• Develop and manage Territory and Account Plans to expand existing accounts and win new logos to meet sales targets. • Provide accurate forecasts in Salesforce and during sales meetings utilizing the MEDDPIC framework. • Work with your New Relic sales team to identify sales plays, deliver product demonstrations, and participate in industry events to drive pipeline growth • Engage senior government executives in order to close sales opportunities. • Develop a network of FSIs and VARs to expand reach and growth. • Effectively navigate and collaborate across New Relic organizations such as Marketing, Engineering, Sales Operations, and Finance to advance the sales process.

About Snorkel At Snorkel, we believe meaningful AI doesn’t start with the model, it starts with the data. We’re on a mission to help enterprises transform expert knowledge into specialized AI at scale. The AI landscape has gone through incredible changes between 2015, when Snorkel started as a research project in the Stanford AI Lab, to the generative AI breakthroughs of today. But one thing has remained constant: the data you use to build AI is the key to achieving differentiation, high performance, and production-ready systems. We work with some of the world’s largest organizations to empower scientists, engineers, financial experts, product creators, journalists, and more to build custom AI with their data faster than ever before. Excited to help us redefine how AI is built? Apply to be the newest Snorkeler! Account Executive – Federal Snorkel AI is seeking an exceptional Account Executive to help federal agencies accelerate the deployment of mission-ready AI systems. In this role, you will partner with government organizations to operationalize AI capabilities using Snorkel’s data-centric development approach. These systems support mission-critical workflows such as intelligence analysis, operational planning, threat detection, and decision support. Unlike traditional enterprise software sales, Snorkel engagements focus on delivering AI capabilities and measurable outcomes. You will work closely with AI engineers, solution architects, and mission experts to translate operational challenges into scalable AI solutions for federal customers. What You’ll Do Drive strategic engagements across federal agencies by identifying high-value AI opportunities and translating mission challenges into deployable AI capabilities. You will manage complex, multi-stakeholder sales cycles involving technical teams, program leadership, and procurement organizations. Successful candidates build credibility with both technical and mission stakeholders, develop strong territory strategies, and lead opportunities from initial engagement through contract award. This role requires disciplined pipeline management, strong business case development, and the ability to navigate complex federal buying environments. Required Experience Federal / National Security Market - 5+ years experience selling into federal agencies, including defense or national security organizations - Familiarity with federal procurement and government acquisition processes - Understanding of mission environments such as intelligence analysis, operational planning, cyber operations, or investigative workflows AI, Data, or Technical Solutions - Comfort engaging technical stakeholders around AI/ML, data engineering, analytics platforms, or AI evaluation frameworks - Ability to communicate the value of modern AI development approaches and data-driven model evaluation Enterprise Sales Performance - Consistent top-tier sales performance Experience selling complex enterprise or technical solutions - Demonstrated ability to build and close $1M+ opportunities with strong pipeline generation discipline Bonus Qualifications - Active U.S. security clearance (Secret or TS/SCI) - Experience supporting AI, data analytics, or advanced technology programs - Prior military, intelligence, or national security mission experience - Experience selling outcome-based solutions or technical services engagements Why Snorkel AI The future of AI is not just larger models — it is trusted, mission-ready systems built on high-quality data and rigorous evaluation. Snorkel AI is pioneering data-centric AI development, enabling organizations to rapidly build, test, and deploy AI systems for real operational environments. Our technology already supports some of the most advanced AI initiatives across government and industry. Location Washington, DC / Northern Virginia preferred Remote with regular engagement across federal agencies Salary Range $275,000—$375,000 USD Be Your Best at Snorkel Joining Snorkel AI means becoming part of a company that has market proven solutions, robust funding, and is scaling rapidly—offering a unique combination of stability and the excitement of high growth. As a member of our team, you’ll have meaningful opportunities to shape priorities and initiatives, influence key strategic decisions, and directly impact our ongoing success. Whether you’re looking to deepen your technical expertise, explore leadership opportunities, or learn new skills across multiple functions, you’re fully supported in building your career in an environment designed for growth, learning, and shared success. Snorkel AI is proud to be an Equal Employment Opportunity employer and is committed to building a team that represents a variety of backgrounds, perspectives, and skills. Snorkel AI embraces diversity and provides equal employment opportunities to all employees and applicants for employment. Snorkel AI prohibits discrimination and harassment of any type on the basis of 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 law. All employment is decided on the basis of qualifications, performance, merit, and business need. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio. Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself. The Role The Account Executive II will manage a defined sales territory and be responsible for delivering against a quota goal for the defined territory. The Account Executive II will identify, generate, qualify, and close new business for customers and prospects in a defined territory. Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business). What You’ll Do - Develop new and existing accounts within a defined territory - Complete and maintain a territory sales plan which outlines a road map to success - Responsible for meeting or exceeding your monthly and annual quota. by proactively prospecting for All Product Lines and opportunities with new and existing customers - Responsible for sales forecasting, lead generation, prospecting, and account management through the close cycle - Maintain accurate Whitespace data on customer and focus prospect accounts - Partner closely with SE’s, PAM’s and wider POD to deliver territory goals - Align with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible - Align with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts) - Attend corporate trade shows and events - Maintain sales pipeline activity in Salesforce - Schedule and conduct product demonstrations and detailed presentations to prospects, customers and partners - Lead RFP responses for your accounts - Own full end-to-end sales cycle, including running sales meetings, working closely with your SE and partner network, managing a deal through to close. - Act as an advisor to prospects to understand whether their needs could be met with the BeyondTrust product portfolio - Understand and document customers’ business and IT strategies, priorities, and goals; capture this data accurately in CRM system What You’ll Bring - Bachelor’s degree or equivalent work experience - 2-4+ years customer-facing sales experience with security, PAM, Identity Management, or IT related software - Proven track record of meeting or exceeding sales quota - Excellent communication and influencing skills - Demonstrated ability to effectively present and sell a technical solution - Strong communication, negotiation, and organizational skills required. This position will have a heavy emphasis on telephone-based activity. - Ability to work in a team selling environment - Experience with SalesForce.com - Ability to find and uncover new opportunities with prospects and existing business, cold calling and hunting for business - Demonstrated negotiation skills Better Together Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected. We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together. About Us BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders. BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners. Learn more at www.beyondtrust.com. #LI-MB1

• Exceed revenue quota goals quarterly and yearly • Address customer and partner inquiries with tailored solutions • Develop aligned business plans • Engage customers and partners maintaining service levels • Collaborate with marketing on plans • Lead technical resources for customer demonstrations • Follow up with customers for account coverage