• New Logo Acquisition • Prospect and acquire net-new key clients across priority verticals and strategic accounts. • Build and manage a robust pipeline through disciplined outbound activity and self-generated opportunities. • Drive the full sales cycle from initial outreach through close in complex mid-market & enterprise environments. • Pipeline Creation & Prospecting Discipline • Maintain a consistent cadence of outbound prospecting including calls, emails, outreach, and targeted account engagement. • Own weekly pipeline generation targets and activity metrics. • Conduct discovery conversations that uncover business problems tied to commerce growth and operational efficiency. • Value Based Selling • Position Rithum’s platform as the central infrastructure enabling brands and retailers to scale marketplace and digital commerce operations. • Adopt the Rithum Way of Selling model • Engage executive stakeholders and decision makers with clear value articulation. • Lead complex sales motions involving cross-functional stakeholders and long sales cycles. • Strategic Account Targeting • Identify and pursue high-value mid-market & enterprise prospects aligned to Rithum’s ideal client profile. • Build account strategies that leverage marketplace expansion, channel orchestration, and data intelligence capabilities. • Deal Execution • Manage opportunities through a disciplined sales methodology and deal inspection cadence. • Collaborate with internal stakeholders including sales engineering, product, services, and leadership to advance opportunities. • Maintain accurate pipeline visibility and forecast integrity.

• Prospect and acquire net-new key clients across priority verticals and strategic accounts. • Build and manage a robust pipeline through disciplined outbound activity and self-generated opportunities. • Drive the full sales cycle from initial outreach through close in complex mid-market & enterprise environments. • Maintain a consistent cadence of outbound prospecting including calls, emails, outreach, and targeted account engagement. • Own weekly pipeline generation targets and activity metrics. • Conduct discovery conversations that uncover business problems tied to commerce growth and operational efficiency. • Position Rithum’s platform as the central infrastructure enabling brands and retailers to scale marketplace and digital commerce operations. • Adopt the Rithum Way of Selling model • Engage executive stakeholders and decision makers with clear value articulation. • Lead complex sales motions involving cross-functional stakeholders and long sales cycles. • Identify and pursue high-value mid-market & enterprise prospects aligned to Rithum’s ideal client profile. • Build account strategies that leverage marketplace expansion, channel orchestration, and data intelligence capabilities. • Manage opportunities through a disciplined sales methodology and deal inspection cadence. • Collaborate with internal stakeholders including sales engineering, product, services, and leadership to advance opportunities. • Maintain accurate pipeline visibility and forecast integrity.

• Own and Grow the Territory • Drive new logo acquisition and expansion across California, Nevada, Washington, and Arizona • Develop and execute a strategic territory plan targeting school districts and education leaders • Build trusted relationships with Superintendents, CIO/CTOs, Directors of Technology, and Operations/Safety leaders • Leverage Existing Market Momentum • Build on existing pipeline opportunities already active in the territory • Expand relationships within districts where we already have customers and champions • Use reference accounts and success stories to accelerate new district adoption • Run Enterprise Sales Cycles • Manage complex, multi-stakeholder deals using MEDDICC methodology • Lead discovery, demonstrations, stakeholder alignment, and executive presentations • Navigate district procurement processes, RFPs, and cooperative purchasing vehicles • Partner Across the Organization • Work closely with Presales Engineers for technical validation and solution design • Collaborate with marketing and leadership on demand generation and pipeline development • Partner with customer success teams to identify expansion opportunities

Interplay Learning, the leader in immersive learning for the skilled trades, now includes Industrial Training International (ITI), the global leader in specialized industrial learning solutions. Leveraging instructor-led training, online simulations, AI, and VR, Interplay helps organizations and educational institutions upskill faster, reduce risk, and increase operational readiness. With nearly 600,000 people trained, Interplay is shaping the future of workforce development, building better careers and better lives. Visit www.interplaylearning.com to learn more. Awards & Recognition: - 2024 Facilitiesnet Readers' Choice Award Winners for Software - Forbes 2024, America's Best Startup Employers - 2024 Fast Company Most Innovative Companies - 2024 AHR Expo Innovation Awards Winners for Software - Built-In, Best Midsize Places to Work In Austin 2023 & 2024 Interplay Learning Ethos: At Interplay, we love what we do. We embrace our daily challenge to push technological limits to invent better ways to make learning easier and training more powerful. We attract passionate people and invite spirited discourse. We celebrate that our jobs fit our lives, not the inverse. We are uncompromising in our belief that together: we can build better training, build better careers and build better lives for customers and our team. Position: Account Executive, Mid-Market As a Mid-Market Account Executive at Interplay Learning, you will drive revenue growth for our skills development platform (B2B, SaaS) through business development/new customer acquisition. This is purely a hunter role! You will be supported by marketing/leads, an SDR partner, and your own prospecting efforts. Annual quota for this position is $700k+, once fully ramped. Candidates should have 2+ years of experience consistently achieving annual quotas of at least $500k, ideally higher. You’ll also need experience selling a B2B SaaS product preferably in EdTech, Training, Workforce Development or adjacent. However, if you have experience selling a B2B SaaS platform related to skilled trades, construction, facilities maintenance or industrial (manufacturing), please apply! Why this position: - Sell an Innovative, Mission-Driven Product – Cutting-edge VR, AI, and 3D simulation technology that's transforming skilled trades training and addressing the labor shortage. - Strong Product-Market Fit – Proven traction with mid-market customers with a clear value proposition that resonates. - High-Growth Company with Career Upside – Be part of a scaling SaaS company where you can make a direct impact. - Collaborative, Supportive Team - Coaching, mentorship, skill development and growth. What you’ll do: - Drive revenue growth through new customer acquisition. - Starting with a Target Account List, drive strategy, planning and execution. - Establish and build rapport with decision-makers, influencers, and stakeholders within prospects. - Understand customer needs and challenges, developing tailored solutions that demonstrate the value of Interplay Learning’s platform. Lead product demos. - Collaborate closely with internal teams, including SDR team, Customer Success, Product, and Marketing, to take deals to close. - Monitor the sales funnel, report on progress, and forecast revenue outcomes to leadership. Who you are: - Positive and passionate. Operates with integrity, grit and emotional intelligence. - Adaptable, creative problem-solver. Willingness to try new things! - A strong communicator with excellent listening, presentation, and negotiation skills. - Adaptable and nimble. Comfortable working in a fast-paced, high-growth environment, with a startup mentality. - Data-driven and results-oriented, with a passion for achieving and exceeding goals. - A collaborative team player who values diverse perspectives and input. Requirements: - 2+ years of experience as an Account Executive, within B2B SaaS or a related industry. - Product experience preferred - EdTech, Training, eLearning, workforce development, learning and development (L&D), HRTech. - Industry or segment experience and/or knowledge preferred - skilled trades (HVAC, plumbing, electrical), facilities maintenance, industrial - manufacturing, construction, heavy equipment, crane & rigging. - Proven track record of exceeding sales targets and driving revenue growth. Annual quota of $700k+. - Deep understanding of the sales process, consultative selling, and account planning. - Proficiency with modern sales tech stack including Salesforce, Gong, Zoom, Hubspot, Highspot, G-Suite and Gemini AI. - Knowledge of Challenger Sales methodology is a plus Please note the following about our hiring process: - As a next step, we will ask you to record an intro video for the hiring team if your application looks like a potential match. Instructions will be sent. - Candidates must be authorized to work in the United States for any employer without stipulations and be residents of the United States. - Following the offer, all roles require I-9 verification, E-Verify, a background check, and a drug and alcohol test. Pay: $140k-$150k OTE (includes $70-75k base salary + $70-75k variable commission, uncapped) Questions? Feel free to contact Tara Hurley, Sr. Recruiter, via LinkedIn or tara.hurley@interplaylearning.com. Why you'll love working with us (Benefits): - Remote-first & flexible hours – Offices in Austin, TX; Deer Park, TX; Woodland, WA; and Cleveland, OH. - Learning & growth – Annual learning reimbursement. - Family-friendly policies – Support for work-life balance. - Generous time off – 3 weeks PTO, 1 week Winter Break, holidays, and sick days. - Comprehensive benefits – Medical, vision, dental, and 401(k) match. - Equity – Private Company Equity Options - Wellness – Mental and physical health resources and social events. Join us and grow with a team that values you!