• Manage and grow key accounts, ensuring customer satisfaction and long-term partnerships. • Identify and progress new business with top prospects. • Develop and execute strategic account plans to achieve Sales targets. • Own your pipeline to ensure long term, consistent performance in quarterly/annual quota achievement. • Maintain and grow revenue from existing customers by selling and cross-selling our solutions into new departments. • Identify and build relationships with key decision makers in existing and prospect organizations. • Develop an understanding of business issues and opportunities in order to create a high value proposal focused on delivering their desired outcomes. • Build a comprehensive territory plan that outlines strategy to secure new prospects. • Work with a team of Account Executives (AEs), providing leadership, guidance and support. • Collaborate with cross-functional teams to deliver exceptional customer and prospect experiences. • Analyze market trends and customer and new business needs to identify opportunities. • Maintain accurate and up-to-date forecast opportunities and records in the CRM system. • Lead and contribute to RFP responses. • Meet annual sales targets.

• Drive new customer acquisition, while being assigned a quota for iACV (incremental Account Contract Value) • Own highly analytical and consultative sales cycles to win business in competitive vendor sourcing cycles with Twilio’s messaging (e.g. SMS, MMS, WhatsApp, Facebook Messenger, Google Business Messages, Account Security, etc.), voice and email solutions. • Work with customers across assigned verticals to understand their business and technical requirements, and match them to the capabilities of Twilio’s communications API platform, designing a solution for their specific use cases. • Work with teams in Finance, Legal, Pricing, and Operations to design mutually beneficial contracts to address customer requirements, while balancing the needs of our business. • Be passionate about what you do, think outside the box, and use world-class interpersonal and communication skills to present complex contractual, technical, and financial details to prospects in a way that builds confidence and comfort in the proposed solution. • Balance competing priorities and manage multiple projects and deals at the same time. • Partner cross functionally with sales, services, product, and finance to develop long range territory strategies and sales plans. • Act as the voice of the customer to Twilio’s product and carrier relations teams. • Demonstrate a strong understanding of the CPaaS industry - staying up to date on key industry initiatives and new capabilities - on behalf of your customers and the wider Twilio go-to-market organization. • Generate and maintain an accurate pipeline and forecast utilizing our CRM, Salesforce. • Stay current with industry changes and collaborate with your team and peers to learn and share best practices.

What We Do We’re on a mission to empower animal healthcare professionals with opportunities to earn more and achieve greater flexibility in their careers and personal lives. Powered by groundbreaking technology, Roo has built the industry-leading veterinary staffing platform, connecting Veterinarians, Technicians, and Assistants with animal hospitals for relief work and hiring opportunities. Roo empowers the largest network of over 20,000 veterinary professionals to help more than 9,000 animal hospitals provide quality care to more pets. Together, we’ve provided more than 3 million hours of healthcare, helping Veterinarians earn more than $200 million. About the Role Roo is growing fast and needs an experienced, innovative, and data-driven Account Manager to maintain and grow relationships with our existing Enterprise clients. You will report to the National Strategic Account Manager- working closely to help formulate the in-market growth strategy, build a playbook to onboard and support new and existing Enterprise clients, and help maintain the Enterprise ecosystem. You will be responsible for onboarding, supporting and growing our enterprise clients turning them into avid and loyal users on our platform. Travel up to 30% of the time for training, conferences, and events. Responsibilities - Act as a strategic partner to the Enterprise Director, maintaining strong relationships with Roo’s Enterprise clients and partnering with key client stakeholders to align their hospitals’ priorities with Roo, with the goal of retaining active hospitals. - Facilitate executive relationships alongside the Enterprise Director, ensuring a smooth transition from the Enterprise sales process through implementation and day-to-day account management with the goal of reducing turnaround time of activating corporate hospitals, getting their onboarding scheduled, and working with the local Roo reps to get the hospitals to post their first shifts. - Be a champion for our clients and work with our internal cross-functional teams to translate customer feedback into product insights - Collaborate with key corporate accounts to streamline the bulk upload and onboarding process for all hospitals within their organization, ensuring a smooth integration into Roo's platform - Co-lead the implementation and onboarding process across Roo territories, ensuring timely scheduling and coordination, and establishing rapport with local Roo representatives to facilitate smooth transitions, particularly during expansion phases, with the goal of increasing shifts posted within the first month of having access to the Roo platform - Manage inbound emails/chats from Enterprise clients (and leads) regarding requests, product bugs/glitches, cancellations, alterations, etc., in a timely manner with bias to urgency - Serve as a liaison between corporate/Enterprise hospitals and local Roo reps; identifying downgrades in activity per corporate group in each Roo market, and partner with local Roo reps to proactively reduce churn - Plus proactively identify and address any additional activities or tasks requiring Enterprise support, demonstrating flexibility and initiative in meeting client needs and Roo’s organizational goals Qualifications - 3+ years Veterinary Industry experience (Corporate preferred) - 3+ years of enterprise level SaaS account management experience - Ability to innovate and navigate ambiguity — this is an early stage startup environment scaling rapidly - Are data-driven and possess the ability to understand clients’ business goals, anticipate future needs by analyzing market trends, and identify ways to continuously grow by crafting tailored solutions - Have proven ability to develop relationships with key stakeholders and optimize enterprise customer accounts, you understand what it means to evangelize your product both internally and externally - Are solutions-oriented and resourceful -- might not have all the answers, but you know how to find them - Experience with organizing and developing SOPs - Proven track record in driving revenue growth and expanding market penetration - Ability to collaborate cross-functionally with sales, marketing, product, and operations teams to align strategies and achieve business objectives - Strong presentation skills and experience in delivering compelling pitches and presentations to executive-level stakeholders - Strong communication skills (a written prompt will be part of the interview process). - Ability to travel up to 30% of the time for heavier conference travel seasons. While we are a remote first company, if you are based in San Francisco this will be a hybrid role. Please see below for compensation ranges based on our geographical tiering system recommended by external benchmark data (with example cities listed). Note: We’ve recently been made aware of a job scam where scammers are posing as Roo employees and conducting fake text interviews. Please note that any communication from @lifeatroo.com is not legitimate. All official Roo communication will always come from @roo.vet. Exact compensation may vary based on skills, experience, and location. Tier 1 Pay Range (examples: San Francisco, NYC) $119,000—$154,000 USD Tier 2 Pay Range (examples: LA, Boston, Seattle, DC, San Diego, Chicago) $105,000—$138,000 USD Tier 3 Pay Range (examples: Austin, Dallas, Portland, Denver, Philadelphia, Baltimore, Sacramento) $100,000—$130,000 USD Tier 4 Pay Range (examples: Minneapolis, Miami, Atlanta, Phoenix, Orlando, Las Vegas, Salt Lake City) $95,000—$123,000 USD Core Values Our Core Values are what shape us as an organization and we're looking for people who exhibit the same values in their professional life; Bias to Urgency, Drive Measurable Impact, Seek Understanding, Solve Customer Problems and Have Fun! What to expect from working at Roo! For permanent, full time employees, we offer: - Accelerated growth & learning potential. - Stipends for home office setup, continuing education, and monthly wellness. - Comprehensive health benefits to fit your needs with base medical plan covered at 100% with optional premium buy up plans. - 401K - Unlimited Paid Time Off. - Paid Maternity/Paternity and reproductive care leave. - Gifts on your birthday & anniversary. - Opportunity for domestic travel, including for regional team building events. Overall, you would be part of a mission-driven company that will significantly empower the lives of all veterinary professionals and the health of the overall animal industry that seeks massive innovation. We have diverse, passionate & driven team members from a variety of backgrounds, and Roo is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. We are committed to creating an inclusive environment for all employees and candidates. We understand that your individual experience may not check every box but we still encourage you to apply even if you are not confident in every expectation listed. Ready to join the Roo-volution?!

• Develop deep knowledge of the product, market, and ROI to effectively position value • Build and manage a high-quality pipeline by identifying and nurturing ideal prospects • Drive full-cycle sales: demo, close, onboard, and expand accounts to meet quarterly goals • Lead onboarding and training to ensure strong adoption and ongoing engagement • Partner with internal teams to share customer feedback and influence product improvements • Organize and support webinars, roundtables, and educational sessions for prospects and customers • Attend industry events and conferences to build pipeline and strengthen relationships • Share sales insights and best practices to support broader team success