• The Senior Account Executive is a leader we rely on to identify, develop, and close new business opportunities. • They manage their approach, pipeline, and professional development with a continuous growth mindset. • The Senior AE has a boldly curious attitude that sparks new connections, adds depth to discovery conversations, and helps inform, inspire, and guide our potential clients toward a new approach. • All of this produces a growing pipeline of new business, a consistent closing motion, and ultimately connects new agencies with the platform for a long-term basis. • The Senior Account Executive spins their professional development flywheels and proactively brings their teammates together to keep their sales approach creative, strategic, and innovative. • The Senior Account Executive will increase our capacity to help public-sector staff learn about our software and will work to convert a pipeline of high-potential prospect agencies.

• Conduct rigorous market research to surface new opportunities across public funding ecosystems and continue to hone in on ideal customer profiles. • Analyze regulatory landscapes, policy trends, and local/state/federal funding programs to inform market entry strategies and best paths to navigate partnership within a priority state or region. • Build and maintain a pipeline of market hypotheses and concepts for exploration and begin testing them in assigned territory. • Partner with B2B Marketing to develop new business opportunities from the ground up (0→1), using creativity, curiosity, and deep ecosystem scanning. • Engage with state and local stakeholders to uncover unmet needs and explore alignment with Guild’s capabilities. • Leverage and develop frameworks to assess opportunity fit, strategic value, and long-term scalability within the Guild ecosystem. • Make go/no-go recommendations based on market traction, financial viability, and mission alignment. • Design and lead early engagements to validate demand, feasibility, and ROI of new market opportunities. • Develop hypotheses, pilot concepts, and test value propositions with state funders, partners, and beneficiaries. • Support the development of new business models and funding structures aligned with Guild’s impact and financial goals as it relates to state and local buyers. • Translate validated opportunities into actionable go-to-market plans in collaboration with marketing, product, learning marketplace, government affairs, and operations teams. • Define and track key success metrics and leading indicators of market traction - as defined by revenue and total education spend. • Support initial GTM execution by providing tight feedback loops on market positioning, possible opportunities, and where and if local engagement and advocacy would be needed. • Partner with internal teams (e.g., Finance, Legal, Policy, Product) to ensure new ideas are viable, scalable, and compliant. • Help structure strategic partnerships that align with new market goals. • Serve as a thought partner to senior leadership, offering clear, data-informed recommendations.

• Actively driving and managing sales throughout your region • Working with Reseller Partners to manage each stage of the sales cycle • Maintaining relevant data in the iManage sales automation tool • Developing and managing relationships with new prospects and existing customers • Delivering presentations and communications to diverse audiences • Representing iManage solutions at field marketing and thought leadership events

• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned high risk, high impact existing or potential customers or partners • Develop and communicate accurate sales forecasting on a real-time basis • Operate as a trusted advisor to customers or potential customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level. • Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline • Leverage expertise and significant best practice knowledge to educate customers and potential customers on the benefits of the company’s solution; drive customer need and create opportunities • Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration • Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls • Comprehensive understanding of best practices and market trends proactively educate and influence key executives on future business and technical needs; pursue opportunities for company expansion and integration • Engage company specialist and support resources as needed to advance opportunities • Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response • Develop and maintain strategic internal working relationships to enhance sales execution • Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs • Develop the closing plan and strategy for accounts with key influencers within the account; lead negotiation and contracting process to ensure deal is closed on time, as forecasted • Operate as an innovative thought leader among the team; contribute to the overall growth and quality of the sales team and processes • Serve as a subject matter expert for the sales department and colleagues; consult on market trends and best practices • Mentor, coach and influence other sales team members