Who We AreAt Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people. We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you. We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team. Our Values If this sounds like you, you’ll fit right in. Who You AreThe sales team at Justworks is ultimately in charge of expanding our customer base while driving revenue and growth. As an Account Executive in-territory in Miami, you will be responsible for the full sales cycle - building and managing a sales pipeline, market research, prospecting, fostering relationships and creating new ones, contract negotiation, and closing on your deals. Sales is challenging, especially at a start-up but it’s a fulfilling and rewarding experience as you become a trusted advisor to our customers. Your Success ProfileWhat You Will Work On - Manage own book of business, build and manage an end-to-end sales pipeline and all supporting activities; prospect to close; meet or exceed your quotas - Establish a presence in your territory; research the ins and outs of your territory, develop a marketing and networking plan for how you will reach entrepreneur community in your market, and build relationships with the small business community - Proactively prospect for new business by leveraging market research, sales tools, and cold prospecting - Gain a sound understanding of our value proposition and effectively communicate that to new potential customers - Be the voice of our future customers - suggest innovative ideas to generate sales, cultivate customer pipeline leads; improve overall customer experience
 and advocate internally for product development - Be an ambassador of Justworks and its solutions; strive to gain an intimate and comprehensive knowledge of our suite of products - Travel in- territory in the Miami area - Perform other duties as needed based on department and/or organizational needs How You Will Do Your WorkAs an Account Executive, how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies: - Good judgement - the exercise of critical thinking, analyzing and assessing problems and implications, identifying patterns, making connections of underlying issues, understanding risks and developing mitigation strategies, and taking ownership of the outcome. - Detail-oriented - exercises extreme attention to detail; is thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation. - Foundational sales knowledge - the specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc) and knowledge (product, markets, trends, business etc) a salesperson possesses to enact the exchange of value between a buyer and the vendor. - Results-driven - consistently achieves results, even under difficult circumstances. - Clear communication - the ability to articulate thoughts and express ideas effectively using oral, written, visual and non-verbal communication skills, as well as listening skills to gain understanding. In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for: - Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others. - Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others. - Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude. - Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. - Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.” Qualifications - A minimum of 2 years experience in an Account Executive position and 1-year experience managing a complete and consultative sales cycle and closing are required. - Experience in Lead generation for B2B in a high-velocity setting (i.e., SaaS, PEO, Fintech)Salesforce, SalesLoft, LinkedIn SalesNavigator, and/or ZoomInfo are required. Experience with Outreach.io and/or Hubspot, in addition to 6Sense and/or Hoovers/D&B, is a plus. - Cold-calling experience is required for this position. - We are seeking candidates with a hunter mentality who are dedicated to grabbing new prospects, netting new logos, closing deals, and delivering immediate results. - Passionate about sales and relationship-focused customer engagements - Excellent interpersonal and communication skills, and demonstrates the ability to listen to gather important information during a sales call and/or meeting - Ability to simplify complicated topics and explain them in terms people can easily understand - Able to apply creative solutions to a variety of issues in a fast-paced environment - You enjoy entrepreneurial environments and the opportunity to build something meaningful! - There is travel within the territory (25% travel), which includes networking events, trade shows, and meeting potential clients This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $83,700.00 - $83,700.00 in our Miami office, and competitive On-Target Earnings, inclusive of incentive compensation, of *$163,700.00 - $163,700.00. Final offers may vary from those listed. *Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan. #LI-Hybrid #LI-AM2 Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location. For more information about Justworks’ Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks. Diversity At JustworksJustworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers. We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at accommodations@justworks.com. Your comfort and success matter to us, and we're here to ensure an inclusive experience. Our DEIB Report

Come join the leader in cyber third-party risk intelligence! Black Kite gives organizations a comprehensive, real-time view into cyber ecosystem risk so they can make informed risk decisions and improve business resilience while continuously monitoring more vendors, partners, and suppliers in an ever-changing digital landscape. Through an automated process, and a combination of threat, business and risk information, Black Kite provides cyber risk intelligence that goes beyond a simple risk score or rating. Black Kite serves more than 3,000 customers in a wide range of industries and has received numerous industry awards and recognition from customers. Looking to work with the best folks in cyber third-party risk management? We are seeking a motivated West Coast based Account Executive (AE) to drive new business and revenue growth within commercial and mid-market accounts. This role manages the full sales cycle, from prospecting and pipeline development to closing deals. The ideal candidate is eager to build relationships, grow expertise in cybersecurity, and consistently contribute to meeting and exceeding sales goals. Key Responsibilities - New Business Sales Generation: Generate new business by targeting and managing commercial and mid-market customer accounts. - Sales Process Management: Manage the full sales cycle, including prospecting, qualifying opportunities, leading product demonstrations, and closing deals. - Collaboration with Teams: Partner with sales engineering, channel, and customer success teams to deliver a seamless onboarding and customer experience. - Pipeline Development: Build and maintain a healthy sales pipeline, converting qualified leads into closed opportunities. - Customer Engagement: Develop and nurture relationships with decision-makers and key contacts in commercial accounts to drive growth and retention. - Channel Partner Support: Collaborate with Channel Managers and reseller partners by engaging in joint sales activities and supporting partner-led opportunities. - Reporting and Forecasting: Maintain accurate account and opportunity information in Salesforce (SFDC), contribute to forecasts, and participate in business reviews. - Market and Field Collaboration: Share customer feedback and market insights with Marketing and Product to support future growth initiatives. Qualifications - 4+ years of sales experience, ideally in cybersecurity, SaaS, or IT solutions, with a focus on mid-market accounts. - Understanding of the sales process and ability to manage a book of commercial business. - Strong customer-facing and presentation skills. - Ability to identify customer needs and align them with Black Kite’s value proposition. - Organized, detail-oriented, and able to manage multiple deals at once. - Familiarity with Salesforce or other CRM systems. - Demonstrated ability to achieve or exceed sales targets. - Team-oriented mindset and eagerness to collaborate across sales, marketing, and product functions.

Description Outside Sales - Midstream Why YOU want this position At Enverus, we're committed to empowering the global quality of life by helping our customers make energy affordable and accessible to the world. We are the most trusted energy-dedicated SaaS company, with a platform built to maximize value from generative AI, and our innovative solutions are reshaping the way energy is consumed and managed. By offering anytime, anywhere access to analytics and insights, we're helping our customers make better decisions that help provide communities around the world with clean, affordable energy. The energy industry is changing fast. But we've continued to lead the way in energy technology, creating intelligent connections across the entire energy ecosystem, from renewables, power and utilities, to oil and gas and financial institutions. Our solutions create more efficient production and distribution, capital allocation, renewable energy development, investment and sourcing, and help reduce costs by automating crucial business operations. Of course, this wouldn't be possible without our people, which is why we have built a team of individuals from a diverse range of backgrounds. Are you ready to help power the global quality of life? Join Enverus, and be a part of creating a brighter, more sustainable tomorrow. We are currently seeking a highly driven Territory Manager to join our Sales team in Austin, Houston, or Denver. This role offers the opportunity to join a rapidly growing company delivering industry-leading solutions to customers in the world's most dynamic and fastest-growing sector. Enverus is the right company at the right time. Performance Objectives - Our Account Director position is a significant opportunity for an entrepreneurial self-starter, with ambitions of climbing to the top of a fast-growing sales organization. This role is a B2B sales position, focused on account management within Midstream, reporting directly to a Director of Sales. - You will be responsible for the full sales lifecycle to include lead generation, phone sales, online product demos, and various other sales and marketing projects. Our Account Directors are committed to uncovering and demonstrating the value propositions of our products and services for every unique qualified lead. We offer training, base salary, and unlimited and uncapped commissions - the sky is the limit! Competitive Candidate Profile - You have at least 5+ years of B2B sales - You have at least 5+ years of SaaS sales experience (highly desired) - You have at least 3+ years of Oil and Gas Experience - You are a metrics-driven sales hunter with a high sense of urgency - You have account management (retention) and upsell (growth) experience - You have previous experience achieving and beating aggressive sales targets/quotas - Demonstrated experience forecasting your business on a monthly, quarterly, and semi-annual basis - Must know outside sales and account management with the ability to demonstrate expertise in an enterprise sales process (CLC markers, discovery, value proposition, buying process, decision-makers, risk mitigation, retention, and closing) - You are driven, focused, and willing to do whatever it takes to generate new conversations and open new doors - You must be an exceptional listener, have demonstrable consultative / value-based selling experience, and a proven ability to independently build and manage a pipeline - You can self-manage, but also respond well to constructive coaching and feedback to build on your already outstanding verbal and written communication skills - You have experience working with a CRM, Salesforce is a huge plus+ Enverus offers comprehensive benefits to our employees to include: - Medical - Dental - Vision - Income Protection (disability, life/AD&D, critical illness, accident) - Employee Assistance Program (EAP) - Healthcare Spending Account (HSA), Commuter - Lifestyle & Wellbeing Program - Pet Insurance This role is eligible for: Commission Salary Range: Base of $75,000- $85,000 annually, total On Target Earnings of $150,000 - $170,000 per year

• Own the Full Cycle: Manage the entire sales process from initial cold outreach to signature. • Master the 120-Day Cycle: Maintain a rigorous follow-up cadence and deal milestones to ensure consistent monthly and quarterly closings. • Target High-Value Distributors: Execute a territory plan focused on penetrating mid-sized organizations with multiple locations. • Build Your Own Engine: Generate 70+% of your own pipeline through targeted outbound prospecting, supplemented by qualified inbound leads. • Multi-thread Early: Identify and engage 3–5 key stakeholders across Operations, IT, and Executive leadership within the first 30 days of a deal. • Sell Value, Not Features: Lead discovery sessions that tie Prokeep’s "Order Engine" to measurable ROI and operational efficiency for the customer. • Run Tight Evaluations: Execute tailored demonstrations that address specific workflow pain points, driving urgency without a "wait-and-see" mentality. • Pipeline Hygiene: Maintain an accurate, real-time forecast and a clean CRM; we value data-driven sellers who know their conversion ratios. • Collaborative Closing: Partner with Implementation and Customer Success to ensure a seamless handoff, keeping the "human" element of our values front and center. • Feedback Loop: Act as the "eyes and ears" on the ground, providing the Product team with insights on market trends and competitive landscape. • Travel up to 25% for prospect meetings and industry events