• Own total SkyTab POS production performance across North America. • Deliver against new logo targets, reseller output goals, enterprise bookings, legacy conversions, and go-live activation metrics. • Drive install velocity and reduce time-to-live in partnership with Operations. • Establish clear production dashboards and performance correction mechanisms. • Lead forecast accuracy and pipeline discipline across all restaurant channels. • Lead new direct sales production, with strong emphasis on independent and SMB restaurant growth. • Build repeatable outbound and inbound production models. • Drive rep productivity, close rates, deal velocity, and average revenue per install. • Implement performance management systems and corrective actions when production lags. • Drive enterprise bookings and strategic multi-location wins. • Improve sales cycle velocity and competitive displacement rates.

• Own and achieve annual quota targets within your territory • Develop and execute a strategic territory plan • Generate and maintain >4x pipeline coverage • Lead deep discovery conversations to uncover business challenges • Deliver highly tailored product demonstrations • Own pipeline management and forecasting with high accuracy • Apply structured sales methodologies to advance opportunities • Proactively leverage cross-functional stakeholders

• Build deep expertise in a defined product group and associated buyer personas; act as the primary subject matter expert (SME) for active sales opportunities and representing their product domain in multi-product pursuits. • Partner with SDRs and AEs in early discovery to qualify opportunities and assess alignment of systems, data flows, integration points, and non-functional requirements (e.g., security, scalability, accessibility) to support pursuit strategy. • Translate functional requirements into actionable solution designs and configuration options; lead product proofs of concept (POCs) to validate solution fit and convert pipeline. • Document MEDDPICC-aligned insights, particularly Metrics and Decision Criteria, in CRM or pursuit documentation. • Provide accurate, comprehensive responses to RFPs and RFIs that address the needs of functional buyers. • Serve as the SKU configuration SME to validate quotes against the proposed solution and customer technical landscape. • Design and deliver persona-specific demos, workshops, and proofs of concept that align product capabilities with buyer outcomes and Decision Criteria. • Maintain demo environments with up-to-date data, reusable scripts, scenario assets, and runbooks that support Sales progression. • Prepare detailed post-sale handoff materials to ensure seamless transitions to Services and Customer Success. • Provide structured feedback to Product and Enablement teams on gaps, objections, and content needed based on real-world sales cycles to enhance team effectiveness and performance. • Support enablement by developing onboarding content, certification programs, and demo practice cards. • Travel extensively (60–75%), with weekly customer visits common.

FARO INSIGHT Exists to Turn Reality into Understanding We believe the world is shaped by decisions and those decisions only hold up when they’re grounded in objective truth. Our solutions capture buildings, sites and scenes exactly as they are and transform that data into insight teams can use to plan, verify, investigate and act with confidence. Across Architecture, Engineering & Construction (AECO), Geospatial and Public Safety, we support professionals who establish truth, verify progress, investigate events and protect people & places. From surveyors defining the foundations of a project, to architects and builders coordinating complex infrastructure, to public safety professionals documenting critical incidents to deliver justice to communities. Our solutions underpin accountability and inspire trust in every decision. At FARO INSIGHT, we admire individuals who wish to shape the future with us. Who believe leadership starts with responsibility. Who believe great innovation serves real-world outcomes. And who believe in long-term impact, over short-term noise. Here, you will be part of a team that puts those beliefs into action, creating work that makes a meaningful difference. Insight You Can Build On. Our Account Manager works out of a home office and must be based in the State of California. This position has the potential to earn a total compensation package (salary + variable) between $140,000-$200,000. How you will make a difference: - Generate sales revenues by performing product demonstrations at selected customer sites. - Evaluate customer requirements; including existing design and coordination software solutions and compatibility with point cloud data - Identify additional sales opportunities outside of traditional channels. - Utilize all available resources including sales management, Sales Development Representatives, Field Applications Engineers, marketing and others to advance and close sales. - Work as part of the sales team to generate ideas for company sales opportunities, processes and systems. - Provide feedback to FARO R&D for product improvement. - Act as point of contact and provide technical support to potential customers during the evaluation period. This position requires: - Minimum 3 years proven and successful track record in sales in the Architecture, Engineering and/or Construction markets. - Experience in Solution Selling preferred. - Strong Closing Skills & Account Management experience. - Bachelor’s degree in an engineering discipline or equivalent experience working with 3D CAD or design programs. - Demonstrated ability to isolate and identify technical problems, formulate and demonstrate solutions. - Some experience with vertical markets such as construction, surveying, architecture, civil engineering, oil & gas, and manufacturing plant design. - Some experience with Autodesk software for construction such as Revit, AutoCAD, or Navisworks. - Ability to work independently. - Ability to travel extensively within territory. - Valid driver’s license with excellent driving record. - Authorized to work in US. - Knowledge of laser scanning, point cloud data, BIM, VDC. Behavior/Relationship Skills: - Speak and prepare oral and written communication clearly and effectively, fostering open communication, listen to others, and deliver presentations. - Act with integrity, demonstrate adaptability, and develop self through learning and feedback. - Convey a sense of urgency, persistence, and commitment. - Think strategically, analyze issues, use sound judgment, and innovate. What FARO can offer you: FARO has excellent benefits for you and your family. We not only care for our employees but also to their immediate family members. We believe in a balanced work-life and have developed programs and benefits plans to support that ethic, such as: - A competitive paid time off bank and paid holidays - Medical, dental, life and AD&D insurance plans - Pre-tax flex spending accounts for medical and dependent care - 401K with employer match - Tuition reimbursement and training opportunities - Wellness fairs - Frequent lunch and learns to help educate employees about issues affecting their lives - Other employee events We are a drug-free workplace with pre-employment drug screening. Join us. Become part of a dynamic organization that values quality, leadership, teamwork, honesty and openness as a way of life in conducting our business. #LI-HYBRID