• Own a portfolio of strategic and enterprise accounts in Germany, driving both net-new customer acquisition and expansion within existing customers. • Lead complex sales cycles from prospecting and qualification through negotiation and close, using a consultative approach grounded in customer business needs. • Develop and execute structured account plans that map customer priorities to GitLab’s DevSecOps and AI-powered platform capabilities. • Collaborate closely with pre-sales, customer success, support, and strategic channel partners to ensure successful evaluations, rollouts, and long-term adoption of GitLab. • Act as the voice of the customer by sharing feedback and product ideas through GitLab’s public issue tracker and with internal stakeholders. • Generate and nurture qualified pipeline through targeted outreach, joint activities with channel partners, and effective use of existing relationships. • Prepare and maintain accurate activity, pipeline, and forecast reports, and contribute to win/loss analysis to continuously improve sales execution. • Partner with Marketing to shape and execute account-based and regional campaigns that support pipeline generation and expansion in your territory.

• Achieve assigned annual sales and activity targets for High-Dosage Tutoring and On-Demand Tutoring programs. • Build and maintain a healthy, accurate pipeline in Salesforce with disciplined data hygiene. • Prospect and generate new demand through outreach, campaigns, LinkedIn engagement, and conference activity. • Conduct district- and state-level discovery focused on instructional goals, intervention priorities, ESSA evidence requirements, and funding strategies. • Deliver compelling presentations and product demonstrations highlighting outcomes, evidence of impact, program design, and reporting features. • Prepare pricing proposals, SOWs, and procurement documentation for district evaluation processes. • Lead the response process for RFPs, RFQs, and state-level bid opportunities. • Clearly articulate the value and research behind high-dosage tutoring as a tiered intervention. • Understand district academic needs such as literacy improvement, math acceleration, and learning loss recovery. • Explain operational logistics including tutor staffing, session scheduling, SSO integrations, reporting insights, and fidelity monitoring. • Identify high-growth markets, district opportunities, and state-funded tutoring initiatives. • Build relationships with district leaders, including superintendents, CAOs, curriculum directors, federal programs directors, and intervention leads. • Represent Tutor.com at conferences, regional events, and tutoring-specific convenings. • Partner with Marketing to drive lead generation through webinars, thought leadership, district case studies, and targeted outreach. • Coordinate with Client Success for onboarding, implementation, and expansion opportunities, ensuring district satisfaction and strong outcomes. • Maintain accurate weekly, monthly, and quarterly forecasts in Salesforce.

Role Description The Account Manager is responsible for working with Advisors/Client Executives and Account Executives to service client accounts. The position requires day-to-day client servicing for a specific set of clients and entails a great deal of verbal, electronic and other written communications. The Account Manager will manage the renewal and marketing process and prepare materials for presentations and communications, in collaboration with their more senior team members. Work is completed with a significant amount of independent discretion. While in this role, you will be developing relationships with clients and carrier contacts and working proactively to effectively and efficiently deliver services to clients. In addition to managing your own clients, you may also continue to support the Account Management Team as assigned. We offer the flexibility of a remote hire; EST work hours are required. A hybrid option is available for those who prefer to work from our Indianapolis office. Essential Duties and Responsibilities - Works proactively to develop relationships with carrier and client contacts; takes an active role in meetings. - Prepare and send the request for proposals to applicable insurance carriers and spreadsheets results as they come in. Prepare the first draft of the renewal presentation. - Takes the lead on reviewing proposals and carrier source documents for accuracy in collaboration with the Account Executive or Advisor/Client Executive. Begins to communicate directly with clients and carriers, with approval from the Account Executive or Advisor/Client Executive. - Creates and maintains client files in accordance with office procedures. May be responsible for keeping client policy records in the agency management system. - The first line of answering billing questions from clients and insurance company personnel. Qualifications - Highly organized with excellent verbal and written communication skills. - Self-confident to make sound independent decisions. - Ability to successfully interact with a variety of people and function well both in a team environment and autonomously. - Ability to handle situations in a calm, courteous and professional manner. - Customer focused to establish and maintain effective relationships. - Intermediate level of experience in Microsoft Office products, specifically Word, Excel and Outlook. - Ability to prioritize multiple tasks to meet deadlines. - Must be able to read, analyze and reconcile financial reports. - Possess strong analytical and problem-solving skills. - Sharp attention to detail, decision-making skills, and problem resolution. - Flexibility and adaptability to changing priorities, deadlines and technology. Requirements - Associates degree (or equivalent), and BA/BS preferred. - More than 3 years of client service and/or industry and Personal Lines experience. - Demonstrated experience in relevant lines of coverage and managing a book of business. Certificates, Licenses, Registration - P&C Insurance License is required upon hire. Benefits - Competitive salary. - PTO & paid holidays. - 401(k) with match. - Exclusive discount programs. - Health & wellness programs. - Performance-based incentives may be available.

• Perform all work in a safe, professional, and conscientious manner • Approximately 50% of time domestic travel through the sales territory to meet with customers or for periodic training events • Initiate and develop sales and perform customer service calls to identify and seek beneficial relationships with potential agriculture customers with a focus on increasing product revenue for our Greener World brand • Work directly with existing and new end user customers to support and ensure they understand agronomic, soil, and beneficial use consideration • Establish marketing and distribution plan for agriculture markets to enhance diversification for year-round product use and financial performance of plant • Identify innovative product marketing opportunities to increase diversity through soil blending, land reclamation, and alternative fuel projects • Maintain pipeline of leads and complete weekly reports, forecasts and schedules • Review monthly product sales financial reports and prepare weekly forecast reports • Manage financial risk associated with receivables from Product Sales and ensure necessary financial pre-screening is completed of accounts to whom product is shipped or sold • Immediately respond to any biosolids land application complaints including site visits and meetings with town or city officials • Interact with local politicians, farm bureaus, conservationists, etc. as needed for ongoing understanding of biosolids use in local plant areas • Provide logistics and technical guidance for land application programs, including agronomy, as needed for local plant support • Work with plant administrators to organize trucking logistics and site/stockpile locations • In conjunction with marketing, provide input to continuously improve marketing materials that will educate users on biosolids benefits and use • Attend biosolids and agriculture-related conferences and workshops • Ensure product distribution activities maintain compliance with fertilizer regulation and land application permits and all applicable state and federal laws.