This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description You’ll sell our privacy evaluation services—helping companies earn our seal and demonstrate credible privacy practices to their customers. Your job is simple: find companies who understand the importance of customer trust, show them how our seal differentiates them, and close contracts. This is a full-cycle sales role. You’ll prospect, qualify, demo, negotiate, and close—working with warm inbound leads and identifying your own targets. You’ll carry quota and be measured on revenue. Initially, you’ll focus on our established education technology market while exploring adjacent verticals. As you identify promising opportunities in new markets, you’ll test and validate them. What You’ll Do Day-to-Day - Spend time on calls: - Prospecting calls with companies that need credible privacy differentiation. - Discovery calls understanding how our seal helps them compete. - Demo calls walking through our evaluation process and what earning our seal means. - Negotiation calls working through contract terms. - Update the CRM, forecast your pipeline, and collaborate with marketing on target account campaigns. - Travel occasionally (15-20%) to attend conferences where you can meet prospects face-to-face. Responsibilities - Pipeline Generation (40%) - Work warm inbound leads from companies requesting to be evaluated for our seal. - Identify and prospect target accounts: companies in education, healthcare SaaS, fintech, HR tech, or other verticals. - Use intent signals: companies responding to RFPs with privacy requirements. - Leverage demand generation: help vendors earn our seal when buyers ask about trust and privacy. - Conduct outreach via email, LinkedIn, phone, and conference connections. - Run discovery calls to qualify fit and understand how our seal helps them win deals. - Deal Management (50%) - Run demos showing our evaluation process and what companies receive when they earn our seal. - Navigate multiple stakeholders: product, legal, compliance, marketing, sales leadership. - Position our seal as competitive differentiation. - Handle objections around timing, cost, and ROI. - Structure deals: seal evaluations, ongoing monitoring, multi-product assessments. - Coordinate with delivery team on evaluation timelines and seal issuance. - Show ROI: our seal helps companies win competitive deals. - Market Development (10%) - Refine positioning of our seal and trust standard in new verticals beyond education. - Identify patterns: which industries value our credential most. - Share insights with leadership about market opportunities. - Help refine how we position our seal for different buyer personas. Qualifications - 5+ years full-cycle B2B SaaS sales experience. - Track record consistently hitting or exceeding quota ($750K-$1.5M annually). - Experience selling deals in the $25K-$100K range. - Experience selling across multiple industries. - Proficiency with Salesforce (or similar CRM) and sales engagement tools. - Strong discovery skills: can uncover pain, understand buying process, identify decision-makers. - Effective demo and presentation skills. - Ability to position credentials, certifications, or trust signals as competitive advantage. - Self-motivated and disciplined in managing your own pipeline. Nice To Haves - Experience selling privacy, compliance, security, or trust/safety solutions. - Experience selling certification, assessment, or credential programs. - Background selling to regulated industries (healthcare, finance, education). - Familiarity with enterprise procurement processes. - Experience in early-stage or growth-stage startups. - Comfort with market ambiguity. Compensation & Benefits - Competitive compensation, equity, and benefits package including medical, dental, and vision coverage. - 401(k) plan and flexible PTO. What Makes This Role Different You’re selling something buyers actually want to see: credible proof that a company takes privacy seriously. Our seal matters because it’s backed by Common Sense Media’s 20-year reputation and rigorous independent evaluation. When companies earn our seal, they can prove their privacy practices to skeptical buyers. You’re not just selling software—you’re helping companies earn a credential that builds trust. You’ll have the opportunity to shape which markets we pursue and help define our expansion strategy.

• Spearhead Ripple Fiber’s growth in multi-dwelling unit (MDU) communities • Identify, develop, and close bulk agreements with builders, property managers, and stakeholders • Engage stakeholders to influence decisions and drive bulk agreements • Create compelling value presentations that highlight fiber’s advantages • Partner with internal teams to produce proposals and launch plans • Lead negotiations and manage the legal process

• Own the full sales cycle from prospecting, targeting, to close for enterprise-level customers • Develop and execute regional account strategies to drive new business across the West Coast • Provide timely and accurate business forecasts to sales and executive management • Meet established contract volume and revenue targets for new business • Partner with Sales Engineering and Product teams to deliver tailored demos and solutions • Build strong, consultative relationships with CISOs, CTOs, and security teams • Represent the company at industry events, conferences, and virtual meetups • Contribute feedback to help shape product direction and go-to-market strategy • Maintain in-depth knowledge of PlexTrac’s product, competitor products and technologies and industry trends

• Uncover and manage new selling opportunities in a geographic territory • Call on and develop relationships with C-level executives • Execute a sales process that validates and qualifies technical and business requirements • Articulate the value proposition and be familiar with ROI and TCO tools • Negotiate contracts, up-sell and cross-sell