• Achieving or exceeding annual territory revenue goals through acquisition of new customers, and up-selling/cross-selling within the existing customer base in your assigned geographic region • Understanding CrashPlan’s products and positioning our differentiated value proposition and ROI to a variety of prospects based on their business needs and pain points. • Identifying new prospects, expands, and qualifying leads to build and sustain a strong sales pipeline, building rapport with new prospects, and moving the sales process forward through onsite meetings, phone, email, events, campaigns and marketing activities. • Building and maintaining effective partner relationships with our key partners (Microsoft, resellers, etc) in your territory. • Using Salesforce, LinkedIn Navigator, and other tools to track and manage prospect information, develop accurate forecasts, and sustain positive sales momentum through each step in the sales cycle. • Leading the solution selling process in assigned territory while partnering with the Systems Engineering team to manage product demonstrations and evaluation activities as needed to advance the opportunity. • Collaborating with marketing, product management, and sales peers to optimize both territory and CrashPlan’s overall success

• Meets monthly, quarterly, and annual financial targets (KPI’s) by identifying new prospective customers and generating new accounts. • Identifies underlying business problems and unique requirements for potential WEX clients through the use of open-ended questions to uncover needs, wants and challenges. • Works in a phone queue (taking incoming calls from prospects) and makes outbound calls to follow up. • Links WEX product features and benefits to the potential clients’ needs. • Creates and conducts effective proposal presentations and responses that identify prospective customers’ business problems, the effects of the problems, and the WEX solutions to their problems. • Maintains industry knowledge including knowledge of the competitive landscape. • Actively seeks out additional training on new products and provides feedback to product development groups regarding customer challenges and potential modifications or new WEX products that could resolve those challenges. • Demonstrates the ability to gather and submit detailed business information for underwriting and pricing. • Maintains accurate records of all sales activities including sales calls, presentations, closed sales, and follow-up activities including the use of Sales Force to maintain accurate records to maximize portfolio potential. • Negotiates non-standard payment terms with new applicants. • Anticipates and seeks out potential customers’ objections and concerns. • Responds to unexpected or challenging questions, price questions, and objections. • Understands and leverages the relationship between benefits, value, and price to acquire new customers. • Coordinates the implementation and delivery of WEX Fleet products to new customers. • Maintains close contacts with customers and establishes a comprehensive customer experience that includes consultation and analysis. • Maintains contact with all new customers in portfolio to ensure high levels of client satisfaction. • Follow up on customer issues to ensure resolution through appropriate internal and external resources. • Plans potential and customer contacts ensuring proper balance is maintained between existing customers and prospective customers. • Builds a sufficient pipeline of new customers to maintain a portfolio.

• Handle inbound calls and inquiries with warmth, speed, and precision • Run outbound follow-ups and reactivation campaigns (calls + texts) • Quote accurately, confirm details, and lock next steps to prevent issues later • Keep pipelines and notes clean in our systems (CRM + Slack updates) • Hit daily performance targets and improve close rate over time • Support recruiting tasks that use similar skills (candidate calls, follow-ups, confirmations)

• The Account Executive position is responsible for managing business relationships with AROYA clients, the leading platform in agricultural technology/cannabis cultivation software. • This role is focused on the development of sales strategies and campaigns to acquire new accounts and significantly grow revenue within the assigned territory. • Manage the entire sales cycle with a customer-first approach, ensuring a positive customer experience from initial conversation through the product lifecycle. • Act as the voice of the customer, gathering and synthesizing market feedback to inform future product and service development and contribute to the organization’s growth. • Use Salesforce CRM to document client interactions, track issues affecting client loyalty, and manage sales activities with high fidelity. • Build and execute a territory business plan, developing sales strategies and campaigns to acquire new accounts, grow revenue, and achieve sales targets. • Conduct high-impact sales presentations and product demonstrations, assess client needs, and align them with ADDIUM-AROYA product offerings, producing tailored sales proposals. • Manage and grow a book of business, consistently achieving monthly and quarterly sales quotas through the acquisition of new accounts and the expansion of existing accounts. • Develop and execute a strong prospecting plan, including call scripts, audience segmentation, and approach, while qualifying candidates and arranging sales appointments. • Collaborate closely with the Client Services team to ensure seamless onboarding and ongoing client satisfaction and retention. • Act as an internal expert, contributing to the development and optimization of the sales channel. • Assist with pre-installation reconnaissance and professional service scheduling, ensuring smooth transitions for clients. • Performs other tasks and responsibilities as assigned, with scope that may evolve based on organizational goals and objectives.