This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description At Presence, we believe it’s our responsibility to help schools ensure their students have access to the specialized services they need. We are seeking high-energy, sales-driven professionals to secure new district partnerships while also owning the retention, growth, and long-term success of an assigned portfolio of accounts. In this role, you will: - Guide prospects from initial outreach through contract execution. - Lead stakeholders to Presence’s proven teletherapy and tele-evaluation solutions. - Seamlessly transition into ongoing account management, delivering exceptional customer service. - Drive year-over-year renewals and identify opportunities to cross-sell and upsell additional services. Qualifications - 3–5+ years of quota-carrying sales experience. - K-12 experience required (minimum 1+ year), including experience selling into school districts/education systems. - Consistently hit or exceeded sales targets in prior roles. - Cross-functional leadership experience on customer-facing projects. - Track record of growing new and existing accounts. - Proactive pipeline builder with a strong outbound mindset. - Full ownership of KPIs with structured planning and strong time management. - Skilled negotiator who can handle objections and close decisively. - Ability to balance competing priorities in a fast-paced environment. - Edtech experience is a plus, but not required. Requirements - Trusted advisor to senior education leaders; polished presenter. - Exceptional written and verbal communication skills. - Sound judgment on when to escalate issues and engage internal resources. - Self-starter who thrives in a remote, results-oriented environment. - Curious, growth-oriented learner. - Operationally strong and fluent with Salesforce (or similar CRM). Benefits - Comprehensive Medical Coverage includes Dental and Vision. - Flexible PTO. - 11 Company Paid Holidays. - Benefits Package: including 401K savings plan and access to an Employee Assistance Program. - $500 home office stipend. - Paid Life insurance, AD&D, and disability benefits. - Paid parental and caregiving leave. - Eligibility to apply for a Professional Development Scholarship. - Inclusive Culture: intentional about creating a fun and inclusive environment. - Participation in Presence’s equity plan, subject to applicable terms. - Base salary range is $70,000-$110,000 plus variable commission.

• Drive New Business: Self-source and close complex Mid-Market/Enterprise deals to drive our upmarket pivot. • Orchestrate the Deal: Manage complex, multi-threaded sales cycles involving C-suite stakeholders, IT, and Procurement. • Diagnose Before Pitching: obsessively diagnose client pain points, asking "Why?" until you find the root cause before offering a solution. • Build the Playbook: Document your wins, losses, and learnings to help us refine our Enterprise sales motion. You will help build the process, not just follow it. • Forecast Accurately: Maintain rigorous hygiene in the CRM, documenting the win/loss and owning your forecast with high accountability.

• Manage a high-volume pipeline of inbound and outbound leads, driving them from qualification to close. • Execute short, efficient sales cycles (typically <30 days) suitable for SMB buyers. • Deeply understand the roofer's workflow to articulate exactly how Rooflink saves them time and money. • Maintain rigorous accuracy in Salesforce so your forecast is always reliable. • Work closely with the Sales Development team (SDRs) to ensure hand-offs are smooth and feedback loops are tight.

• Lead new business acquisition, targeting new logo accounts and driving expansion business. • Develop and execute outbound sales motions, to build and maintain a strong sales pipeline. • Manage a large, active pipeline and rapidly drive opportunities from lead generation through contract execution. • Serve as the primary point of contact for potential customers, articulating MariaDB's value proposition and positioning our solutions to meet their business needs. • Report to the Director of EMEA High Velocity Sales and help drive revenue growth and new customer acquisition. • Generate and Nurture Pipeline: Proactively prospect, identify, and engage new logo accounts and key stakeholders your territory to uncover revenue opportunities for MariaDB and expand our customer base. • Identify and engage with different personas in SMB-Mid-market clients as well as some greenfield Enterprise accounts to understand their business needs and present our innovative solutions. • Drive Full Sales Cycle: Efficiently manage the entire sales cycle, from outbound cold-calling and qualifying leads to conducting virtual product demonstrations and negotiating/closing deals. • Operational Excellence: Maintain precise and accurate sales forecasts and detailed records of all client interactions and pipeline status within SFDC and Clari (Forecasting Tools) to maximize efficiency. • Collaboration: Work closely with marketing, product, and sales leadership to refine outbound strategies, lead qualification processes, and ensure successful customer onboarding. • Product Expertise: Maintain a strong understanding of industry trends, competitors, and MariaDB's innovative database solutions to effectively position them against client needs. • Achieve Targets: Consistently meet or exceed monthly and quarterly sales targets and key performance indicators (KPIs) in a fast-paced, high-volume environment. • Must be willing to travel up to 20% to various company and customer locations.