• Independent and reliable management of grocery retail customers within the sales territory • Implementation of marketing and sales strategies and maximization of market potential, especially for our focus brands Mio Mio, Berentzen and Puschkin • Actively influence order quantities at the POS and prevent out-of-stock situations • Ensure optimal implementation of product listings and key account promotional agreements • Execution of secondary placements and additional promotional activities at the POS • Competitive analyses

• Responsible for selling our brands Mio Mio, Berentzen and Puschkin in the German grocery retail sector • Implement marketing strategies and maximize market potential • Ensure reliable supply to customers (direct/indirect delivery, customer distribution center/central warehouse) • Actively influence order quantities at the POS and prevent out-of-stock situations • Ensure optimal implementation of listings and key account promotional agreements • Execute secondary placements and other promotional agreements at the point of sale • Attend trade fairs and meetings • Monitor competitive activity

WHO WE ARE Seagull Software, LLC, is a global leader in real-time, item-level visibility and label management solutions, dedicated to powering the world’s most complex supply chains with innovative tools for traceability, authentication, and automated inventory management. Our BarTender™️ platform enables businesses across all industries to design, manage, print, and automate the production of labels, barcodes, and RFID tags, ensuring seamless tracking and compliance for over 100 billion unique identifiers each year. Leveraging the Mojix™️ high-security, scalable SaaS traceability platform, Seagull delivers end-to-end intelligence, harmonizing data to drive operational efficiency, enhance customer experiences, and reduce risk. Learn more at www.seagullsoftware.com. We’re a growing, profitable, mid-size business with over a 40-year history of leading in our field. Headquartered in Redmond, Washington, with offices across the United States, Europe, and Asia, Seagull empowers businesses worldwide to keep their products moving, traceable, and safe. You’ll work with global, talented, and diverse teams, passionate about what they do and its impact on everyone, everywhere. Join us and help shape the way the world works. LOCATION This position works under a flexible work model, remote with 25-30% travel within the US East Coast, covering territory from Maine to Florida. Only candidates residing within the territory will be considered. JOB SUMMARY You are a highly motivated and talented Regional Sales Manager with experience in channel management and enterprise sales to customers. You are dedicated to driving growth through partners, expanding the partner ecosystem, and leading and winning key deals with and on behalf of partners. You thrive in a dynamic, global sales environment and are committed to achieving sales and company goals through strong execution and collaboration. WHAT YOU WILL DO Territory & Revenue Ownership - Serve as the primary contact for opportunities and accounts within the assigned territory. - Actively contributes to the achievement of sales and company targets. - Set territory strategy and tactics to build pipeline and engage new opportunities. - Lead and participate in the sales process for large, strategic, or high-impact deals. Channel & Partner Management - Establish and manage relationships with existing channel partners. - Identify, recruit, onboard, and nurture new channel partners within the territory. - Work closely with partners to win opportunities and expand existing customer usage. - Determine when to support partner-led sales motions and when to directly engage or lead the sales process. Sales Execution & Deal Leadership - Deliver sales presentations and product demonstrations to customers and prospects. - Serve as a product and sales resource to accelerate deal flow. - Assist in responding to RFP, RFI, and POC requests. - Prepare and deliver winning proposals in partnership with internal teams. Pipeline, Forecasting & CRM - Participate in regular deal reviews and report on sales activities. - Forecast sales by territory and key partners monthly. - Utilize company-defined sales processes to track opportunities above agreed thresholds. - Track and manage all opportunities in CRM per company requirements. Marketing, Enablement & Market Feedback - Grow brand awareness by attending trade shows, conducting webinars, and supporting partner-led demand generation. - Work with Marketing to develop and execute plans that increase partner deal flow. - Provide product and program training to channel partners through webinars and demonstrations. - Inform management of market conditions, competitive forces, and regional trends. - Communicate customer feedback, feature requests, and enhancement ideas to Product Management. Sales Operations & Collaboration - Lead cross-functional sales pursuits, engaging technical, marketing, and executive resources as needed. - Discuss activities, opportunities, and issues with immediate supervisor at least bi-weekly or as needed. WHAT WE REQUIRE - Strong drive and commitment to delivering results. - 5 or more years of experience in B2B software or SaaS sales, including channel management and enterprise direct sales. - Proven success achieving revenue through partner channels and direct enterprise sales. - Demonstrated judgment in partner-led versus direct sales engagement models. - Experience with strategic and consultative selling methodologies. - Ability to present technical concepts clearly to executive and technical audiences. - History of preparing and delivering winning proposals. - Experience selling complementary technologies aligned with ERP, WMS, and MES environments. - Excellent verbal, written, and presentation skills. - Experience leading cross-functional teams to drive sales opportunities to close. - Ability to travel within the US as required, up to 25-30%. EDUCATION - Degree in business, marketing, or a similar field preferred, or equivalent experience. COMPENSATION & BENEFITS - Compensation for this full-time job is a base annual salary between $84,500 - $126,700 and participation in a quarterly commission plan. For qualified applicants, the starting base salary is typically in the midpoint of this range. The specific salary offered to a candidate may be influenced by various factors, including but not limited to the candidate’s relevant experience, education, or location. - Excellent medical, dental, and vision plan - 401K with 100% employer matching up to 3.0% with immediate vesting period - Accrual of 21 days of PTO (combined vacation and sick days) per year with additional accrual increases for years of service - 10 paid company holidays per calendar year - Company-paid life insurance, short-term and long-term disability benefits - Tuition-reimbursement benefits TERMS OF EMPLOYMENT Upon hire, you must be able to provide documentation that proves authorization to work in the US without visa sponsorship. OUR CULTURE We offer a dynamic, culturally diverse, and fun environment where people with energy, creativity, and passion work together to deliver amazing product experiences for our customers. Join a team where your background is valued and respected, and your unique insights and ideas contribute to building a culture of diversity, equity, and inclusion. EQUAL EMPLOYMENT OPPORTUNITY Seagull Software, LLC, is proud to provide 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 recruiting and employment.

Who We Are Having surpassed $300M ARR and continuing to grow, Optro is the leading audit, risk, ESG, and InfoSec platform on the market. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights. At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte! Why This Role is Exciting Optro is scaling rapidly, and we are investing in the systems that help our sales teams continuously improve how they execute across the sales cycle. We are seeking a Manager, Sales Enablement to help build the feedback loop that connects sales performance insights with practical improvements for our field teams. This role will focus on identifying patterns in how we win and lose deals, synthesizing insights from multiple sources across the revenue organization, and translating those insights into enablement programs that improve how our teams execute mid-funnel and close-stage deals. You will work closely with Sales Enablement, Sales Leadership, RevOps, and Product Marketing to surface meaningful insights, identify productivity opportunities, and translate them into repeatable motions that help our sales teams win more business. If you enjoy analyzing sales performance patterns, identifying opportunities to improve execution, and influencing how sales teams operate, this role offers an opportunity to directly impact revenue outcomes. Key Responsibilities Sales Performance Insights & Productivity Build and manage the systems that surface insights about how our sales teams execute and where opportunities exist to improve performance. Responsibilities include: - Analyze and synthesize insights from win/loss interviews, deal reviews, and field feedback. - Partner with RevOps to identify trends in pipeline progression, stage conversion, and deal outcomes. - Identify patterns in competitive losses, buyer objections, and deal execution gaps. - Translate insights into clear recommendations for improving sales productivity and execution. - Surface repeatable “winning patterns” that can be scaled across the organization. - Monitor adoption and impact of initiatives designed to improve sales execution. - Identify opportunities to improve adherence to sales process and methodology (e.g., MEDDICC), and support enablement efforts that reinforce consistent, high-quality execution across the sales cycle. - Partner with Sales Leadership to reinforce process excellence, ensuring reps are effectively applying defined sales stages, deal inspection standards, and best practices. Training & Content Development Translate performance insights into practical enablement programs that help sales teams improve their execution. Responsibilities include: - Design and deliver targeted enablement programs focused on improving sales execution. - Develop supporting content such as playbooks, frameworks, and training materials. - Reinforce key sales behaviors and methodologies (MEDDICC) through structured learning experiences. - Facilitate training sessions and workshops that help reps and leaders improve deal strategy and execution. - Ensure enablement programs address real performance gaps identified through field insights. Cross-Functional Collaboration Partner closely with key stakeholders across the revenue organization to ensure insights translate into meaningful improvements. Responsibilities include: - Collaborate with Sales Leadership, Legal, RevOps, and Marketing to identify productivity opportunities across the sales cycle. - Partner with RevOps to ensure insights are grounded in accurate data and performance trends. - Work closely with Product Marketing to incorporate competitive insights and product messaging into enablement programs. - Ensure feedback from the field is captured and incorporated into global enablement priorities. Required Qualifications - 5+ years of experience in Sales Enablement, Revenue Operations, Sales Strategy, or related roles in a B2B SaaS environment. - Strong analytical mindset with the ability to identify trends and insights from sales data and qualitative feedback. - Experience partnering with Sales, RevOps, or Product Marketing teams. - Exceptional project management and organizational skills. - Excellent communication skills with the ability to translate complex insights into practical recommendations. - Experience working with sales tools such as Salesforce, Gong, Highspot, or similar platforms. Attributes for a Successful Candidate - You are curious, analytical, and proactive. You enjoy identifying patterns in complex data and translating those insights into practical improvements. - You are comfortable working cross-functionally and influencing without direct authority. - You have a strong understanding of how sales teams operate and enjoy helping organizations improve their execution. - You are energized by turning insights into action and building systems that help teams continuously improve. Our Company Values - Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset. - Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes. - Drive innovation: Create the future. Continuously improve what exists and invent what’s next. - Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success. - Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve. Perks* - Launch a career at one of the fastest-growing SaaS companies in North America! - Live your best life (LYBL)! $200/mo for anything that enhances your life - Comprehensive employee health coverage (all locations) - 401K with match (US) or pension with match (UK) - Competitive compensation & bonus program - Flexible Vacation (US exempt & CA) or 25 days (UK) - Time off for your birthday & volunteering - Employee resource groups - Opportunities for team and company-wide get-togethers! *perks may vary based on eligibility/location Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information. We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation. #LI-Remote