• Partner with Account Executives to understand the business and technical requirements of our prospects, in order to present a compelling solution • Create product demonstrations, build proof-of-concepts, and custom product environments that explain clearly how we solve a prospects unique business challenges • Articulate our value proposition to senior executives in Marketing, Sales, Enablement and IT • Act as the technical lead for the sales team • Build and maintain strong professional relationships with decision makers and assigned accounts, ensuring that we are strategically positioned for future opportunities • Keep current with technology trends and understand the competitive landscape • Work closely with Product Management as the “voice of the field”, providing input on new product development

Who We Are Lennox (NYSE: LII) Driven by 130 years of legacy, HVAC and refrigeration success, Lennox provides our residential and commercial customers with industry-leading climate-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us. Heatcraft Worldwide Refrigeration is a long-standing leader in the world of commercial refrigeration, providing climate-control solutions to customers in more than 70 countries. Their state-of-the-art manufacturing facilities in the cities of Stone Mountain and Tifton, Georgia, produce evaporators, condensers, compressor racks, and other top-quality refrigeration products for their five market-leading brands: Bohn, Larkin, Climate Control, Chandler, and InterLink. Heatcraft products are primarily used to preserve food and other perishables in supermarkets, convenience stores, restaurants, warehouses and distribution centers, in addition to other applications such as data centers, pharmaceutical and industrial process cooling. What Drives Success Territory: Southwest Region (Preferred candidate locations: Texas, Arizona, or California) This role is 100% remote. As the Cold Storage Sales Engineer, you will identify and develop cold storage and food processing opportunities. You will partner with a sales team to address the technical and account complexity of selling large cold storage projects. - Target and facilitate contact with major prospective customers, in new or existing accounts. - Target, manage and develop sales opportunities. - Provide leadership to sales organization in developing strategic opportunities and business relationships. - Assist customers in product specification based on customers' needs. - Negotiate prices and terms of sales and service agreements. - Ensure high post-sales satisfaction, facilitating positive long-term relationships and high potential for repeat business with customers. - Set account and territory plans on an annual, quarterly, and monthly basis. What We Are Looking For - Bachelor's degree is preferred or an equivalent combination of education and experience. - Requires at least 2 years related experience. - Financial and business acumen. - Must be able to lead or participate in matrixed sales teams. - Requires expert abilities with building relationships, listening, persuading, negotiating and managing time. - Expert knowledge of box load calculation and refrigeration equipment selection. - Requires knowledge of principles and methods for showing, promoting, and selling products or services including marketing strategy and tactics, product demonstration, sales techniques, and sales control systems. - Knows principles and processes for providing customer service including assessment of customer needs, meeting quality standards for services, and evaluation of customer satisfaction. - Effective at written and verbal communication. - Requires substantial industry and product knowledge. - Must be able to use Microsoft Office and Customer Relationship Management software. What We Offer Compensation: The total compensation range for this position is between $106,000 and $138,600 annually. Under the plan, target compensation is anticipated to be 75% base salary and 25% commission. Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: tuition reimbursement; medical, dental, and vision insurance; prescription drug coverage; 401(k) retirement plan; short-term disability insurance; 8 weeks paid birthing leave; 2 weeks paid bonding leave; life and long-term disability insurance. Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to: 12 days paid time off, 2 paid well-being days, 1 paid volunteer day, 12 paid holidays, and 3 floating holidays per year. Our Culture: At Heatcraft, our Core Values of Integrity, Respect & Excellence are ingrained in the fabric of the organization. They define our culture – which is about how we do business and how we treat others. Heatcraft is not just a workplace; we are a global community that values each team member’s contributions. As an equal opportunity employer, we are committed to recruit, develop, and retain talented individuals from a wide range of backgrounds, ensuring that everyone has the opportunity to succeed and contribute to our continued growth and success. At Heatcraft, you’ll take pride in our brands, knowing you are part of something special. Come, stay, and grow with us! Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law. This posting is anticipated to remain open for 60 days. #LI-DNI

• Act as a domain expert in ai Testing products, working across industry verticals such as FinServ, Airlines, Healthcare and Telecom. • Drive Sales Engineering activities, including positioning our offerings and differentiators that shows value to customers, lead virtual and in-person product demonstrations, technical qualification, technical value and product positioning, sales and marketing campaign support and customer relationship management. • Provide guidance internally and externally on testing best practices, device management and other testing concepts with strong capabilities in mobile application development, testing and deployment. • Establish, maintain, and grow in understanding of the overall Digital.ai technology portfolio and the competitive landscape. • Focus on the technical aspects of the sales process, emphasising the technical success of prospects, customers and strategic partners. • Lead technical discovery with prospects to understand their current testing practices & uncover pains and gains, to offer a solution that solves prospects’ specific problems. • Guide client prospects through technical evaluation and proof of concept engagement to validate Digital.ai Testing against prospects business objectives. • Build positive relationships with account executives and business development representatives as a core member of a “pod”. • Although this is an inside position, you may be asked to travel domestically occasionally.

About Digital.ai Digital.ai is the only AI-powered software delivery platform purpose-built for the enterprise, enabling the world’s largest organizations to build, test, secure, and deliver high-quality software. By unifying AI-driven insights, automation, and security across the software development lifecycle, Digital.ai empowers enterprises to deliver innovation with confidence. Trusted by 5,000 global enterprises, Digital.ai is redefining how enterprises build better software in an AI-driven world. Additional information about Digital.ai can be found at digital.ai and on Twitter, LinkedIn, and YouTube. In this role, you can expect to: - Act as a domain expert in ai Testing products, working across industry verticals such as FinServ, Airlines, Healthcare and Telecom. - Drive Sales Engineering activities, including positioning our offerings and differentiators that shows value to customers, lead virtual and in-person product demonstrations, technical qualification, technical value and product positioning, sales and marketing campaign support and customer relationship management. - Provide guidance internally and externally on testing best practices, device management and other testing concepts with strong capabilities in mobile application development, testing and deployment. - Establish, maintain, and grow in understanding of the overall Digital.ai technology portfolio and the competitive landscape. - Focus on the technical aspects of the sales process, emphasising the technical success of prospects, customers and strategic partners. - Lead technical discovery with prospects to understand their current testing practices & uncover pains and gains, to offer a solution that solves prospects’ specific problems. - Guide client prospects through technical evaluation and proof of concept engagement to validate Digital.ai Testing against prospects business objectives. - Build positive relationships with account executives and business development representatives as a core member of a “pod”. - Although this is an inside position, you may be asked to travel domestically occasionally. What you will bring: - Bachelor’s degree in a technical discipline or equivalent experience - 3-5 years of experience in Sales Engineering or a similar technical role with a successful track record in supporting wins with enterprise customers - 3+ years of working in a customer-facing role, preferably in the mobile testing domain - Experience in performing various hands-on engagements, such as POCs, Workshops and light touch engagements depending on what the situation demands - Expertise on demo’ing to win, and demo’ing through storytelling, as well as being able to uncover potential need throughout demo by asking the right questions to uncover pain, and map technical capabilities to business outcomes - Knowledge of Software Development Life Cycle phases and how Testing fits into the overall life cycle - Strong knowledge of the various testing practices, including but not limited to Functional Testing, Performance testing, and Accessibility Testing. Proficient with coding in at least one programming language – preferably Java, as the role may require hands on coding to help progress deals - Deep understanding of the differences between Development & Testing for Mobile and Web based Applications - Proficiency with unit testing frameworks like Espresso, XCUITest etc - Some exposure to Application Security and white-hat hacking techniques to help position our combined Application Security and Testing solution - Familiarity with IDEs such as IntelliJ, Visual Studio, Android Studio, XCode, Eclipse, PyCharm, etc. - Understanding of integrating testing within modern DevOps pipelines - Experience managing RFPs and Technical Proof-of-Value projects using tools such as Monday.com - Understanding of sales-process and sales methodologies (Command of the Message preferred) - Self-motivated mindset and the ability to manage time and prioritization - Some other Nice-to-Have Skills - Have been closely involved with or part of a Development / QA team - AI-assisted testing tools experience - Observability and test analytics experience - Familiarity with enterprise architecture practices - Low-code / no-code automation tools experience Why Digital.ai? At Digital.ai, we’re more than just a software company — we’re a team of innovators, thinkers, and problem-solvers. By joining our sales engineering organization, you’ll be part of a dynamic, collaborative environment that encourages professional growth and values diverse perspectives. You’ll work with some of the brightest minds in the industry, all while having the opportunity to shape the future of AI-enabled enterprise testing. If you're ready to take your sales career to the next level and make a real impact with a leading tech company, we want to hear from you. What’s Next? If you’re excited about this opportunity and believe you have the experience and drive to succeed, we’d love to connect. Apply today and let’s talk about how you can join us in redefining digital transformation for enterprises across the globe. Digital.ai offers phenomenal benefits such as: - Unlimited PTO in the US - Comprehensive medical, dental, and vision plans - Paid parental leave - Unlimited access to continuous learning and professional development with TalentLMS - Flexible working arrangements - Opportunity to work with a diverse, globally distributed team At Digital.ai, we believe in fostering a culture of pay transparency. We are committed to providing our employees with fair and competitive compensation. The current salary for this specific job is estimated to be $150,000-165,000 base, plus commission target. Please note that final compensation will be determined based on factors such as qualifications, experience, and internal equity. We value transparency and aim to create an inclusive and equitable workplace for all our employees. Certain positions at Digital.ai might also be eligible for additional compensation in the form of bonuses or other employee benefits, which are separate from the base salary and to be defined at the offer stage. All are welcome to apply. We maintain compliance with federal, state, and local laws that prohibit employment discrimination on the basis of age, race, color, gender, identity, gender expression, sex, pregnancy, national origin, ancestry, religion, physical or mental ability, medical condition, sexual orientation, marital status, citizenship status, protected military or veteran status, and all other protected classifications. We welcome everyone and believe that diversity is the foundation of innovation. For individuals with disabilities who would like to request accommodation, please advise us within your job application or cover letter. FRAUD PREVENTION ALERT: Please note that Digital.ai does not use third-party recruiters. In our efforts to protect you against impersonation, please check the email address or if you are contacted by an unfamiliar/third party requesting, please reach out directly to Digital.ai.