SORACOM

• Maintain and Kaizen Salesforce across US and EUK regions • Administer and optimize Soracom's Salesforce instance for US and EUK sales teams, managing data quality, custom objects, lead/opportunity workflows, multi-currency pipelines, regional territories, and user provisioning. Ensure data structures support region-specific reporting and compliance requirements. • Build regional dashboards and consolidated forecast reporting • Maintain pipeline, forecast, and KPI dashboards in BI tools ( Looker/Superset) that give regional Sales leaders and the Head of Operations a clear, unified view, segmented by US and EUK, with multi-currency normalization and region-specific conversion benchmarks. • Lead kaizen of the sales process across US & EUK • Apply a kaizen (continuous improvement) approach to every stage of the sales funnel in both regions. Identify friction points unique to each market, run structured improvement cycles, measure impact, and embed learnings back into process documentation and tooling. Balance global consistency with regional nuance, what works in the US may need adaptation for EUK market dynamics, buyer behaviors, or regulatory context. • Standardize and adapt workflows across regions • Map and maintain end-to-end sales process documentation for both US and EUK teams — lead routing, qualification criteria, deal desk, and CS handoff — with region-specific variants where needed. • Drive async coordination via Slack across time zones • Use Slack as the operational hub to design workflows and communication rhythms that keep US and EUK teams aligned without requiring constant real-time overlap.

Role Description Soracom is a global IoT connectivity platform trusted by thousands of enterprises worldwide. As our Sales Operations Manager, you'll be the operational backbone for our US and Europe/UK sales organizations — building the systems, data infrastructure, and processes that enable two high-performing regional teams to scale in a fast-moving IoT market. Central to this role is a kaizen mindset: driving continuous, incremental improvement across every stage of the sales process and embedding a culture of measurement and iteration. You'll sit within Operations, report to the Head of Operations, and work closely with Sales leadership in both regions to turn strategy into execution. Key Responsibilities - Maintain and Kaizen Salesforce across US and EUK regions. - Administer and optimize Soracom's Salesforce instance for US and EUK sales teams, managing data quality, custom objects, lead/opportunity workflows, multi-currency pipelines, regional territories, and user provisioning. - Ensure data structures support region-specific reporting and compliance requirements. - Build regional dashboards and consolidated forecast reporting. - Maintain pipeline, forecast, and KPI dashboards in BI tools (Looker/Superset) that give regional Sales leaders and the Head of Operations a clear, unified view, segmented by US and EUK, with multi-currency normalization and region-specific conversion benchmarks. - Lead kaizen of the sales process across US & EUK. - Apply a kaizen (continuous improvement) approach to every stage of the sales funnel in both regions. - Identify friction points unique to each market, run structured improvement cycles, measure impact, and embed learnings back into process documentation and tooling. - Balance global consistency with regional nuance, adapting strategies as needed. - Standardize and adapt workflows across regions. - Map and maintain end-to-end sales process documentation for both US and EUK teams — lead routing, qualification criteria, deal desk, and CS handoff — with region-specific variants where needed. - Drive async coordination via Slack across time zones. - Use Slack as the operational hub to design workflows and communication rhythms that keep US and EUK teams aligned without requiring constant real-time overlap. Qualifications - Must be fluent in English and possess excellent writing skills. - Legally eligible to work in the United States. - Experience supporting or managing sales operations across multiple regions — ideally US and EMEA/UK simultaneously. - Proven track record applying kaizen or continuous improvement methodologies to sales or business processes. - Hands-on Salesforce administration experience including multi-currency and multi-territory configuration. - Proficient with BI tools (Looker, Superset) for building exec-ready, multi-region dashboards. - Comfortable with async-first collaboration in Slack across US and European time zones. - Strong analytical mindset — able to translate multi-region pipeline and performance data into actionable insights for leadership. - Be autonomous and driven, with a positive and enthusiastic attitude. - Able to work from home and has a dedicated and quiet focus area or workspace. - Ability to thrive in a growing, fast-paced work environment. - You’re comfortable exploring and using emerging AI tools to enhance efficiency, effectiveness, and creativity in your work. Desirable Experience and Skills - Bachelor’s Degree or relevant experience preferred. - Knows the basic IT around servers, networking, and AWS services. - Has previous working experience or exposure to Slack. - WFH experience. - Salesforce Admin Certification is a bonus. - Spanish language skills are a bonus. Who you are - You are curious, persistent, and coachable. - Excellent organisational and time-management skills. - Attention to detail is a must. - Your communication is professional, consistent, and empathetic. Location - Fully remote work within the United States. - Work from wherever you want in the US - as long as you have a great internet connection. - Flexible working hours. - Brand new, up-to-date equipment to work with. - An environment where you’ll learn more in 6 months than you would typically in several years.

• Customer/Partner Account Support: Manage and assist unassigned customer accounts by addressing inquiries, resolving issues, and ensuring a smooth customer experience. Ensure that partner registrations and referred leads are entered and routed in an expeditious manner. • Customer/Partner Inquiry Handling: Respond to customer inquiries via email, phone, and chat, ensuring timely and professional resolutions. Where the customer or partner is assigned, engage with the sales or partnership teammate to ensure timely resolution. • Partner Reporting Management: Support partners with POS reports, commissions reports, and inventory reports, troubleshoot issues, and provide guidance as needed. Communicate with the partner and sales teams to ensure information is going where it needs to for a brilliant experience. • Invoice & Payment Follow-up: Track, process, and follow up on invoices and payments to ensure timely collection and resolution of outstanding balances. • Shipping Coordination: Provide accurate shipping information to both partners and customers, ensuring transparency in order fulfillment and compliance with legal agreements. • Event Logistics: Coordinate logistics for conferences, trade shows, and company-hosted events (e.g., Soracom events), including vendor communication, travel arrangements, and on-site support for the sales and partnership teams. • You will demonstrate our Leadership Principles, such as Customer-Centric, Proactive, Just Do It, Dive Deep, Emotionally Mature and Deliver Results daily.

• Partner with Customer Success Managers (CSMs) to support and grow assigned strategic accounts • Own the technical success and ongoing optimization of customer deployments • Develop a deep understanding of customer architectures, device deployments, and connectivity models • Serve as a trusted technical advisor to customer engineering and product teams • Lead technical discovery, demos, and presentations, adapting in real time to customer requirements • Support solution-focused discussions for both existing account expansion • Identify and drive expansion opportunities and support renewals through strong technical guidance • Help customers adopt additional Soracom capabilities to increase long-term value and platform usage • Proactively identify optimization opportunities and architectural improvements • Troubleshoot complex connectivity and system issues in collaboration with internal teams • Translate customer pain points into clear technical and business-aligned solutions • Communicate customer feedback and requirements to product and engineering teams • Collaborate cross-functionally to align customer needs with product direction and delivery • Contribute to internal best practices and reusable assets to scale customer success efforts • Collect and share competitive insights to inform product strategy

Role Description Soracom is seeking a Customer Success Engineer / Architect to serve as the technical counterpart to our Customer Success Managers (CSMs) for strategic and high-growth accounts. This role is focused on post-sales technical engagement, with the primary objective of diving deep into existing customer deployments, understanding technical architectures and market environments, and driving retention and net revenue expansion. In this role, you will: - Partner closely with customers to optimize their use of Soracom services. - Identify new opportunities for value creation and expand overall share of wallet. - Act as a trusted technical advisor, solution architect, and strategic partner to customers operating in complex IoT environments across various industries. This position requires strong technical fluency combined with business awareness. You should be comfortable translating architectural recommendations into measurable business outcomes, helping customers achieve both technical success and commercial value. Success in this role will be measured by customer satisfaction, retention, and growth, including up-selling and cross-selling opportunities, as well as your contribution to broader sales and business objectives. Qualifications - 7+ years of experience in IoT, networking, cloud architecture, or cellular connectivity in customer-facing roles. - Strong ability to explain complex technical concepts clearly to both technical and non-technical audiences. - Solid technical foundation in networking, cloud, and/or software development. - Demonstrated problem-solving and troubleshooting skills in complex systems and environments. - Ability to manage multiple priorities and work effectively across parallel customer engagements. - Strong interpersonal and communication skills, with experience collaborating across diverse and global teams. - Curiosity and a continuous learning mindset, with a willingness to explore new technologies and approaches. - Experience using AI tools to improve personal productivity and enhance customer engagement. - Excellent written, verbal, and presentation skills. - Willingness to travel as needed. - Bachelor’s degree in Computer Science or equivalent practical experience. Requirements - Experience working within IoT ecosystems, including device, connectivity, and cloud integration. - Experience developing or integrating both hardware and software solutions. - Familiarity with public cloud platforms and services such as AWS, Azure, or GCP. - Experience configuring and working with cellular hardware, including modules and gateways. - Strong understanding of network infrastructure concepts, including routing, switching, and firewalls. - Experience with APIs, system integrations, and data flow between distributed systems. - Familiarity with cellular technologies such as LTE, 5G, and eSIM. - Experience in solution architecture, technical consulting, or similar customer-facing engineering roles. Benefits - Fully remote work, must reside in the USA. - Remote-first work environment for employees based in the United States. - Flexible scheduling that supports productivity and work-life balance while accommodating customer needs and team collaboration. - Access to modern tools, a dedicated technology budget, and leading AI platforms to help you innovate, learn, and do your best work. - Opportunities for rapid learning, professional development, and career growth through exposure to complex, real-world customer challenges. - Skills-based career progression, with advancement based on impact, contribution, and performance rather than tenure. - Collaborative, globally distributed team environment with experienced and highly capable colleagues across the US, Europe, and Japan. - Comprehensive health benefits including medical, dental, and vision coverage. - Retirement benefits, including a 401(k) plan and company match. - Life insurance, including basic, voluntary, and AD&D coverage. - Paid time off, including vacation, sick leave, volunteer time and company-observed holidays. - Family-friendly benefits, including maternity, paternity, and parental leave. - Short-term and long-term disability benefits. - Employee stock option program.

• Own SQLs passed from the BDR team and drive them through the full sales cycle to close. • Build and execute account plans — identifying upsell, cross-sell, and new pipeline opportunities within your book of business, and designing targeted outreach scenarios in collaboration with the SDR/BDR team. • Execute full-cycle sales — from initial discovery through to negotiation, closing, and post-close handover. • Build and maintain strong relationships with key stakeholders, including technical leads and business decision-makers. • Manage CRM (pipeline, forecasting, account records) accurately and consistently. • Develop a solid understanding of Soracom's platform to establish technical credibility in customer conversations, articulate value clearly, and connect customer challenges to the right internal resources — escalating to Solutions Architects when deeper technical expertise is needed. • Collaborate closely with internal teams (Marketing, Legal, Business Development) to drive deals forward and ensure a seamless customer experience. • Gather customer insights and share feedback with Product and Go-to-Market teams. • Represent Soracom at industry events, exhibitions, and conferences as needed.

Role Description An exciting opportunity has arisen for an Account Executive to join our growing Sales team and drive revenue growth across the EU/UK region. In this role, you will be responsible for progressing and closing Sales Qualified Leads (SQLs), expanding existing SME accounts, and proactively identifying new opportunities within your book of business. You will primarily work with SME customers across a broad range of European markets and industry verticals where IoT and AI convergence is accelerating. Key verticals include: - Industrial IoT (Smart Factory, Predictive Maintenance) - Consumer/Smart Living (HVAC, BEMS, Smart Appliances) - Smart Mobility (EV charging, Fleet Management) - Transactional Systems (Payment solutions, Vending) You will own the full sales cycle from SQL through to close, and build trusted relationships with technical and business stakeholders across your accounts. Qualifications - 5+ years of experience in B2B sales, selling SaaS, IoT, or connectivity solutions. - Experience managing the complete end-to-end sales lifecycle for Small and Medium Enterprises (SMEs). - Proven track record of converting Sales Qualified Leads (SQLs) into closed-won business. - Experience developing account plans and designing sales scenarios. - Proven track record of acting as the primary point of contact for technical stakeholders. - Experience selling into diverse European markets. - Experience presenting to corporate cross-functional decision-makers. - Strong discipline utilising enterprise CRM suites (such as Salesforce). - Business-level proficiency in English. Requirements - Work experience in Mobile Network Operator (MNO) or Mobile Virtual Network Operator (MVNO). - Work experience in at least one of the following sectors: - Industrial IoT (Smart Factory, Predictive Maintenance) - Consumer/Smart Living (HVAC, BEMS, Smart Appliances) - Smart Mobility (EV charging, Fleet Management) - Transactional Systems (Payment solutions, Vending) - Experience collaborating with SDR/BDR and marketing teams. - "Just do it" attitude — proactive, flexible, and ready to help the team succeed. - Business-level proficiency in other major European languages (e.g., French, German, Spanish, Dutch, etc.). - Experience working remotely in an international environment. Benefits - Fully remote, with base in the UK preferred. - Flexible work environment - work from wherever you want. - Flexible work hours - work when you’re the most productive. - Technology budget - work with the most up-to-date tools available. - Skills-based promotion - be promoted based on your contributions. - A truly rewarding culture - work with individuals from across the world.

• Generate qualified leads through outbound phone and email prospecting • Working closely with our Marketing team to qualify inbound leads • Qualifying leads by using tools such as Salesforce, Outreach, and Zoominfo • Uncovering prospect needs, generating interest, and forwarding to the appropriate sales representative once qualified • Managing lead flow (keeping up with set sequences to prospects including phone calls, and emails) in Salesforce, and tracking qualified leads through acceptance by Sales Representatives • Meeting or exceeding set monthly goals • Working with internal teams, and other Customer Engagement Specialists to gather lead lists and execute prospecting campaigns based on territories • Demonstrate our Leadership Principles, such as Proactive, Customer Centric, Just Do It, Dive Deep, Emotionally Mature and Deliver Results

Role Description Soracom is seeking a motivated Customer Engagement Specialist with a passion for technology and the drive to build an incredible career. If you are a recent graduate or someone early in your career and looking for a great opportunity to join a fast-growing company this is the ideal opportunity. The Customer Engagement team plays a critical role in the growth of our organization. We are looking for individuals who are great team players, enjoy working in a collaborative environment, while being self-driven and autonomous. This role works in collaboration with sales and marketing nurturing leads and setting qualified discovery calls that ultimately lead to new business and new revenue. The perfect candidate has a mix of self-confidence and humility, is able to deal with rejection, and can be competitive while having fun. Key Responsibilities - Generate qualified leads through outbound phone and email prospecting - Working closely with our Marketing team to qualify inbound leads - Qualifying leads by using tools such as Salesforce, Outreach, and Zoominfo - Uncovering prospect needs, generating interest, and forwarding to the appropriate sales representative once qualified - Managing lead flow in Salesforce, and tracking qualified leads through acceptance by Sales Representatives - Meeting or exceeding set monthly goals - Working with internal teams, and other Customer Engagement Specialists to gather lead lists and execute prospecting campaigns based on territories - Demonstrate our Leadership Principles, such as Proactive, Customer Centric, Just Do It, Dive Deep, Emotionally Mature and Deliver Results Qualifications - Must be fluent in English and possess excellent writing skills - Legally eligible to work in the United States - Ability to grasp basic technical concepts - Strong listening/communication skills and ability to adjust communication style to their target audience - Able to connect to their audience via phone and video conferencing - Be autonomous and driven, with a positive and enthusiastic attitude - Able to work from home and has a dedicated and quiet focus area or workspace - Ability to thrive in a growing, fast-paced work environment - Proficiency in Microsoft Office Suite and/or Google Suite - Willingness to explore and push the boundaries of AI tools such as Claude, Google Gemini, or ChatGPT to increase productivity and automate repetitive tasks - Ability to learn and willingness to adapt through coaching - Comfortable and exceptional at managing their own time Desirable Experience and Skills - Bachelor’s Degree or relevant experience preferred - Experience working with Salesforce, Outreach and/or Zoominfo - Knows the basic IT around servers, networking, and AWS services - Has previous working experience or exposure to Slack - Experience working with a variety of partnership models and stakeholder types is a plus - WFH experience - Spanish language skills are a bonus Who you are - You are curious, persistent, and coachable. - You have thick skin and are able to handle rejection well. - Your communication is professional, consistent, and empathetic. Benefits - Health Care Plan (Medical, Dental & Vision) - Retirement Plan (401k, IRA) - Life Insurance (Basic, Voluntary & AD&D) - Paid Time Off (Vacation, Sick & Public Holidays) - Family Leave (Maternity, Paternity) - Short Term & Long Term Disability - Training & Development - Work From Home - Stock Option Plan

• Provide technical support to users who are implementing the Soracom platform in their IoT solutions • Work with engineers and AI to investigate and resolve technical issues, taking ownership of the quality of customer-facing responses • Publish and maintain documentation, knowledge bases, blogs, and other technical resources to educate customers and improve self-service • Collect customer feedback as well as present your own suggestions for ways to improve Soracom's platform services