Summary Headquartered in sunny Los Angeles, GrayMatter Robotics is a well-capitalized AI robotics startup serving the manufacturing industry. We empower shop floor workers with our smart robots that assist with tedious and ergonomically challenging tasks, specifically in automated surface finishing. Our proprietary GMR-AI™ software is integrated with state-of-the-art industrial robots, sensors, and tools to create application-specific turnkey solutions for customers through a Robot-as-a-Service (RaaS) model. Role & Responsibilities As a Technical Sales Representative, you will drive growth by sourcing and closing opportunities within manufacturing facilities. You will focus on identifying "high-mix, high-variability" production lines where manual surface finishing is creating labor bottlenecks or quality issues. Your goal is to move fast, educate plant managers on our "no-programming" AI technology, and demonstrate the immediate ROI of our subscription-based robotic cells. ● Opportunity Sourcing: Proactively prospect and identify manufacturing facilities (Aerospace, Specialty Vehicle, Electrical Equipment, Defense, General Manufacturing) with demanding finishing requirements. ● Strategic Prospecting: Through heavy site visit and in-person interactions via your networks and our marketing efforts, engage with Operations Managers, Plant Managers, and Automation Engineers. ● Application Assessment: Visit customer sites to review manual sanding, grinding, and coating applications; identify pain points related to labor shortages, worker strain, and inconsistent quality. ● Solution Sales: Differentiate GrayMatter’s "Physical AI" and subscription model from traditional, high-upfront-cost automation. ● Relationship Management: Manage the full sales cycle from initial factory floor walk-through to final contract signing, ensuring a seamless handoff to our deployment team. ● CRM & Forecasting: Maintain meticulous records of sales activities and project timelines in the CRM to ensure accurate forecasting for the sales leadership team. ● Market Intelligence: Stay updated on industry trends in robotics and AI to act as a thought leader and consultant for prospective clients. Minimum Qualifications - 2–5 years of technical sales experience in industrial automation, robotics, or manufacturing equipment. - Proven track record of meeting or exceeding sales quotas. - Strong ability to communicate complex technical concepts. - Ability to travel locally 60–80% of the time. - Valid driver’s license and ability to work in industrial environments. - Ability to communicate and collaborate effectively across multiple teams - Willingness to work in a fast-paced environment with quickly changing priorities - Must have and maintain U.S. work authorization. Preferred Qualifications - Hands-on experience in manufacturing or shop floor environments. - Experience selling subscription-based or service-oriented solutions. - Background collaborating with engineering or applications teams. GrayMatter Robotics provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. We celebrate diversity and are committed to creating an inclusive environment for all employees. We encourage and embrace applicants of all backgrounds to apply! GrayMatter Robotics is committed to providing reasonable accommodations for candidates with disabilities. If you believe you require accommodations during the recruiting process, please contact accommodations@graymatter-robotics.com to submit your request. Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice. Compensation for this position includes the base salary range plus bonus (or commission) and equity. We also provide comprehensive benefits and perks which include but are not limited to medical, dental, vision, unlimited PTO, 401(k) plan + employer match, regular offsite events, a discretionary fund for enhancing productivity and so much more! The range listed on job postings reflect the minimum and maximum new hire salary across levels in Los Angeles, CA.

Your role at DynatraceAt Dynatrace, we’re transforming how enterprises accelerate innovation, optimize performance, and deliver flawless digital experiences. We’re looking for a Regional Director, Expansion Sales who’s passionate about leading teams, driving growth, and unlocking new value within our customer base. In this role, you’ll lead a team of five Enterprise Expansion Account Executives, empower their success, and execute strategic expansion motions across a high‑potential territory. What You’ll Do - Lead, coach, and develop a top‑performing Expansion Sales team with a focus on consistency, execution, and excellence - Build and sustain a healthy expansion pipeline that aligns to regional and corporate revenue goals - Drive regional GTM strategy—territory planning, whitespace mapping, and customer engagement plays - Lead forecast and pipeline execution using Salesforce to ensure predictability and accuracy - Share market and competitive insights to help shape field strategy - Partner closely with Marketing, Pre-Sales, Partner Sales, Account Executives, Regional Directors, and Customer Success to accelerate growth and deliver customer outcomes What You Bring - Proven experience leading Enterprise SaaS sales or expansion teams - A track record of developing talent and elevating team performance - Strong operational rigor and forecasting discipline - Ability to build strategic territory plans and influence cross‑functional teams - Understands how to tie our platform to the business needs of our customers - Based in Ohio or Michigan What will help you succeedMinimum Requirements: - HS diploma or GED. - A minimum of 8 years of experience in closing large enterprise technology sales. - A minimum of 5 years managing a high performing sales team. Preferred Requirements: - You have a few years of enterprise technology sales management experience. - You feel comfortable in building and mentoring a team of successful sales hunters. - You have experience with the sales cycle; prospecting, qualification, verbal presentation, and closing using a repeatable process. - You have proven experience in generating sales revenue through new logo wins. - You are methodical, action-oriented, results-oriented. - You possess MEDDIC experience. - You bring extensive consultative selling methodologies in managing sales cycles (eg. Challenger Sales, MEDDIC). - You show a history of closing business opportunities consistently meeting and/or exceeding quota. - You are confident in attaining revenue and performance goals. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and RewardsThe base salary range for this role is $166,000 - $207,000. When determining your salary, we consider your experience, skills, education, and work location. Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. Equal Employment OpportunityAll your information will be kept confidential according to EEO guidelines. We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.

• Responsible for launching new products and managing business relationships • Understanding formulary access and engaging in product promotion within assigned accounts • Sales efforts and relationship development with customers • Utilize a systematic approach to virtual engagement • Collaborate with cross-functional internal teams to address customer needs • Educate providers on product value proposition for relevant patient populations • Support patients’ access to Pfizer products and provide relevant information to HCPs • Use digital tools for customer engagement

• Strategic role in designing and implementing scalable, secure Salesforce solutions focused on customer experience. • Eliciting and translating complex business needs into simple, efficient solutions on the Salesforce platform. • Configuring and customizing Sales Cloud, Service Cloud, and Experience Cloud following architecture and governance best practices. • Mapping and optimizing digital customer journeys, focusing on onboarding, KYC, omnichannel service, and CRM. • Building advanced automations with Salesforce Flows, validations, business rules, and asynchronous processes. • Defining, overseeing, and governing API integrations with internal systems and external partners. • Working in regulated environments, ensuring information security, access control, traceability, and compliance with LGPD (Brazilian data protection law). • Leading technical discussions and supporting Salesforce architecture decisions. • Actively participating in integrated testing, UATs, and Go-Live processes, working in agile delivery cycles (Scrum/Kanban). • Continuously collaborating with Product, Technology, Data, Security, and Compliance teams. • Implementing and evolving Salesforce solutions in enterprise environments.