FMX

• Lifecycle & Funnel Optimization: Build and maintain full funnel visibility, managing dashboards for lead flow, scoring performance, stage-by-stage conversion, and stage aging across K-12, Higher Ed, and Commercial segments. Own the Lead to MQL conversion KPI end-to-end. • Campaign Architecture: Define and assign the campaign roadmap for the campaign execution team, establishing a seamless handoff operating rhythm with clear briefs, success metrics, and a review cadence. • Email & Nurture Strategy: Design and execute advanced nurture programs that welcome new leads, re-engage cold accounts, follow up after events, and deliver industry-specific content tailored to our unique target audiences. • Customer Marketing & Expansion: Build and scale FMX's customer marketing program, including advocacy, referrals, customer speakers, case studies, and review platform engagement (G2, Capterra, Software Advice). • Pipeline Motion: Partner with CS and Product Marketing to stand up the expansion pipeline motion through cMQLs, cross-sell/upsell campaigns, customer webinars, and in-product communications. • CRM & Marketing Automation: Leverage Marketo and CRM platforms to architect programs, manage lead scoring QA alongside RevOps, and tune campaign triggers quarterly. • Reporting & Analytics: Define the metrics framework for lifecycle marketing KPIs, laddering them to pipeline and revenue. Publish a recurring state-of-funnel readout to marketing and sales leadership.

• Build and run FMX's account-based marketing program end-to-end. • Operate our ABM platform (Demandbase) as a power user, managing audience building, intent signal tuning, ad delivery, measurement, and reporting. • Design and ship multi-channel account plays that combine ads, content, intent signals, and sales outreach into coordinated campaigns against Tier 1 and Tier 2 accounts. • Own the Marketing Qualified Account (MQA) motion end-to-end. • Own day-to-day performance across Google Ads, LinkedIn, paid social, retargeting, and ABM ad orchestration. • Build a robust testing roadmap and partner with content and CRO teams to continuously improve paid traffic conversion. • Partner closely with sales and SDR leadership to establish an airtight feedback loop on account quality. • Define the metrics framework for ABM and paid channels, publishing a recurring state-of-accounts readout.

**As an Enterprise Account Executive, you will:** - Own and manage a list of 300+ strategic potential customers - Achieve quota targets for both new business and expansion within these key accounts - Build relationships with potential clients; analyze their current challenges and quickly decipher if and how FMX can help solve these challenges - Progress potential clients through the buyer’s journey and FMX sales funnel, i.e. prepare and host platform demonstrations, negotiate contracts, educate key decision makers on the product, etc. - Utilize Salesforce, Gong, and other platforms within the FMX tech stack to properly manage and facilitate opportunities - Utilize all the resources at your disposal to effectively and efficiently secure deals - Achieve and exceed quarterly/annual metrics (meetings held, ARR closed, etc.) - Collaborate with your SDR team regarding prospect notes, meeting times, and key topics to review for all meetings set - Contribute to strategic weekly sales and training meetings - Actively pursue self-improvement and assist the team in meeting company goals - Manage pipeline and opportunities to ensure all data is accurate and up to date

• Hire, coach, and develop a high-performing team of Solution Engineers • Build both technical depth and consultative selling skills within the team • Foster a culture of curiosity, accountability, and continuous improvement • Establish clear performance expectations and career development paths • Partner with Sales to qualify opportunities and improve deal quality • Identify and communicate product-market fit gaps to the Product team, including timelines for future functionality or confirmation that gaps will not be addressed. • Support successful client transitions from pre-sales to implementation by establishing clear expectations, scope, and handoff processes when product-market fit is confirmed, and clients select FMX. • Ensure delivery of high-quality, tailored product demonstrations that clearly articulate value and differentiation • Validate that proposed solutions align with customer requirements, constraints, and desired outcomes. Identify risks, gaps, or misalignments early in the sales cycle • Oversee technical discovery, solution design, and validation to align with customer needs and use cases • Establish best practices for demos, proofs-of-concept, and technical presentations • Partner with RevOps and/or finance to determine the most effective use of solution engineering resources based on their impact on win rates, average deal size, deal velocity, and SaaS Magic Number (ARR for the quarter divided by sales and marketing spend for the previous quarter) • Reallocate resources and propose changes to the team, their focus, and processes to deliver improvements in win rates, average deal size, deal velocity, and SaaS Magic Number, where an SE resource(s) was utilized to the CRO via business cases • Develop and refine playbooks for discovery, demos, and solution design • Implement tools and processes to improve efficiency and consistency across the team • Drive the use of reusable assets, demo environments, and solution templates • Determine whether specific segments and bands require SE resources or whether AEs can deliver the demo using live software or demoware

• Design, build, and continuously improve a scalable SMB programming system that drives customer engagement, product adoption, and retention across 2,000+ accounts. • Plan and execute multi-channel customer communication campaigns including email blasts, newsletters, and targeted outreach sequences. • Host and produce customer-facing webinars, virtual events, and live Q&A sessions on topics informed by real customer trends and pain points. • Develop customer education content such as video walkthroughs, help guides, and best practice resources that reduce inbound outreach and increase self-sufficiency. • Build and manage automated playbooks, workflows, and health score triggers in Planhat (CRM) to enable proactive, data-driven customer engagement at scale. • Analyze customer data and inbox trends to identify the most pressing pain points across the SMB segment and translate those insights into actionable programming. • Collaborate closely with the SMB Customer Outcome Manager team to ensure programming addresses real customer needs and aligns with account-level outreach. • Track, report on, and continuously optimize program performance metrics including open rates, webinar attendance, adoption indicators, and retention outcomes. • Identify opportunities for upsell and cross-sell through programmatic touchpoints, surfacing qualified leads for the COM team. • Manage and record all program activities, campaign results, and customer engagement data in Planhat. • Serve as a Customer Outcome Manager for a select portfolio of SMB accounts as needed, ensuring retention through driving value, product adoption, and customer satisfaction. • Travel to customer events, conferences, and FMX regional forums as needed.

• Upsell and cross-sell additional features of the FMX software • Convert leads generated by the retention team and generate leads within assigned territory • Prospect for new leads through the use of sales sequences and tools • Present informed offers that take into account customers’ goals, needs, and recent activity • Keep accounts in compliance with the licenses that were purchased • Collaborate regularly with the Marketing department to produce effective campaigns • Record meetings, phone calls, follow-ups, and miscellaneous tasks in Gainsight • Follow upsell and expansion playbook to work an account from qualified to closed • Collaborate with the Customer Retention Manager and the rest of the CS team to build pipeline and close deals • Travel to customer events; approximately 1-3 events per quarter

**Responsibilities: **As the Manager of Professional Services, you will:** - Provide direct leadership, coaching, and professional development for the Project Engineering team, ensuring high engagement and technical excellence while scaling the program to support organizational growth. - Manage team capacity and project assignments to ensure on-time delivery of high-quality master facility planning, facility assessments, and capital plans across a diverse portfolio of clients. - Establish and maintain standardized methodologies for site surveys, data capture, and technical reporting to ensure consistency and accuracy across all team deliverables. - Work closely with the Chief Customer Officer to align engineering services with company growth goals, customer retention strategies, and product development. - Continuously refine the "FCA playbook," identifying opportunities to use technology and data tools to increase the efficiency of field assessments and report generation. - Partner with Sales and Customer Success to scope complex engagements, acting as a high-level technical lead during pre-sales discovery or for "at-risk" strategic accounts. - Act as the voice of the engineering team to the Product and Engineering departments, translating field trends and customer feedback into actionable features for the FMX platform. - Define and track key performance indicators (KPIs) for the team, including project margins, delivery timelines, and customer satisfaction scores. - Oversee the tools, software, and equipment utilized by the field team, ensuring safety oversight and that they have the resources needed to perform assessments safely and effectively, including vertical or high-access inspections.

Are you a seasoned facilities leader with a passion for developing high-performing technical teams? Do you excel at bridging the gap between complex engineering consulting and scalable business operations? FMX is seeking a Manager to lead our team of technical experts, drive execution of our Professional Services (PSG) organization, including Facility Condition Assessment (FCA) services, and ensure our customers receive world-class strategic guidance. As the Manager of Professional Services Group, you will oversee a talented team of Project Engineers and Facilities Specialists. Your mission is to balance team capacity, mentor technical staff, and refine the delivery processes that help our K–12, higher education, and municipal customers master their capital planning. You aren't just managing people; you are ensuring the integrity of our data, the growth of our consultants, and the continued integration of our services with the FMX product suite. Responsibilities: As the Manager of Professional Services, you will: - Provide direct leadership, coaching, and professional development for the Project Engineering team, ensuring high engagement and technical excellence while scaling the program to support organizational growth. - Manage team capacity and project assignments to ensure on-time delivery of high-quality master facility planning, facility assessments, and capital plans across a diverse portfolio of clients. - Establish and maintain standardized methodologies for site surveys, data capture, and technical reporting to ensure consistency and accuracy across all team deliverables. - Work closely with the Chief Customer Officer to align engineering services with company growth goals, customer retention strategies, and product development. - Continuously refine the "FCA playbook," identifying opportunities to use technology and data tools to increase the efficiency of field assessments and report generation. - Partner with Sales and Customer Success to scope complex engagements, acting as a high-level technical lead during pre-sales discovery or for "at-risk" strategic accounts. - Act as the voice of the engineering team to the Product and Engineering departments, translating field trends and customer feedback into actionable features for the FMX platform. - Define and track key performance indicators (KPIs) for the team, including project margins, delivery timelines, and customer satisfaction scores. - Oversee the tools, software, and equipment utilized by the field team, ensuring safety oversight and that they have the resources needed to perform assessments safely and effectively, including vertical or high-access inspections.

• Own and execute FMX’s SEO strategy, including keyword research, on-page optimization, technical SEO, and monitoring/refinement • Manage, mentor, and shape a digital optimization team • Monitor rankings, traffic, and SERP behavior to continuously refine strategy • Expand into emerging AI search paradigms (AI search, GEO, zero-click environments) • Lead CRO strategy across key website journeys (demo requests, lead magnets, product pages) • Design and run A/B tests and experiments to improve conversion rates • Implement personalization and dynamic content experiences • Analyze user behavior (heatmaps, session recordings, funnel analysis, usability tests) to identify friction points • Partner with design and development to implement and iterate on improvements, advocating for a data-driven approach to design decisions • Build dashboards and reporting frameworks for website and campaign performance • Analyze campaign and channel performance to inform optimization efforts • Define and track KPIs across the full funnel (traffic → engagement → conversion → pipeline) • Work within tools like Google Tag Manager to implement tracking, events, and integrations and support system integrations • Ensure data accuracy, consistency, and proper attribution across systems

• Serve as the dedicated point of contact for accounts post-implementation and own the overall customer relationship by ensuring retention through driving value, user adoption, and satisfaction • Identify leads for upsell and cross-sell of additional features of the FMX software • Record meetings, phone calls, follow-ups, and miscellaneous tasks in Gainsight • Build strong relationships with the customer executive levels and ensure they are consistently seeing the value of FMX • Travel to customer events