About Otto Otto is an AI-powered sales platform built for independent commercial insurance producers. We help agencies identify the right prospects, understand risk faster, and match business to the right carriers, all in one product. We're early-stage, growing fast, and looking for our first customer-facing hire to help us scale. The Opportunity Step into a foundational GTM role and own how Otto reaches, converts, and grows a market of thousands of independent commercial insurance agencies across the US. You will work alongside the founding team to drive acquisition, build the GTM playbook from scratch, and ensure the customers you bring in stay and expand. This is a hands-on execution-first role with ownership and direct impact on how Otto grows. What You Will Do Go-to-Market Execution: - Build and execute the Playbook: Own our outbound acquisition strategy; manage and monitor end-to-end campaigns, flag issues, respond to inbound interest, and keep the funnel moving toward revenue. - Drive Conversion: Take prospects from first touch through trial activation, using data and direct customer engagement to improve conversion at every stage. - Iterate Fast: Test and refine messaging, sequencing, and targeting as you learn what resonates with independent insurance agencies. Customer Success: - Own Retention: Guide customers through onboarding and ongoing engagement, keeping accounts healthy and identifying expansion opportunities. - Be the Voice of the Customer: Serve as the primary point of contact for questions, troubleshooting, and escalations, and feed insights back to the product team. Operational Excellence: - Keep the Engine Running: Own CRM in Attio: tracking trial starts, conversions, churn signals, and renewal status across the customer base. - Report with Clarity: Produce clean, actionable reporting on trial conversions, pipeline health, and customer status for biweekly team reviews. Who You Are - GTM Builder: You have 4-6 years of owning GTM execution at an early-stage B2B SaaS or insurtech company, ideally PLG. You've managed GTM elements before, including outbound campaigns, CRM and enrichment tools like Attio or Clay, and know how to move a funnel from zero. You don't wait for a playbook, you write it. - Customer-Obsessed Operator: You understand that GTM doesn't stop at the close. You know how to build trust with customers, turn early adopters into long-term advocates, and spot churn before it happens. - AI-Native: You use AI tools to build workflows around them. You are always looking for ways to do more with less and bring that mindset to everything you touch. - Self-Directed and Adaptable: You thrive in ambiguous, 0-to-1 environments. You will create repeatable playbooks. Familiarity with commercial insurance or fintech is a plus. Why Join Us At Otto, you will have a seat at the table from day one. You will shape how we build the customer function, influence the product, and help define what it means to serve independent insurance agencies in the AI era. This is your chance to co-found something that matters and is backed by a team that moves fast and a market that's ready. Compensation & Benefits - Competitive salary - Remote-first - Direct influence over a category-defining product - Travel up to 25% EQUAL OPPORTUNITY EMPLOYER 1848 Ventures celebrates diversity and is committed to inclusion. All qualified applicants receive consideration for employment without regard to race, color, sex, religion, national origin, age, sexual orientation, gender identity, disability, or status as a protected veteran.

Role Description As a Business Development Representative at Axiom, you’ll be at the center of the action—helping clients solve complex, real-world problems in the built environment while driving meaningful growth for a company known for delivering projects on time and on budget. You’ll partner with smart, driven professionals who help owners and design teams evaluate options, coordinate systems, and control cost and schedule early in the building life cycle. In this role, you won’t just be “selling” — you’ll be educating, advising, and building long-term relationships with partners who rely on Axiom’s expertise to make high-impact decisions. If you’re energized by consultative sales, enjoy uncovering opportunities, and want your work to directly influence the success of major projects, Axiom is a place where you can make a visible difference and grow your career. Responsibilities - Research and Education - Effectively researches general contractors, architects, developers, and building owners, developing a list of accounts that are probable ideal clients of Axiom solutions. - Uses multiple communication avenues (phone, email, LinkedIn, etc.) to build awareness and connect with potential prospects. - Generates interest with key stakeholders to procure discovery conversations or meetings at multiple levels throughout the organization. - Gathers and documents helpful institutional knowledge on every interaction. - Identifies which clients are not a fit for Axiom based on ideal client criteria. - Managing Prospective Partner Relationships - Attend industry events, trade shows, and architecture conferences (e.g. AIA conferences). - Join local and national industry associations. - Schedule introductory meetings to understand general contractor, architect’s or prospects’ needs and challenges. - Provide lunch-and-learn sessions to educate general contractors and architects on engineering innovations, materials, or sustainability trends. - Regularly check in with prospective partners via calls, emails, or in-person visits. - Identify mutual referral opportunities where both firms can recommend each other to clients. - Developing Sales Leads and Qualified Opportunities - Asks for introductions and leverages referrals. - Supports Axiom leadership when they present at events. - Diligent and proactive following up and staying connected with key networking partners and prospects. - Develop a collaborative working relationship with Axiom partners. - Collaboration - Works with Team Leads to help penetrate targeted clients for additional projects. - Provides marketplace feedback to inform collateral, case studies, website updates, and thought leadership topics. - Partners closely with structural engineers, BIM specialists, and project leads to understand technical capabilities. - Facilitates internal knowledge sharing so BD efforts reflect current engineering innovations. - Building Rapport/ Lead Discovery - Asks effective questions to uncover the general contractor, architect or client’s current situation, desired situation, business drivers, application needs, and decision-making processes. - Differentiates Axiom from competitors by identifying key areas that are important to the prospect. - Identifies opportunities for long-term continuous projects that will drive efficiencies for the client. - Sales Planning - Executes the sales plan and communicates progress against the plan. - Proactively communicates unexpected increases or decreases from new or lost opportunities. - Submits forecasts and pipeline reports to manager on a timely basis. - Keeps informed and communicates market trends. - Manages and progresses a qualified pipeline of opportunities by prioritizing opportunities. Qualifications - Prefer at least 3-5 years sales experience. - Demonstrated success meeting sales goals and growing sales. - Experience in the construction or A/E/C industry required. - Understands how clients identify and select subcontractors for use in projects. - Working knowledge of CRM system. - Knowledge of general networking. - Proficiency in Microsoft Office Suite is required. Benefits - Gain invaluable industry experience and practical engineering skills. - Work with a diverse team of professionals, fostering network opportunities. - Access to mentorship and guidance from experienced engineers. - Competitive compensation package.

• Identify and secure high-value contracts for Whole Genome Sequencing (WGS) and Whole Exome Sequencing (WES) with pharmaceutical and biotech companies. • Identify, onboard, and manage international distributors for our low-cost NIPT solutions. • Lead and support the technical and commercial preparation for large-scale tenders in the genomics space. • Meet and exceed sales targets by optimizing the mix of high-margin research services and high-volume diagnostic distribution. • Provide distributors with the necessary technical and marketing support to effectively sell our NIPT and genomic services in their respective territories.

Role Description As a Strategic Partner Coordinator, you will support the growth and success of Greenway’s strategic partnerships and marketplace solutions. In this entry-level role, you will assist in managing partner relationships, selling cross-functional efforts, and helping drive initiatives that enhance Greenway’s product offerings and customer value. You will work closely with Strategic Partner Managers and internal stakeholders across Sales, Marketing, Product, Legal, Compliance, Support, and Finance to ensure successful partner engagement and execution. This role is ideal for someone early in their career who is eager to grow in healthcare technology, partnerships, and go-to-market strategy. Essential Duties & Responsibilities - Revenue & Opportunity Support: - Support partners in identifying new partnership opportunities and expansion initiatives. - Assist with tracking leads, selling opportunities, and revenue performance related to marketplace and strategic partners. - Customer Success: - Serve as the primary point of contact for partners and customers, ensuring their satisfaction and success with Greenway’s products and services. - Executive Relationship Management: - Foster strong executive alignment with business partners, focusing on joint business outcomes and long-term collaboration. - Sales Campaigns: - Design and execute targeted campaigns to educate partners and customers about Greenway’s offerings, strategic initiatives, and value propositions. - Sales Enablement Assistance: - Help coordinate partner-related sales campaigns by preparing materials, updating documentation, and ensuring internal teams have accurate partner information. - Customer-Facing Support: - Participate in partner and customer meetings as needed, document action items, and ensure follow-through on commitments. - Regulatory Compliance: - Maintain compliant agreements and processes, protecting both Greenway and its clients. - Performance Review: - Regularly analyze sales performance against business case expectations, using P&L statements to assess profitability and guide strategic decisions. - Integrated Solution Development: - Use Spotdraft to manage partner contracts and ensure alignment with sales goals. - Partner with Finance and Sales to monitor solution revenues and profitability, leveraging P&L analysis. - Help facilitate resolution of partner or customer inquiries by connecting the appropriate internal teams and tracking issue resolution. - Industry Expertise: - Stay current on healthcare integration technologies and support models to better serve customers. - Market & Customer Insights: - Continuously research market trends, competitor activities, and customer feedback to identify new opportunities. - Develop and maintain strong relationships with key customers and partners, acting as their advocate within Greenway. - Identify and pursue new market segments, tailoring strategies to maximize customer acquisition and retention. Qualifications - Bachelor’s degree in business, healthcare administration, marketing or a related field - 0-2 years in Product Management, Business Development, Product Marketing, or Sales Requirements - Interest in Healthcare IT, RCM, or healthcare technology. - Comfortable working cross-functionally in a collaborative team environment - Ability to communicate effectively with senior and executive-level stakeholders - Quick learner, strategic thinker, and strong information retention - Professional, positive attitude and collaborative team spirit - Willingness to travel up to 25% Benefits - Competitive pay - Medical, dental and vision benefits - Matching 401(k) - Generous paid time-off programs - Education reimbursement - Growth potential for your career - Corporate discounts