This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Enterprise Account Executive is responsible for driving new business opportunities with Enterprise accounts—organizations with between 5,000 and 25,000 employees. This role involves: - Identifying and engaging potential clients - Navigating complex sales cycles - Closing high-value deals - Expanding market presence and achieving revenue targets - Developing strategic relationships with key stakeholders within large organizations Essential Job Functions - Business Development: Identify and prospect new Enterprise accounts, leveraging various lead generation methods and market research. - Sales Execution: Drive the sales process from initial outreach through to contract negotiation and closing, ensuring alignment with client needs and company objectives. - Client Engagement: Build and maintain strong relationships with C-level executives and other key decision-makers within target Enterprise accounts. - Solution Selling: Understand client needs and present tailored solutions that address their specific challenges and goals, demonstrating the value and benefits of our offerings. - Market Analysis: Conduct thorough research on industry trends, competitive landscape, and potential opportunities to refine sales strategies and approach. - Collaboration: Work closely with internal teams, including marketing, product management, and customer success, to ensure a cohesive approach to client engagement and service delivery. - Reporting: Maintain accurate records of sales activities, pipeline status, and forecast projections in CRM systems, providing regular updates to management. Qualifications - Bachelor’s or advanced degree in Business Administration, Marketing, or a related field. - 5+ years of B2B sales experience. Preferred Skills & Experience - 5+ years of experience focused on acquiring and managing Enterprise accounts. - Master’s degree in Business Administration or a related field. - Proven track record in acquiring and managing Enterprise accounts. - Demonstrated success in navigating complex sales cycles and closing large-scale deals. - Strong understanding of sales processes, methodologies, and best practices. - Excellent communication, negotiation, and presentation skills. - Ability to build and maintain relationships with high-level stakeholders. - Experience in subscription, SaaS, professional services, or learning and development. - Proficiency with CRM software (e.g., Salesforce) and sales analytics tools. - Strong problem-solving skills with a strategic mindset and ability to adapt to changing market conditions. - Ability to work independently and manage multiple accounts and projects simultaneously. - Track record of exceeding sales targets and contributing to overall revenue growth. Benefits - Medical, dental, and vision insurance - 401(k) - Employee stock purchasing program - PTO - Paid holidays - More details available at franklincoveybenefits.com

• Identify and generate sales leads through prospecting, website inquiries, databases, cold-calling, and other promotional strategies. • Schedule and conduct virtual meetings and presentations with potential clients. • Develop and deliver compelling sales presentations on company products and services. • Maintain accurate records of sales activities, prospects, and customer interactions in the company CRM. • Track customer reorders and follow up to ensure continued satisfaction. • Communicate customer and prospect product pain points to appropriate departments. • Maintain a well-developed pipeline of prospects. • Collaborate with internal teams to address customer pain points and improve offerings. • Build and maintain strong, long-term relationships with customers and prospects. • Consistently meet or exceed sales quotas and performance targets.

Summary *Please note that while this role will operate remotely, it is required that the candidate resides in the United States (EXCLUDING THE BAY AREA).* Do you love to dine out? Are you passionate about helping restaurant owners succeed? Our mission at Yelp is to connect people with great local businesses, and that starts with people like you. Yelp Reservations and Yelp Waitlist are powerful tools that reach and engage diners with an unforgettable experience on the largest restaurant discovery platform in the world. The Yelp Restaurants division is growing, and we’d love to have you join us. As a Strategic Account Executive, you will help lay the groundwork and foundation that will lead to the long-term success of this department. You’ll have the opportunity to run the full sales cycle, from prospecting to closing, and everything in between. At Yelp, you chart the course, and we’ll guide you there. As you progress in your career, you will unlock increased compensation, title, and responsibilities to keep you moving in the right direction. Yelp is where you can be part of an empowering mission and build a rewarding career that grows with you. Yelp is powered by a global community of collaborative people with shared values. We’re tenacious individuals who believe in our mission to connect people to great local businesses. Yelp is a remote workplace where your work makes a difference, where you are seen as a whole person, and where you will grow with our support and guidance. If you’re looking for a career (not a job) with a company that is invested in you as a whole person, from personal development, compensation, training, and more, we know just the place. What you'll do: - Manage your own book of business through prospecting & disciplined pipeline management - Drive the full sales cycle primarily through inside sales: make introductory calls, assess business goals through qualifying, and close the deal - Become an expert in Yelp’s full suite of products: Yelp Reservations, Waitlist, Connect and Advertising, and understand the value proposition for each - Be knowledgeable of other restaurant solutions available in the market that help restaurant owners grow their business - Adapt product recommendations quickly to suit the client needs - asking probing questions and handling objections will be critical to your success - Achieve and consistently exceed monthly sales goals What it takes to succeed: - Hold a Bachelor’s degree and/or 3 or more years of outbound sales experience selling SaaS solutions - Have experience with restaurant technology (reservation systems, waitlist systems, front-of-house mgmt tools) is a plus - Have excellent communication skills - no fear of the phone - Have general computer and email proficiency, experience with Salesforce is a plus - Have a positive attitude and a drive to win - Have the ability to effectively prioritize tasks and manage time within a fast-paced environment - Have an appetite for learning! You’re keen on turning training and feedback into action and continuous self-improvement - Are committed to a high standard of integrity and work ethic - An excellent listener, assertive, persistent, and persuasive - show us your grit! - Genuinely curious about people, local restaurants, and possess the innate ability to inspire passion in others - Adaptable and can think on your feet. When faced with new challenges, or tough conversations, failure simply isn't an option What you'll get: - Effective your first day: Full medical, vision, and dental - Mental health support and services via Modern Health - 15 days PTO (accrual begins on date of hire and increases with 2+ years of tenure thereafter), 12 paid holidays, plus one floating holiday - Up to 14 weeks of parental leave - Monthly wellness subsidy - Flexible spending account - 401(k) retirement savings plan - Employee stock purchase plan - Professional development reimbursement - Work from home reimbursement - Compensation base salary is $65,000 annually + performance based incentives - For more information about US benefits at Yelp, please check out this link Closing At Yelp, we believe that diversity is an expression of all the unique characteristics that make us human: race, age, sexual orientation, gender identity, religion, disability, and education — and those are just a few. We recognize that diverse backgrounds and perspectives strengthen our teams and our product. The foundation of our diversity efforts are closely tied to our core values, which include “Playing Well With Others” and “Authenticity.” We’re proud to be an equal opportunity employer and consider qualified applicants without regard to race, color, religion, sex, national origin, ancestry, age, genetic information, sexual orientation, gender identity, marital or family status, veteran status, medical condition or disability. Actual salary offered may vary based on multiple factors, including but not limited to, an individual's location and experience. We will consider for employment qualified candidates with arrest and conviction records, consistent with applicable law (including, for example, the San Francisco Fair Chance Ordinance for roles based in San Francisco, the Los Angeles County Fair Chance Ordinance for roles based in the unincorporated areas of Los Angeles County, and the California Fair Chance Act for roles based in California). Where required by law, a criminal background check will not be conducted until after a conditional offer of employment is made, and any evaluation of a candidate's criminal background check will be subject to an individualized assessment that takes into account the candidate's specific criminal records and the responsibilities and requirements of the particular role. We are committed to providing reasonable accommodations for individuals with disabilities in our job application process. If you need assistance or an accommodation due to a disability, you may contact us at accommodations-recruiting@yelp.com or 415-969-8488. Note: Yelp does not accept agency resumes. Please do not forward resumes to any recruiting alias or employee. Yelp is not responsible for any fees related to unsolicited resumes. US Recruiting and Applicant Privacy Notice #LI-Remote

About Us! Raptor was founded in 2002 with the mission to protect every child, every school, every day. Today, Raptor is a school safety partner for 60,000 schools in 55 countries, providing SaaS and mobile technology as well as comprehensive training and consultation solutions across the entire school safety life cycle, ranging from crisis prevention and preparation to emergency response and recovery. Raptor’s globally integrated product portfolio supports a school’s foundation of safety and wellbeing, including Emergency Management, Campus Movement, Student Wellbeing and Safety Training and Compliance. About the Role Raptor Technologies is seeking a results-driven Account Executive to drive full-cycle sales of our industry-leading Emergency Management, Campus Movement, Student Wellbeing SaaS solutions to K-12 schools. This role combines proactive prospecting, lead qualification, consultative selling, and deal execution. You will play a key role in expanding Raptor’s footprint by nurturing leads, conducting virtual product demonstrations, and closing high-volume transactions within your territory. Responsibilities - Own the full sales cycle—from lead qualification to deal closure. - Prospect and generate new opportunities through outbound efforts and follow-up on inbound leads. - Qualify prospects using discovery conversations to uncover budget, authority, need, timeline, and fit (BANT). - Strategically map school districts and identify key decision makers and influencers within your territory. - Present Raptor’s product suite with confidence, positioning yourself as a trusted advisor in K-12 safety solutions. - Accurately forecast opportunities and maintain clean, up-to-date CRM records. - Build and deliver tailored proposals and pricing strategies in collaboration with internal stakeholders. - Navigate complex decision-making structures to progress deals and manage pipeline velocity. - Work cross-functionally with Marketing, Sales Development, and Implementation teams to ensure seamless customer experiences. - Represent Raptor at industry webinars, trade shows, and virtual events. - Stay informed on industry trends, competitive landscape, and product updates. Qualifications - 5+ years of experience in SaaS or technology sales, preferably in K-12 or public sector markets. - Proven ability to manage and close complex sales cycles with consistent quota attainment. - Demonstrated success in prospecting, pipeline development, and new customer acquisition. - Strong consultative selling and negotiation skills; able to tailor messaging to different stakeholders. - Experience delivering live product demonstrations to multiple stakeholders. - Comfortable in a high-volume, fast-paced, and metrics-driven sales environment. - Strong organizational skills and ability to manage multiple priorities simultaneously. - High technical aptitude; comfortable discussing product features and integrations. - Team player with a growth mindset and collaborative spirit. What's in it for you? - You join the gold standard in school safety software. - You will join a company where innovation and customer collaboration are part of what drives new product development to help keep kids safe. - You will work with diverse teams made up of some of the best minds in the industry. - You will get exposure to strong mentorship and leadership that have supported a long history of career advancement opportunities for our employees. - You will have access to a robust benefits package that includes: - Remote-first philosophy - Flexible paid time off - Paid parental leave - 11 Paid holidays per year - Workplace flexibility - Affordable health coverage (medical, dental, vision), paid 100% for employee only medical - 401(k) employer contribution to help you plan for the future - Company paid life insurance, STD, and LTD - Pet insurance Due to the high volume of applications we receive, we are unable to personally respond to every applicant or provide individual feedback. Candidates selected to move forward will be contacted directly by our team. We appreciate your interest in Raptor Technologies. If you are a resident of California, Colorado, New Jersey, New York or Washington, please reach out to hr@raptortech.com for a reasonable estimate of annual base compensation and any eligible incentive compensation. The actual compensation offered to successful candidates for roles may be higher or lower, based on non-discriminatory criteria including but not limited to relevant professional experience, geographic location, knowledge, skills, and abilities. This range will be reviewed on a regular basis. Raptor Technologies is an Equal Opportunity Employer, providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, veteran status, or any other characteristic protected by applicable federal, state, or local law. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, compensation, training, promotion, transfer, leaves of absence, and termination.