Transfr

• Design, maintain, and continuously improve on internal reporting tools and dashboards for a wide array of teams, including Sales, Marketing, Customer Success, and Product Engineering. • Conduct comprehensive data analysis across multiple business domains, focusing on business operations, product utilization, and overall financial performance. • Analyze business operations, product utilization, customer engagement, and financial performance data to identify trends and actionable insights. • Write SQL queries to extract, transform, and validate data from multiple sources. • Partner with stakeholders across the organization to coordinate projects, gather requirements, and present complex analytical findings in a clear, accessible manner. • Present findings and recommendations in a clear and concise manner to both technical and non-technical audiences.

• Design and deliver impactful professional learning experiences for educators, administrators, and workforce development partners. • Customize training and implementation strategies to support district, CTE (career technical education), and workforce development goals. • Serve as a subject matter expert on Transfr’s platform, VR systems, and curriculum resources. • Provide coaching, onboarding, and ongoing support to drive customer adoption and implementation success. • Analyze training data, usage metrics, and stakeholder feedback to measure impact and demonstrate ROI. • Build strong relationships with educators, site and district leaders, and state stakeholders as a trusted partner and advisor. • Collaborate cross-functionally with Product, Programs, Sales, Marketing, and Customer Success teams to improve customer outcomes and implementation practices. • Represent Transfr professionally in high-visibility customer engagements and support continuous improvement initiatives. • Support quality assurance with testing of new features and enhancements. • Contribute to internal playbooks and best-practice documentation to scale implementation excellence.

• Drive new business development initiatives by identifying and engaging prospective organizations within assigned territories and geographic regions, while effectively communicating TRANSFR’s mission and value proposition. • Prospect, educate, qualify, and cultivate opportunities within new key accounts. • Develop tailored and value driven proposals that align customer needs with TRANSFR solutions. • Build and maintain long-term customer relationships to identify and expand upsell and cross-sell opportunities. • Analyze regional workforce and labor market trends to identify gaps between employer demand and existing training infrastructure. • Partner with the Marketing team to support campaign strategy, execution, and optimization through market feedback and customer insights. • Support post-sale activities including contract integration, change management, governance processes, renewals, and expansion opportunities. • Respond to inbound inquiries with urgency, professionalism, and a long-term relationship building approach. • Manage deal timelines, track milestones, and maintain accurate activity records within the CRM system. • Serve as a consultative partner to customers by understanding their challenges, articulating solution value, and identifying early adopters. • Gather customer and prospect feedback to inform product development and continuous improvement efforts. • Own and manage the full sales cycle from initial outreach through close, contributing in a hands-on capacity within a fast-growing team environment.

• Support the company’s budgeting, forecasting, and monthly close processes • Partner with department leaders on operating expense planning and variance analysis • Maintain departmental budgets, headcount tracking, and spend forecasts • Analyze actual performance versus budget and provide actionable insights to business leaders • Assist with preparation of monthly financial reporting packages and executive materials • Support annual operating plan and long-range planning processes • Build and maintain financial models to support business planning and strategic decision-making • Perform ad hoc analyses related to cost management, investment prioritization, organizational planning, and operational efficiency • Help improve forecast accuracy and reporting consistency across the organization • Support cash flow and expense forecasting initiatives • Serve as a finance partner to functional leaders across the business • Help business stakeholders understand financial performance drivers and budget implications • Support operational accountability through consistent reporting and analysis • Collaborate with Accounting, Revenue Operations, Business Intelligence, and People teams as needed • Identify opportunities to improve financial processes, reporting automation, and data quality • Assist with dashboard development and KPI reporting initiatives • Help standardize reporting definitions and financial processes across teams • Gain exposure to SaaS operating metrics, revenue forecasting, and strategic finance initiatives over time • Support special projects and executive analyses as business needs evolve

Role Description We are seeking an experienced and strategic Account Manager to join our team at Transfr! This is a unique opportunity to be part of a fast-growing organization and have a direct impact on customer retention, revenue growth, and long-term partner success across our expanding client base. The ideal candidate is a consultative relationship-builder who thrives in fast-paced, complex environments and is passionate about delivering measurable customer outcomes. They are comfortable leading executive-level conversations, navigating multi-stakeholder partnerships, uncovering customer needs, and developing tailored growth strategies that drive long-term value. As an Account Manager, you will own the renewal and expansion lifecycle for a portfolio of customers, proactively driving retention, identifying growth opportunities, and executing strategic account plans. You will partner closely with Sales, Customer Success, Professional Learning, and cross-functional teams to ensure customers achieve meaningful outcomes while positioning Transfr as an indispensable workforce and education partner. This role is pivotal in strengthening customer relationships, reducing churn, and accelerating revenue growth through consultative, outcome-based selling. The Account Manager will lead Executive Partnership Reviews, build compelling ROI-driven business cases, manage complex negotiations, and develop customized renewal and expansion strategies aligned to each customer’s evolving goals. This is a full-time, remote position but requires residence within your assigned territory, with the ability to travel domestically up to 60% or more as needed. Location: This position is 100% Remote but the designated territories for this position are NC, SC, VA, and MD. We will only consider candidates who reside in these states. The base salary range for this position is $90,000 - $110,000 + uncapped commission. This role is eligible to participate in the company’s variable compensation and equity program. Actual compensation may vary based on factors including experience, skills, education, location, and internal equity considerations. Responsibilities - Own and manage the renewal process for a portfolio of customers to ensure timely renewals and minimize churn. - Build and execute strategic account plans focused on customer retention, expansion, and long-term partnership growth. - Lead Executive Partnership Reviews to demonstrate ROI, alignment on customer goals, and uncover expansion opportunities. - Develop customized renewal proposals, pricing strategies, and business cases tailored to customer needs and priorities. - Partner with Sales, Customer Success, and Professional Learning teams to create and execute Customer Success Plans (CSPs). - Identify customer risks proactively and collaborate cross-functionally to implement retention strategies. - Drive upsell and cross-sell opportunities by uncovering unmet customer needs and aligning solutions to measurable outcomes. - Navigate complex, multi-stakeholder customer environments and manage executive-level relationships. - Maintain accurate forecasting, pipeline visibility, and customer activity tracking within Salesforce. - Provide timely and precise weekly, monthly, and quarterly forecasts to leadership. - Collaborate and work closely with Account Executive, Customer Success, Deal Desk, Finance, Legal, Sales Operations teams to ensure a seamless customer experience. - Continuously improve renewal and expansion processes to drive operational efficiency and consistency. Qualifications - 3–5 years of experience in renewals or account management within SaaS, EdTech, or a related software industry, including 2+ years managing large to enterprise-level accounts. - Proven track record of meeting or exceeding renewal, retention, and upsell targets. - Strong consultative selling, negotiation, and relationship management skills. - Experience engaging with executive and C-level stakeholders. - Strong organizational skills with exceptional attention to detail. - Experience managing cross-functional projects under tight deadlines in fast-paced environments. - Proficiency with Salesforce or similar CRM platforms. - Ability and willingness to travel domestically up to 60%. Nice to Have - Experience working within workforce development, education, or public sector environments. - Familiarity with outcome-based or value-based selling methodologies. - Experience managing complex enterprise or multi-stakeholder accounts. - Knowledge of customer success planning and adoption strategies. - Strong analytical skills with the ability to translate customer data into strategic insights and ROI narratives. Benefits - Medical, dental, and vision insurance - Annual professional development budget for each employee - 401(k) savings plan - Life, AD&D, and disability insurance coverage - Company-provided laptop and other necessary equipment - Paid time off (PTO) to support work-life balance - Paid company holidays - Company-paid parental leave - Flexible work arrangements in a remote-first environment with employees across the U.S.

• This is a business development/hunting role where you will be expected to find creative ways to share TRANSFR’s vision with organizations in your territory/geographic region. • Prospect, educate, qualify and develop opportunities in new key accounts. • Create compelling proposals based on value propositions that align with customer needs. • Work with customers over time to identify and develop additional upsell and cross-sell opportunities. • Produce analysis comparing job market needs to misalignment with existing training infrastructure. • Work with the Marketing team to develop and execute campaigns and provide feedback to maximize their impact. • Engage in the contracting process post signature including support to contract integration, change management, governance activities, up-sales and renegotiations. • Treat inbound inquiries with extreme importance and a long-range mindset. • Develop deal timelines and ensure that we meet deal milestones and deadlines, regularly updating activity in our CRM system. • Consultative and relationship building individuals who are willing to take the time to understand our customers’ pain points, articulate value, and identify early adopters. • Collect insights from users and potential users for our product development process. • Own opportunities from start-to-finish, as our team is small and growing.

• Generate and process customized quotes and renewals for timely delivery 95+ days in advance of renewal dates • Maintain accurate account data and deal tracking in Salesforce • Monitor and triage inbound customer requests, escalating when needed • Support Account Manager by handling administrative and operational tasks • Identify ways to improve efficiency and reduce manual errors

• Run our HRIS (Justworks) and keep our data clean, accurate, and effective • Own onboarding through offboarding so the employee lifecycle feels smooth and not chaotic • Maintain day-to-day People Ops support: benefits, immigration, documentation, and be the go-to for employee questions • Be the first point of contact for employees and managers; triaging issues, offering guidance, and looping in support when needed • Make sure our policies are clear, consistent, and working in a multi-state remote setup • Proactively notice what keeps breaking and fix it so we’re not solving the same problem twice • Help roll out things like engagement surveys and performance reviews so they are operationally effective • Provide entry-level HR Business Partner support where needed

• Develop and execute Transfr’s total rewards strategy, ensuring alignment with business objectives, talent retention, and market competitiveness • Partner with Finance and Sales leadership to Design, administer, and continuously improve all aspects of sales incentive compensation plans (commission structures, SPIFs, accelerators, quotas) • Partner with Sales leadership to model plan design scenarios and evaluate cost and effectiveness • Manage the sales compensation plan document and communication cycle; ensure reps have clarity on how they earn • Audit and resolve commission calculation issues; address plan disputes • Track and report on incentive plan performance, attainment, and payout trends • Manage the company’s annual merit and compensation review cycles from modeling through execution • Develop and maintain salary ranges and job architecture across all levels and functions • Lead annual open enrollment planning and execution, including communications, system configuration, and employee education • Manage relationships with PEO provider and other vendors • Oversee 401(k) plan administration, including enrollment, contribution changes, loan and withdrawal processing, compliance testing coordination, and employee education • Conduct benefits benchmarking to assess market competitiveness and identify gaps or opportunities • Ensure compliance with applicable regulations (ACA, ERISA, COBRA, HIPAA, etc.) and manage required filings and notices • Partner with Finance on benefits cost modeling, budgeting, and reporting • Develop and deliver communication strategies to effectively communicate compensation, benefits, and total rewards programs, policies, and guidelines to employees • Stay current on compensation and benefits trends, legislative updates, and market conditions; bring proactive recommendations to the team • Ensure various reporting is completed as requested (EEO-1, HR data for other reports)

Title: Account Executive (DC, MD, VA) Location: Remote, DC, MD, VA, NC Department: Sales Employment Type Full time Location Type Remote Department Sales Compensation - $100K – $110K Job Description: Transfr is on a mission to help create pathways to career success. Our immersive career exploration and training simulations empower learners and job seekers of all ages find the right job for them and build the skills they need to enter (or reenter) the workforce or change careers — helping them improve their quality of life. Immersive VR experiences from Transfr have been shown in studies to deliver better learning gains than video tutorials, slide presentations, and other training methods. Learners also find Transfr experiences highly engaging and enjoyable. At Transfr, we believe the future starts with innovative workplace training and skills development. We’re building bridges between schools, workplaces, and governments to help improve training and job placement pipelines and create a better tomorrow, today. Summary: The Account Executive will focus on building net new business for Transfr, in the K12 and Higher Education space. as well as Workforce Development. The position requires a solid understanding of sales processes, education/government sectors, stakeholder decision making, consultative selling, problem solving and developing compelling value propositions. Our ideal candidate is skilled in consultative, technology sales specifically for EdTech solutions with a successful track record of quota attainment. Above all, they must possess a strong desire to serve as a true workforce development advocate and be passionate about helping others on their career path. ** This position will work on deals which are typically complex, consultative, and require a tailored strategy and solution to meet the needs of the customer. It is full-time, fully-remote and requires someone residing in their assigned territory willing to travel domestically up to 50% or more. **The expected territory for this role is DC, MD, VA, NC and therefore we will only consider candidates based in this region. Territories are subject to change based on business needs. Responsibilities: - This is a business development/hunting role where you will be expected to find creative ways to share TRANSFR’s vision with organizations in your territory/geographic region. - Prospect, educate, qualify and develop opportunities in new key accounts. - Create compelling proposals based on value propositions that align with customer needs. - Work with customers over time to identify and develop additional upsell and cross-sell opportunities. - Produce analysis comparing job market needs to misalignment with existing training infrastructure. - Work with the Marketing team to develop and execute campaigns and provide feedback to maximize their impact. - Engage in the contracting process post signature including support to contract integration, change management, governance activities, up-sales and renegotiations. - Treat inbound inquiries with extreme importance and a long-range mindset. - Develop deal timelines and ensure that we meet deal milestones and deadlines, regularly updating activity in our CRM system. - Consultative and relationship building individuals who are willing to take the time to understand our customers’ pain points, articulate value, and identify early adopters. - Collect insights from users and potential users for our product development process. - Own opportunities from start-to-finish, as our team is small and growing. Minimum Qualifications: - 3+ years of experience in net new business SaaS sales. - Proven experience in exceeding quarterly and annual sales targets. - Experience in K-12 and Government experience. - Proven track record of long-term customer retention. - Consultative sales experience and managing complex sales cycles. - Excellent written and verbal communication skills. - Experience with Salesforce - Experience with Google Docs tools and slack. - Virtual Reality and Augmented Reality experience are a plus. What We Offer: The base salary range for this position is expected to be between $90,000 - $110,000, with the actual base salary amount dependent on a number of factors, including but not limited to a candidate’s credentials, relevant experience, and primary job location. In addition to salary, this role will be eligible for commission and additional company benefits such as stock options, 401(k), paid vacation and sick time, and health benefits. In Closing: If you're looking to make a big difference in the lives of others, we invite you to join us on our mission to make learning more intuitive and help individuals develop the skills they need for career success. Be a part of creating pathways to prosperity by helping to develop training simulations to teach skills that lead to well-paying jobs, for all. At Transfr, we embrace diversity because it breeds innovation. Transfr is an equal opportunity employer that participates in E-Verify committed to providing equal employment opportunities to all applicants, consultants, and employees, and prohibits discrimination and harassment of any type without regard to race, color, religion, age, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.