Platform Science

• Develop trusted relationships with executive and operational stakeholders across assigned accounts. • Understand customer business goals, operational challenges, and long-term technology strategies. • Serve as the primary point of contact throughout the customer lifecycle. • Help customers maximize adoption of Platform Science solutions and applications. • Lead regular business reviews focused on measurable outcomes and ROI. • Ensure customers realize ongoing value from their investment. • Proactively monitor account health and mitigate renewal risks. • Identify expansion opportunities through upselling, cross-selling, and additional platform capabilities. • Partner with Sales on commercial strategies that support customer growth. • Represent customer feedback internally. • Collaborate closely with Product, Engineering, Support, and Implementation teams to improve the customer experience. • Help influence future platform enhancements based on customer needs.

Role Description Platform Science is seeking a highly accomplished and strategic Director of Mid-Market Accounts to lead, mentor, and empower our team of Account Managers (AMs). This critical leadership role will be responsible for overseeing the strategic direction, growth, and retention of Platform Science's mid-market accounts, collectively representing a significant portion of our annual revenue. As the Director of Mid-Market Accounts, you will be instrumental in shaping our account strategy, driving consistent performance across your team, and fostering deeper, more impactful relationships with our most valuable clients. You will serve as an escalation point for complex client needs and negotiations, ensuring our AMs are equipped to deliver exceptional value and achieve ambitious revenue retention and growth targets within their multi-million dollar portfolios. Essential Responsibilities - Develop and execute the overarching account strategy for Platform Science in the mid-market segment, aligning with company revenue goals and market opportunities. - Identify and prioritize key strategic initiatives to drive retention, expansion, and new business within the mid-market account portfolio. - Stay abreast of industry trends, competitive landscape, and client needs to proactively identify opportunities for Platform Science to enhance its offerings and market position. - Lead, manage, and mentor a team of 5-7 Account Managers, fostering a high-performance culture focused on client success, strategic thinking, and continuous improvement. - Provide strategic guidance and support to AMs on complex account planning, executive relationship management, commercial negotiations, and risk mitigation. - Conduct regular performance reviews and provide constructive feedback, supporting the professional growth and career advancement of the AM team. - Facilitate knowledge sharing and best practices across the global accounts team to elevate overall performance and consistency. - Cultivate and maintain executive-level relationships with key stakeholders within Platform Science's accounts, acting as a senior point of contact and trusted advisor. - Serve as an escalation point for critical client issues, ensuring swift resolution and maintaining high levels of customer satisfaction. - Represent Platform Science at executive business reviews and strategic client discussions. - Oversee the aggregate revenue performance of the mid-market account portfolio, ensuring the achievement of retention and growth targets. - Support AMs in complex contract renewals and negotiations, ensuring favorable terms for Platform Science and a smooth quote submission and approval process while preserving long-term client partnerships. - Identify and drive cross-sell and up-sell opportunities within the account base, working in conjunction with product and sales leadership. - Act as a primary voice of the customer for the account segment, translating client needs and market insights into actionable feedback for product, engineering, and senior leadership teams. - Collaborate closely with cross-functional teams including Product, Engineering, Sales, Marketing, Service Delivery and Finance to ensure seamless client experiences and coordinated account strategies. - Champion the needs of the mid-market accounts team internally, ensuring they have the necessary resources and support to succeed. - Ensure accurate and reliable revenue forecasting for the entire global accounts portfolio, providing regular, insightful reports to senior leadership. - Implement robust account health monitoring and risk mitigation strategies to proactively address potential churn and maximize retention. - Develop and enforce consistent reporting mechanisms for AMs to track performance, client health, and market insights. Performance Objectives & Success Metrics - Overall revenue retention and growth across the entire mid-market account portfolio. - Consistent achievement of team-wide customer retention rates (e.g., >95% logo or revenue retention) for named global accounts. - Aggregate Customer Satisfaction (CSAT) / Net Promoter Scores (NPS) from assigned accounts. - Accuracy of mid-market accounts revenue forecasts (e.g., +/- 5-10% predictability on a quarterly and annual basis). - Effective leadership and development of the AM team, as evidenced by team performance, retention, and professional growth. - Strategic impact on product roadmap and company strategy based on aggregated client feedback and market insights. Qualifications - Bachelor’s degree in Business Administration, Marketing, Technology, or a related field. - A minimum of 8+ years of progressive leadership roles deeply engaged with customer accounts, with at least 3+ years in senior leadership roles leading teams engaged with customer accounts, preferably within the technology or SaaS sector. - Demonstrable track record of leading teams that successfully retain and grow client portfolios, preferably within the technology or SaaS sector. - Extensive experience in developing and executing account plans for clients, particularly within the transportation, logistics, or related industries. - Proven ability to build and maintain strong, influential relationships with C-suite executives and key decision-makers in global organizations. Preferred Qualifications - Direct leadership experience within the transportation, logistics, telematics, or supply chain technology sector. - Formalized sales methodology training (e.g., Miller Heiman, Challenger Sale, MEDDIC, TAS). - Expert proficiency with CRM systems, particularly Salesforce, for pipeline management, forecasting, and reporting. Key Competencies & Skills - Strategic Vision & Execution: Exceptional ability to define and drive the strategic direction for mid-market accounts. - Executive Presence & Influence: Outstanding C-level communication, presentation, and interpersonal skills. - Team Leadership & Empowerment: Proven ability to inspire, motivate, coach, and develop a high-performing team of seasoned account managers. - Advanced Negotiation & Commercial Acumen: Mastery in high-stakes negotiation and structuring complex deals. - Relationship Architect: Superior ability to build deep, trust-based relationships with senior executives. - Cross-functional Collaboration: Exceptional ability to lead and collaborate effectively with internal teams. - Financial Acumen & Business Intelligence: Deep understanding of financial metrics and value-based selling. - Results Orientation & Accountability: A proactive, self-motivated, and results-driven leader. - Deep Industry Expertise: Comprehensive understanding of the transportation and logistics industry. - Technical Aptitude: Ability to quickly learn and articulate the value of Platform Science's technology platform. - Complex Problem-Solving & Risk Management: Strong analytical and problem-solving skills. Benefits - Medical, dental, and vision insurance - Short-term and long-term disability insurances - AD&D and life insurance - 401k plan - Paid vacation, sick leave and holidays - Six weeks of paid parental leave

• eCommerce customer accounts – ensuring accurate customer data for financial transactions and customer support. Updating customer records when needed and providing historical sales information to customers as requested. • eCommerce accounting – manage the financial operations of the online sales and monthly reporting; ensuring accuracy and compliance in areas like revenue reporting, sales tax, 606 reporting and financial reporting. • Record Keeping – maintaining accurate and up-to-date records for all ecommerce transactions. Ensure all documentation is included in Netsuite when recording any required journal entries. • Reporting and month-end – assisting with the monthly ecommerce revenue accounting to ensure recording of all sales incurred and reported to the correct account and in the correct period. • Accurately and efficiently handle cash applications using established procedures and reconcile all cash applications to completion. • Investigate and resolve any discrepancies or irregularities in cash applications • Engage with customers and credit department for clarifications on payment details as necessary • Communication – Interacting with customers and internal departments regarding sales and account update inquiries. • Account Reconciliations – reconciling various accounts and resolving discrepancies. • Special projects – assisting with various accounting projects and tasks as needed by the accounting department.

• Identify, troubleshoot, document, resolve, and escalate hardware and software issues via CRM • Communicating with customers via inbound/outbound calls, emails, casework, and chats • Ensure individual and team SLA’s/KPI’s are maintained and on track • Clearly and effectively communicate technical concepts, both verbally and in writing, to technical and non-technical audiences • Collaborate with senior team members and internal teams to ensure team visibility to ongoing issues • Prioritize inbound cases and requests based on severity and customer impact • Make recommendations on business processes, research approaches, technical tools, and overall team improvement opportunities • Collaborate on documentation creation needed for internal cross functional teams

• Define scope and business specifications for the technology team from concept to launch, with clarity and precision that reduces ambiguity before engineering begins • Own backlog management: prioritize stories and features, manage deadlines and deliverables, and communicate tradeoffs clearly to the team • Write and refine requirement specifications including user stories and feature acceptance criteria to a standard that engineering teams can build from confidently • Attend and lead Scrum ceremonies including refinement, planning, review, retrospective, and daily standups • Engage with customers, customer experience teams, and subject matter experts to understand workflows and translate them into actionable requirements • Collaborate with Engineering and Product colleagues to align on future enhancements and contribute to roadmap formation • Partner closely with the QA/Testing team to ensure usability and quality of tools developed • Work across teams and product areas to identify backlog synergies and foster collaborative development with local and global teams • Leverage AI and automation tools to accelerate documentation, story writing, discovery, and backlog grooming, and actively contribute to how our team evolves its development practices as new tooling matures • Support product launch activities and generate launch materials as needed i.e. Demos, User Guides, release notes and webinars.

Role Description We are looking for a highly analytical and strategic Pricing Strategist to join our Product Marketing team and help shape how Platform Science prices, packages, and brings its products to market. Product Marketing at Platform Science sits at the intersection of product strategy, go-to-market execution, and revenue growth. In this role, you will partner closely with Product, Finance, Sales, RevOps, Legal, and Customer Success to develop pricing strategies that support new product launches, evolving bundles, usage-based offerings, and migrations from legacy solutions. This role is ideal for someone who enjoys solving complex problems, building data-driven models, and translating ambiguity into clear, actionable pricing recommendations that enable confident decision-making across the business. This position reports directly to the Director of Product Marketing. Essential Responsibilities - Develop and evolve pricing and packaging strategies across Platform Science’s product portfolio, including platform subscriptions, app bundles, and add-ons. - Support pricing decisions for new products, bundles, and service tiers across SMB, mid-market, and enterprise customer segments. - Define value-based pricing and billing frameworks that clearly articulate customer value and differentiation. - Build and maintain pricing and revenue models to evaluate the impact of pricing changes on ARR, margin, adoption, and customer lifetime value. - Monitor pricing performance post-launch and recommend adjustments based on real-world data and customer behavior. - Collaborate closely with Product, Finance, Sales, RevOps, Customer Success, and Legal to align on pricing decisions and governance. - Present pricing strategies, trade-offs, and recommendations to senior leadership, translating complex analysis into clear narratives. - Drive SKU go-to-market readiness by ensuring cross-functional alignment and sign-off on commercial (Sellable), operational (Supportable), compliance (Defensible), and financial/billing (Billable) criteria for all new products and offerings. - Apply strong systems thinking to pricing design, ensuring proposed models can be accurately measured, tracked, and billed within existing or future billing infrastructure. - Be the liaison between the Business Systems & Finance billing teams and Product teams for monthly billing and customer billing inquiries. Qualifications - Bachelor’s degree preferred in Business, Finance, Economics, or a related field. - 5+ years experience in B2B SaaS companies. - Experience with B2B SaaS pricing and packaging models. - Strong analytical and financial modeling skills, with the ability to evaluate multiple pricing scenarios and trade-offs. - Proven ability to influence cross-functional stakeholders and drive alignment. - Comfort operating in fast-moving environments with evolving product portfolios and acquisitions. Benefits - Medical, dental, and vision insurance. - Short-term and long-term disability insurances. - AD&D and life insurance. - 401k plan. - Paid vacation, sick leave, and holidays. - Six weeks of paid parental leave.

• Build strong relationships with key stakeholders (Sales, Marketing, Finance, Business Systems & Legal) • Create, edit, review and analyze sales quotes based on requests from Sales to ensure pricing policies and compliance guidelines are followed • Process Sales Orders to ensure swift delivery to the customer • Electronically file all contracts and related customer paperwork • Work with the business systems team on data cleanup projects • Assist with sales meetings’ related activities as needed • Performs other duties as assigned by supervisor

Role Description Join our team as a Software Engineer Specialist and work on a cutting-edge web application. In this role, you will develop new features and provide support for a platform that delivers real-time, remote vehicle diagnostics. Your work will directly empower our clients and their customers by ensuring the stability and continuous improvement of this vital solution. Essential Responsibilities - Lead the design and architecture of complex software systems. - Create scalable and maintainable solutions, ensuring resilience and fault tolerance. - Partner with Product and Business leadership to translate complex business goals into feasible technical strategies. - Identify opportunities for technological improvements and innovation. - Stay updated with the latest industry trends and technologies. - Lead and mentor engineers on projects. - Mentor junior engineers and facilitate their professional growth. - Drive the coding standards and security practices across the company. - Communicate technical concepts to non-technical team members. - Write, review, and maintain high-quality code. - Optimize performance and scalability of software systems. - Identify, diagnose, and resolve complex technical issues. - Ensure the quality and reliability of software through testing and validation. - Maintain comprehensive documentation for code, processes, and systems. - Actively participate in Scrum ceremonies. Qualifications - Advanced experience with Java and Javascript (Groovy/NodeJS). - Experience with web application development frameworks (Spring/NestJS). - Experience with SQL and NoSQL databases (MySQL, MongoDB). - Experience with cloud technologies (AWS, Azure). - Experience with front-end frameworks, such as AngularJS and React. - Experience with CI/CD, Docker, and Kubernetes. - Advanced English level. - Ability to work cross-functionally with people from other departments and disciplines. - Problem solver and self-starter.

Brazil - Remoto Na Platform Science, trabalhamos para conectar tudo que se move. Fundada em 2015, somos uma plataforma de IoT aberta que faz parcerias com frotas inovadoras, desenvolvedores de aplicativos, fabricantes de veículos e fornecedores de equipamentos no setor de transporte para fornecer soluções revolucionárias aos profissionais da cadeia de suprimentos em todo o mundo. Nossos colaboradores são um grupo envolvente e diversificado de pessoas que acreditam no poder das grandes ideias. Contratamos pessoas com diferentes experiências e perspectivas para construir uma cultura empresarial que impulsione o crescimento por meio da inovação. Valorizamos ações atenciosas e empatia pelos outros. Abordamos os desafios com resiliência e criatividade, ao mesmo tempo que incentivamos a transparência porque, não importa nossa origem ou responsabilidades, somos uma equipe. Sobre a vaga: Competências e Responsabilidades - Gestão Proativa e Estratégica de Tickets: Realizar o monitoramento e a gestão proativa de tickets abertos pelos grandes clientes. Isso inclui assegurar o registro detalhado, a categorização correta e o encaminhamento eficiente das demandas, além de identificar tendências e propor melhorias nos processos. - Comunicação de Alto Nível com o Cliente: Manter os clientes informados sobre o status de seus tickets e projetos, fornecendo atualizações claras e concisas, gerenciando expectativas e negociando prazos quando necessário. Você atuará na resolução de problemas mais complexos, compreendendo o impacto das pendências no negócio do cliente. - Ponto Focal e Coordenação Otimizada: Ser o principal ponto de contato para os clientes, coordenando de forma eficaz as interações entre o cliente e as diversas áreas internas (técnica, suporte, comercial, etc.). Isso envolve escalonar problemas de forma estratégica, identificar gargalos e propor soluções para agilizar as resoluções, sempre com base em um entendimento aprofundado dos processos internos. - Análise e Apresentação de Indicadores de Performance: Preparar e apresentar relatórios detalhados de indicadores de tickets e performance de atendimento em reuniões periódicas com os clientes. Analisando os resultados, identificando oportunidades de melhoria e propondo planos de ação alinhados aos objetivos de negócio do cliente. - Desenvolvimento de Relacionamento e Compreensão de Negócio: Construir e fortalecer relacionamentos estratégicos com os grandes clientes, atuando como um consultor e parceiro. Capacidade de compreender os principais impulsionadores de negócio do cliente será fundamental para antecipar necessidades, propor soluções personalizadas e identificar oportunidades de expansão. - Melhoria Contínua de Processos: Contribuir ativamente para a melhoria dos processos e políticas de atendimento, compartilhando insights obtidos no dia a dia e propondo otimizações que resultem em maior eficiência e satisfação do cliente. Resolução de problemas - Trabalha em problemas de escopo moderado onde a análise de situações ou dados exige a revisão de vários fatores; analisa possíveis soluções usando experiência técnica, julgamento e precedentes; aplica políticas e procedimentos da empresa para resolver uma variedade de questões. Formação - Formação superior completa em áreas como Administração, Comunicação, Marketing, Tecnologia da Informação ou áreas correlatas. Idiomas - Desejável Inglês Básico. Experiência - Avançadas habilidades de comunicação, tanto escrita quanto verbal e atendimento a grandes contas - Habilidade de execução de trabalho sob pressão, dentro dos prazos estabelecidos; - Capacidade de seguir procedimentos e protocolos estabelecidos. - Conhecimento avançado em sistemas de gestão de tickets (CRM ou plataformas de help desk) e ferramentas de análise de dados. Competências Essenciais - Comprometimento - Comunicação - Ética - Proatividade - Integridade - Colaboração

• Serve as primary SME and strategic owner for NetSuite (ERP) and Salesforce (CRM) • Architect scalable solutions across the Lead-to-Cash lifecycle • Define platform standards, governance, and integration design patterns • Translate business needs into technical roadmaps • Balance short-term delivery with long-term scalability • Lead a global team across NA, LATAM, and EU • Set performance expectations and coaching plans • Build a high-accountability, collaborative culture • Partner with HR and IT leadership on hiring and team scaling • Lead end-to-end implementations and enhancements • Manage integrations (Boomi, Snowflake, Zoom, TalkDesk, etc.) • Oversee data migration, testing, and deployment • Drive change management and adoption • Improve workflows across Finance, Sales Ops, Supply Chain, and PLM • Lead business analysis and future-state design • Ensure audit readiness and compliance • Own system health, releases, and user administration • Resolve complex system issues • Manage vendors and licensing • Maintain roadmap and backlog prioritization