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.

Overview The Business Development Director will support our Civil Infrastructure group. This role serves as a steward of the William Charles' business development efforts, is responsible for managing the company’s business development processes and is called to provide support to nurture and maintain strong lasting client relationships for the overall benefit of the organization. This role serves ensure the company achieves overall brand dominance and complete client satisfaction, and directly contributes to the overall vision, mission, and purpose of the company. Location & Travel Details: this can be a remote-based role with ability to travel up to 50% to our main offices & customer locations to support events or department activities. Company Overview With more than a century of exceptional work on our resume, William Charles Construction remains guided by the pursuit of excellence. Our “Do it Right the First Time” work ethic has been the cornerstone of our business philosophy since 1892. With our broad background in heavy civil construction, environmental management and mining and materials production, we have the expertise to help our customers complete their most complex projects. MasTec’s Clean Energy & Infrastructure (CE&I) segment generates over $4 billion in annual revenue, providing construction services across industrial, renewables and infrastructure sectors. Our industrial expertise includes building products manufacturers, decarbonization, power generation facilities, manufacturing plants and mining. In infrastructure, we specialize in general heavy civil construction, underground utilities, structures, electrical work, material production, roadways, bridges, specialty pavement overlays, environmental projects and commercial buildings. Our renewables sector focuses on solar, wind and battery storage. Sustainability and safety are foundational to our culture and influence everything we do. MasTec, a minority-owned Fortune 500 company, has shaped the construction industry for more than 90 years. With over 35,000 employees and 400 offices nationwide, we provide flexibility and career growth in dynamic work environments. Responsibilities - Support and implement opportunity pursuit/win strategies - Identify, research, and qualifying potential leads - Monitor sales pipeline and other corporate-level KPI/Metrics - Engage in industry related events and associations to maintain awareness of new industry trends and developments - Collaborate with cross-functional teams to meet business goals - Manage/assist in market research as necessary - Manage CRM programs and data - Manage all client satisfaction activities - Maintain business development SOPs, guidelines, strategies, etc. for pursuit and processing of opportunities - RFQ/RFP/RFI (et. all) criteria and decision/selection processes - Develop strategies for production of submittals, and assign/schedule resources as may be necessary for completion thereof - Provide guidance of Federal, State, and local laws and regulations, forms and guidelines - Provide guidance/training on pre/post client debriefing meetings - Provide guidance/training on submittal reviews and coordinate presentation rehearsals as necessar - Build rapport with a network of contact - Work closely with executives, estimating, and operations on business leads - Work with department corporate leadership to establish company budget/sales goals - Pre-qualify William Charles Construction for project opportunities - Observe applicable current events, business trends and activity of competitors in order to gain information to make good business decisions and improve our strategy - Coordinate proposals, correspondence letters and respond to RFP's as applicable - Discuss, report and update accurately the company's Pipeline, Backlog, Project Awards, Project Losses, and updates to outstanding proposals within Salesforce - Develop an understanding of the client's goals, needs and concerns and clearly communicate this to the estimating team to ensure submission of responsive bids of products and/or services - Manage and execute Business Development plans and programs, both short- and long-range, to ensure the profit growth and expansion of Company products and/or services - Seek out and use industry sources and consumer information - Track sales results so objectives are achieved within designated budgets Qualifications Education and Work Experience Requirements: - Bachelor’s degree in business, Marketing, or related field with a minimum of 12+ years work experience related to heavy/civil/utility power construction. - Experience and industry-specific knowledge in the area of proposal development and coordination of proposals & presentations while in pursuit of new business. Knowledge, Skills and Abilities Required: - Proven ability to manage multiple projects/activities in a dynamic fast-paced environment, with the ability to multi-task daily activities while maintaining focus on big-picture objectives. - Must have planning, scheduling, and budget management experience. - Excellent communication and organization development skills. - Strong interpersonal skills and ability to work with cross-functional teams. - Business awareness and acumen to develop clients in a variety of market sectors. - Proven track record of working effectively with organizations having complex matrix structures and diverse workforces. - Ability to travel on a flexible schedule for extended periods of time on an as needed basis - Experience with the following software: - High proficiency in Microsoft Office with particular emphasis in PowerPoint - CRM systems – Salesforce preferred - Experience with ERP system – Vista Viewpoint preferred What's in it for you: Financial Wellbeing - Competitive pay with ongoing performance review and merit increase - 401(k) with company match & Employee Stock Purchase Plan (ESPP) - Flexible spending account (Healthcare & Dependent care) Health & Wellness - Medical, Dental, and Vision insurance (plan choice) - coverage for spouse, domestic partner, and children - Diabetes Management, Telehealth Coverage, Prescription Drug Plan, Pet Insurance Family & Lifestyle - Paid Time Off, Paid Holidays, Bereavement Leave - Military Leave, including Differential Pay and Benefits Continuation - Employee Assistance Program Planning for the Unexpected - Short and long-term disability, life insurance, and accidental death & dismemberment - Voluntary life insurance, accident, critical illness, hospital indemnity coverage - Emergency Travel Assistance Program - Group legal plan Position may be subject to pre-employment screening, which may include background check and drug testing. Accessibility: If you need accommodation as part of the employment process, contact ceicareers@mastec.com. Due to the high volume of applications received, we are unable to respond to individual requests regarding application status. Please log into your candidate profile for up-to-date information. MasTec, Inc. is an Equal Employment Opportunity Employer. The Company's policy is not to unlawfully discriminate against any applicant or employee on the basis of race, color, sex, sexual orientation, gender identity, religion, national origin, age, disability, genetic information, military status, or any other consideration made unlawful by applicable federal, state, or local laws. The Company also prohibits harassment of applicants and employees based on any of these protected categories. It is also MasTec's policy to comply with all applicable state, federal and local laws respecting consideration of unemployment status in making hiring decisions. MasTec Clean Energy & Infrastructure and our subsidiaries do not work with any third-party recruiters or agencies without a valid signed agreement and partnership with the Corporate Talent Acquisition Team. Disclaimer: MasTec and our Subsidiaries will never ask prospective employees for any form of payment or money transfer as part of job application or onboarding. We do not ask prospective employees for information about credit cards or personal passwords, and it does not require applicants to purchase equipment or software. Ensure that all recruiter email addresses end in @mastec.com or @talent.icims.com. If you suspect you are the target of a scam, we advise you to contact your local law enforcement agency and report fraud at https://reportfraud.ftc.gov/. #LI-Remote #LI-TTM1