Betabox is on a mission to open the future to every student. Our experiential career discovery programs help students gain exposure to technology career pathways throughout the Southeastern United States. We partner with governments, industry, higher ed, non-profits, and school districts to bring these evidence-based, hands-on learning programs to students who need them most. Betabox is hiring a Partnerships Account Executive who will drive new partnerships and customer relationships that directly enable us to serve more students. In this role, you'll own the full lifecycle of Betabox's partnership relationships — from opening the first conversation to renewing multi-year commitments. Early in your tenure, you'll spend the majority of your time generating new conversations with prospective industry, institutional, and educator partners. Over time, as your accounts list grows, your focus will naturally shift toward managing, deepening, and renewing those relationships as your primary duty, while still as a secondary priority focusing on acquiring net new relationships. Success in this role looks like: - Leveraging your existing network to generate early wins - Relentless focus and creative approaches to booking first meetings with prospects - Building trust and credibility in the workforce development and ed-tech space to hit quota consistently - Starting with a hunter's mentality, then evolving into a trusted steward of a growing portfolio of partners WHAT YOU’LL DO Business Development & Pipeline Generation (Primary Focus, Year 1) - Prospect, qualify, and develop new partnership opportunities with corporate partners, workforce boards, state agencies, higher education institutions, and school districts. - Build and personally execute outbound campaigns through email, cold calling, social selling, and strategic content creation to generate qualified conversations. - Attend and represent Betabox at industry conferences, education summits, workforce development events, and community gatherings to build relationships and raise brand awareness. - Develop and publish thought leadership content such as LinkedIn articles and social media to position Betabox and yourself as a trusted voice in STEM community impact. - Research target accounts and territories to understand organizational priorities, funding cycles, and decision-maker landscapes, then tailor outreach accordingly. - Create compelling proposals and pitch materials that align Betabox’s impact model with partner goals around talent pipeline development, community investment, and ESG/CSR commitments. Relationship Nurturing & Deal Closure - Guide prospective partners through a consultative sales process from first conversation through signed agreement by deeply understanding their community impact goals and mapping Betabox solutions to their needs. - Conduct engaging presentations and demonstrations (virtual and in-person) that communicate the value and measurable outcomes of Betabox partnerships. - Manage a healthy pipeline in the CRM, maintaining accurate data, timely follow-ups, and clear deal progression. Account Management & Retention (Growing Focus Over Time) - Serve as the primary point of contact for signed partners, ensuring they feel supported, informed, and excited about the impact of their investment. - Manage partnership renewals and develop proposals for expanded engagements, upsells, and cross-sell opportunities as partners deepen their commitment. - Coordinate partner requirements and deliverables with the Betabox operations team, ensuring seamless execution of funded STEM programming. - Deliver regular impact reports and updates that demonstrate ROI, student outcomes, and community impact to stakeholders. - Identify and act on opportunities to grow existing partnerships—new regions, additional schools, expanded programming, keeping retention and expansion at the center of your work.

• Be Sophos’ ‘on the ground’ presence to support all partners to achieve bookings quota and business and product targets in the assigned territory • Manage all day-to-day queries for channel partners in the assigned territory • Drive territory channel planning process (define capacity, recruitment, and enablement requirements for all partner types) • Identify and recruit top partners as defined by the channel planning process • On-board and enable top partners to ensure partner success in marketing all Sophos solutions • Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications • Conduct joint-business planning with top territory partners • Align with distribution manager and distribution to get channel strategy implemented • Align Sophos resources to support distribution partner activities • Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners

• Build and maintain trusted client partnerships, ensuring expectations are met and exceeded • Provide strategic and commercial insight to add value across accounts and deliverables • Lead and motivate account teams, fostering collaboration and excellence • Identify and develop new business opportunities within existing accounts • Drive financial performance, ensuring KPIs are achieved

• Own the full sales cycle for SMB prospects, from initial discovery through close, ensuring a consultative and customer-first buying experience. • Manage and convert a steady pipeline of inbound leads from businesses looking to automate and simplify their accounts payable and receivable processes. • Execute outbound outreach to targeted prospect segments when needed, bringing the same disciplined, customer-first approach to every engagement. • Conduct compelling discovery calls and product demonstrations that clearly connect Plooto's platform to each prospect's specific pain points and goals. • Maintain disciplined CRM hygiene in Salesforce, with accurate pipeline stages, timely disposition logging, and quality deal notes that support team-wide forecasting. • Collaborate with Revenue Operations, Product, and Marketing teams to ensure smooth handoffs and share field insights that improve how we go to market. • Consistently meet and exceed monthly performance targets including deals closed, new subscriber numbers, and payment feature activation rates. • Share learnings from customer conversations to help sharpen the team's messaging, talk tracks, and objection-handling playbooks.