Description Regional Business Manager- Region 1 Yanmar Compact Equipment North America Inc. (CENA) designs, manufactures and supports a complete range of compact equipment including compact track loaders, mini excavators, wheel loaders and construction equipment for use in such markets as construction, landscaping, utility, land management and agriculture. The products are sold primarily through a third party, independent dealer network. OVERVIEW: Region 1 encompasses dealerships located in Virginia, West Virginia, DC, Pennsylvania, Maryland, New Jersey, Rhode Island, New York, Delaware, Massachusetts, Vermont, and Maine (Northeast). As a Business Development Manager for Yanmar Compact Equipment North America Inc., you will serve as the primary sales and business lead working with dealers to engage the customer base and command market share in this geographical area. You will do this by providing product and customer segment expertise as well as market application and data to the dealer organization. You will drive the sale of whole goods and attachments, coordinate with territory team members, and support local, regional, national events and associations. This remote, home base role will reside in New York or Pennsylvania and be located near a major airport within territory. This position reports to the Director of Business Development. RESPONSIBILITIES: · Function as the primary point of contact to dealers for Yanmar CE NA wholesale and retail commercial operations. · Collaborate with Channel Development team to support prospecting, establishing, and onboarding new dealers to enhance distribution channel. · Own territory sales and market share, revenue, and profitability targets for assigned region · Provide product demonstrations, working applications, identify product limitations, and non-traditional product usage. · Develop and train dealer sales force in product performance and application; focusing on new products. · Review and analyze competitive products and pricing details to manage the portfolio sales pipeline. · Review and analyze territory inventories, market trends, and retail potential within the region. · Assist dealers with inventory controls and management. · Perform scheduled Annual Dealer Business Planning & Review meetings to help drive demand planning and forecasting while focusing on key performance indicators for dealer engagement and performance · Achieve wholesale targets to forecast per developed demand planning with dealer · Serve as a liaison between marketing, product management, product and customer support, and dealer network. · Recommend and implement national/regional sales promotional programs. · Ensure that the Voice of Dealer, customers, and external partners is heard in all functional areas. -Support and grow product sales of Yanmar Compact Construction Equipment to increase revenue, profit, and overall growth within assigned territory. -Visit, plan and provide support to dealer partners, trade shows and special events -Increase sales through promotion of marketing and wholesale and retail programs -Develop existing dealers through training and mentoring dealer personnel and sharing YCENA assets to enable dealer advancement. · Ensure that each dealer has appropriate Line of Credit (LOC) and proper utilization of LOC with Yanmar CE NA in interest Requirements QUALIFICATIONS: Education and/or experience: - Bachelor’s degree in business, marketing or similar field. - Five (5+) years sales experience in the construction equipment or off-road equipment industry, compact construction equipment strongly preferred. - Three (3+) years of experience supporting dealers, customers, and end users. - Experience working with small, medium, and large dealer networks. - Demonstrated field experience. Self-Starter mentality Knowledge, Skills & Abilities: - Presentations skills – Create and present territory analysis to management leadership, dealers, and customers. - Communication – Excellent verbal, written and e-communication skills. - Strong organizational skills - Initiative – Start and maintain projects with little supervision. - Proficient with Microsoft Office Suite including Outlook, Excel, PowerPoint and Word. - Problem Solving and collaboration. - Ability to apply business concepts and tools to tactical and strategic initiatives, working closely with dealer organizations - Understanding of customer segments and customer buying habits Travel · Ability to travel up to 75%, mostly within the assigned territory to work with dealers and visit customers, sometimes on short notice or weekends. This could be by air or vehicle. · Applicant must reside in the states of Pennsylvania or New York. Worksite: Remote Position: Business Development Manager Job Type: Full Time FLSA: Exempt Department: Sales Work Schedule: M-F Starting Wage: $110-135K This position offers the potential for discretionary bonus compensation up to 40% of base salary. Benefits: YCENA currently offers a comprehensive benefits package including Medical, Dental, Vision, Basic Life & AD&D, Voluntary Term Life, Short & Long Term Disability, EAP, HSA, Medical & Dependent Care FSA, Accident Insurance, Critical Illness, and Hospital Indemnity, Paid Time Off, Paid Holidays, and a 401(K) plan with a company match of up to 4%. The above Job Description is not intended to be an all-encompassing list of responsibilities, skills, efforts or working conditions associated with this position. It is intended to be a guideline reflecting the principal activities.

Overview Smartling was founded 16 years ago to make localization and translation seamless. Today, Smartling is profitable and backed by Battery Ventures, a global technology-focused investment firm, supporting company growth and expanding our market share and leadership position. We are the only cloud-based, AI-enabled translation platform that combines a Neural Machine Translation Hub and professional language services empowering teams to collaborate in real-time to create experiences customers love. Smartling is seeking a Business Development Representative for a remote, work-from-home position. Smartling’s Business Development team is a group of highly motivated sales professionals whose focus is to source and engage with high-potential prospects. As the first point of contact with potential customers, you will qualify active buying interest and be a critical part of the bridge between marketing and sales to ensure new customer acquisition is consistent, high quality, and frictionless. We are considering candidates based in Eastern and Central time zones at this time. What’s in it for you - Become a business representative via regular and structured coaching and training - Be a part of an ambitious and highly motivated team - You will learn vital prospecting skills and be a champion in discovery calls with prospects - Develop your core foundation and launch your career as a SaaS sales professional - Work in a fast-paced technology company - Sales performance incentives for fun (SPIFFs!) You Will - Work alongside marketing and sales to source and engage with high-potential prospects and companies - Develop and execute outreach strategies via email, zoom/calling, and social channels - Generate curiosity with potential customers by clearly articulating Smartling’s value proposition - Act as a consultative partner for potential customers; fielding questions and handling objections - Once prospects have been qualified and a fit has been identified, execute a hand-off to Account Executives - Diligently record and manage prospect and company information in Salesforce - Become a Smartling expert, maintaining an in-depth knowledge of the product, competitive positioning and industry trends - Be a Smartling ambassador at industry events and conferences You Have - Interest in sales as a career - 1 year of customer-facing experience - Track record of top performance in a competitive environment - A natural passion and curiosity for the fast-paced technology - Clear communication skills with a deep sense of empathy - A self-starter who loves problem-solving and teamwork - Excellent written skills - Bachelor’s degree or equivalent work experience - A home office setup conducive to working remotely, and the ability to work effectively as a remote team member* Preferred but not required - Working knowledge of sales and marketing tools e.g. Salesforce.com, LinkedIn, Outreach - Prior experience within a fast-paced technology company You Are - Results-focused. Motivated, hard-working and ready to level up to your career goals - Curious: You’re a “forever learner” with an insatiable desire to gain new skills and knowledge - Enthusiastic. A fun and energetic co-worker - Customer-focused. Passionate for client success at all times - Detail-oriented. Have excellent time management and organizational skills - A team-player. Who gets excited by a fast-paced, high-energy environment You Will Enjoy - Freedom 🏡 - we are remote first - Growth - an opportunity to learn and advance your career - Wealth 💰 - we offer a competitive salary and 401(k) + company match - Wellness - health insurance; free medical plan for you and your family - Balance - flexible PTO + 11 holidays; generous parental leave - Culture 🤝- an energetic, value-driven, and fun culture and team spirit - Bonus - employee referral program and apple equipment We are considering candidates based in Eastern and Central time zones at this time. The national pay range for this role is $60,000-$80,000 On-Target Earnings (this includes commissions). Individual compensation will be commensurate with the candidate's experience and local cost of labor. Smartling is proud to be an equal opportunity employer. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, skills, and experiences. We use E-verify platform for the work authorization verifications. *To work from home, you must have a strong internet connection, a quiet space, and a professional (distraction and clutter-free) background.

Senior Business Development Manager Location: United States Department: Kry10 North America Reports to: VP North America Employment Type: Full-time Company Overview: Kry10 Kry10 creates resilient systems by developing exceptionally strong safety and security for software in mission-critical devices. Our work spans multiple sectors including critical infrastructure, industrial control systems, defense, healthcare, telecommunications, automotive, and AI infrastructure. With a focused team of 20 people, we're scaling rapidly and already have global reach with offices across the US, UK, NZ, and Australia. At the heart of what we do is the Kry10 Operating System (KOS) — a platform that delivers mathematically-proven security through strong isolation and tightly controlled communication. This formal methods-backed technology supports developers in building genuinely trusted applications and devices while enabling secure upgrades with minimal downtime. We partner with companies to deliver both the secure platform and integrated solutions that protect what matters most About the Role Kry10 seeks a Senior Business Development Manager to drive revenue growth and strategic partnerships for our high-assurance secure computing solutions. This role will be instrumental in expanding our footprint within critical infrastructure, defense and government markets, automotive, and AI data centers requiring advanced resiliency and cybersecurity capabilities. The ideal candidate will leverage deep understanding of mission-critical systems, and be able to build upon relationships and networks in multiple agencies and technical communities. Key Responsibilities Strategic Business Development - Identify, qualify, and pursue new business opportunities within companies involved in critical national infrastructure, federal civilian agencies, DoD and intelligence community and requiring resiliency and mathematically verified security solutions - Develop and execute account strategies for prime contractors and system integrators working on programs requiring formal verification and high-assurance systems - Build relationships with key stakeholders at corporate clients, government R&D organizations, DARPA and military research laboratories - Position Kry10's technology stack for inclusion in major critical infrastructure modernization initiatives, as well as defense and intelligence programs - Participate in and lead strategic discussions with company leadership including CEO and COO Sales Leadership & Revenue Generation - Own and exceed annual revenue targets ranging from $6M-$15M in new business development - Lead complex, multi-stakeholder sales cycles involving technical evaluation, security certification requirements, and federal acquisition processes - Develop compelling value propositions demonstrating return on investment of formal verification technology versus traditional security approaches - Negotiate contracts, licensing agreements, and strategic partnerships with government agencies and prime contractors Market Intelligence & Strategy - Monitor competitive landscape including companies like QNX, Green Hills Software, Wind River, and other RTOS/secure OS providers - Track relevant DARPA programs, BAAs, and government funding opportunities aligned with Kry10's capabilities - Provide market feedback to product and engineering teams to inform roadmap priorities - Identify emerging requirements in target industries Partnership Development - Establish relationships with system integrators and technology partners to expand market reach and mutually beneficial opportunities - Collaborate with university research programs and FFRDCs to advance formal methods adoption - Support international opportunities including Five Eyes partnerships while navigating export control requirements Required Qualifications - Bachelor's degree in Engineering, Computer Science, Business, or related field; MBA preferred - 7+ years of enterprise B2G or B2B sales experience with demonstrated success selling complex technical solutions to enterprises and federal customers - Proven track record of closing $1M+ deals with customers and growing sales functions - Strong technical acumen with ability to articulate complex security concepts including formal verification, isolation architectures, and mathematical proofs - United States Citizenship Preferred Qualifications - Understanding of industrial control systems, critical infrastructure protection, and OT security challenges - Existing relationships within defense industrial base, particularly with companies developing autonomous systems - Experience with IRAD processes and influencing contractor investment decisions - Deep understanding of federal acquisition regulations (FAR), contract vehicles, and procurement cycles - Experience with companies providing AI services and operating AI data centers - Experience selling embedded systems, operating systems, or cybersecurity solutions to mission-critical markets - Familiarity with medical device cybersecurity requirements and FDA regulatory landscape - Ability to work from the Washington DC, California Bay Area or Seattle Area - Relevant security clearances What We Offer - Opportunity to work on cutting-edge cybersecurity technology with real-world impact - Collaborative, innovative work environment with a global team - Competitive salary, commission and benefits package - Professional development opportunities Our Culture & Values At Kry10, our core values guide everything we do: Tūturu Rangatira kī Tahi (Authentic Leadership with Accountability) We act and do what we say. We are accountable for our actions and the promises we make to others. Raru ki uta, Raru ki tai (Know What Problem You're Solving) We tackle the hardest problems first and understand what problems our customers have. Mata-tika (Fair and Reasonable) We are fair and reasonable with ourselves and others in all dealings. We value diverse perspectives and foster respectful dialogue. Rangi rāua ko Papa (Planet Enhancing) We prioritize projects and partners that actively protect our planet and seek efficient ways to lessen negative environmental impact. Inu wai, Kai Rona (Drink Water, Then Eat the Moon) The Kry10 platform is a massive undertaking built through iterative excellence. Each release reflects ongoing client feedback and our commitment to ambitious goals. Kaitiaki (Guardianship) As guardians, we bring great care and attention to work, treating it as our own. We ensure knowledge and work are passed on to future guardians. Mana Tahi, Mana Tini (Individual and Collective Success) We celebrate individuality and expertise while recognizing that collective success is the only way to achieve the Kry10 mission. Moumou te Huruhuru (Don't Waste the Feathers of the Bird) We use resources efficiently and ensure our people have the right tools to do the job well. How to Apply Please submit your resume and a covering letter to recruitment@kry10.com with the subject line "US Senior Business Development Manager - [Your Name]" Kry10 is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

• Aggressively pursue net new targeted accounts in the construction market that meet the strategic accounts ideal customer profile ($500K+) • Effectively negotiate contract terms in collaboration with PeopleReady Skilled Trades contracts and legal teams • Collaborate with leadership and implementation teams and customers to help ensure we establish a delivery that will meet their expectations • Ensure accounts are established properly, allowing branches to effectively and efficiently service them • Work with leadership to develop pricing models that will ensure we are paying workers appropriately for attracting and retaining the right worker for each individual job • Work collaboratively with the internal pricing team to ensure pay rates are appropriate • Meet gross margin guidelines and expectations as set by the Vice President of Field Sales • Collaborate with the leadership and operations team to develop the implementation strategy for new accounts, ensuring we drive the right field level sales activities to ramp-up account penetration within the first year • Perform quarterly business reviews as needed.