to MEDDPICC needs and close plans. Operational Rigor & Cross-Functional Execution - Run a disciplined operating cadence (pipeline reviews, deal reviews, skills coaching) with strong CRM hygiene. - Ensure clean post-close handoff from AE to AM/SAM (stakeholders, success criteria, scope/expectations, risks, timeline) to enable smooth onboarding. - Leverage technology—including AI tools where appropriate—to accelerate analysis and documentation, while maintaining strong controls and validation. AI-Enabled Selling & Market Positioning - Champion AI-enabled selling practices to improve prospecting efficiency, pipeline analysis, and forecasting accuracy. - Ensure the team credibly positions Advantive’s AI capabilities in prospect conversations and value narratives. - Drive adoption of modern selling tools and continuous improvement in sales productivity and effectiveness. Competencies Behavioral Competencies - Communication: Clear, persuasive communicator—strong in written and verbal storytelling, value articulation, and coaching others to deliver crisp messages to prospects and internal stakeholders. - Relationship Building (Prospect-Centric): Establishes credibility and trust with prospective buyers and economic stakeholders; teaches the team how to build executive alignment across multi-stakeholder buying groups. - Team Collaboration & Internal Orchestration: Owns the internal ecosystem required to win—aligns BDRs, Sales Engineering, Marketing, RevOps, Product, and AM/SAM for a cohesive prospect experience and fast deal execution. - Sales Coaching: Elevates performance through call coaching, deal strategy, MEDDPICC inspection, and consistent skill development across AEs and BDRs; reinforces accountability and raises the bar on execution quality. - Executive Presence: Engages credibly with senior buyers and internal leaders; commands complex conversations, aligns stakeholders, and drives decisive outcomes Functional Competencies - New Logo Acquisition Leadership: Builds repeatable outbound motions that consistently create qualified pipeline and close net-new customers; drives competitive displacement and maintains clear ICP focus - Analytical Skills: Uses data to diagnose funnel bottlenecks, improve conversion, and increase productivity; translates insights into specific coaching actions and operating changes - Forecasting Discipline: Maintains accurate forecasts through evidence-based deal validation, strong CRM hygiene, risk identification, and consistent inspection cadence - Operational Excellence: Builds rigorous operating rhythms (pipeline reviews, deal reviews, performance readouts) and enforces standards that improve predictability and execution quality - Forward Sales Leadership: Integrates AI tools into prospecting, research, pipeline analysis, and forecasting to drive productivity gains—while maintaining strong controls and validation.

We are seeking a high-performing New Logo Enterprise Account Executive to own and expand a strategic enterprise territory within our Packaging vertical. This is a true hunter role, focused exclusively on generating net-new revenue across independent and integrated corrugated packaging manufacturers. You will lead complex, consultative sales cycles — partnering with plant leadership, operations executives, IT stakeholders, and ownership groups to deliver measurable operational and financial outcomes. Success in this role requires industry credibility, disciplined pipeline generation, and the ability to engage senior decision-makers in value-based conversations. Responsibilities: - Drive net-new opportunities within Corrugated, Rigid, and Pre-print packaging manufacturers to exceed quarterly and annual bookings targets - Develop and execute a strategic territory growth plan within the Packaging vertical - Selling next-generation, AI-enhanced ERP solutions built for modern manufacturing - Lead full-cycle enterprise sales processes from prospecting through close - Build and maintain a robust pipeline through outbound prospecting, trade shows, industry events, BDR collaboration, and data tools (e.g., ZoomInfo) - Respond to inbound inquiries and identify expansion opportunities for value-added modules - Partner cross-functionally with Marketing, Product, Sales Engineering, and Customer Success to advance deals - Research target accounts, identify key decision-makers, and tailor solution messaging - Deliver compelling executive-level presentations and ROI-driven business cases - Maintain accurate and disciplined pipeline management in Salesforce - Represent Advantive at conferences, industry events, webinars, and networking functions - Build long-term relationships within assigned territory to drive sustained growth What Success Looks Like: - Consistent generation of qualified pipeline - Executive-level engagement and credibility in packaging manufacturing environments - Closed-won enterprise deals with measurable customer impact - Strategic territory expansion within the first 12–24 months

We are seeking a high-performing New Logo Enterprise Account Executive to own and expand a strategic enterprise territory within our Packaging vertical. This is a true hunter role, focused exclusively on generating net-new revenue across independent and integrated corrugated packaging manufacturers. You will lead complex, consultative sales cycles — partnering with plant leadership, operations executives, IT stakeholders, and ownership groups to deliver measurable operational and financial outcomes. Success in this role requires industry credibility, disciplined pipeline generation, and the ability to engage senior decision-makers in value-based conversations. Responsibilities: - Drive net-new opportunities within Corrugated, Rigid, and Pre-print packaging manufacturers to exceed quarterly and annual bookings targets - Develop and execute a strategic territory growth plan within the Packaging vertical - Selling next-generation, AI-enhanced ERP solutions built for modern manufacturing - Lead full-cycle enterprise sales processes from prospecting through close - Build and maintain a robust pipeline through outbound prospecting, trade shows, industry events, BDR collaboration, and data tools (e.g., ZoomInfo) - Respond to inbound inquiries and identify expansion opportunities for value-added modules - Partner cross-functionally with Marketing, Product, Sales Engineering, and Customer Success to advance deals - Research target accounts, identify key decision-makers, and tailor solution messaging - Deliver compelling executive-level presentations and ROI-driven business cases - Maintain accurate and disciplined pipeline management in Salesforce - Represent Advantive at conferences, industry events, webinars, and networking functions - Build long-term relationships within assigned territory to drive sustained growth What Success Looks Like: - Consistent generation of qualified pipeline - Executive-level engagement and credibility in packaging manufacturing environments - Closed-won enterprise deals with measurable customer impact - Strategic territory expansion within the first 12–24 months