The sales team at Jellyfish is maturing, and after a year of record growth, we are looking for experienced Strategic AEs living on the west coast to join our team. We are looking for high performing individuals with a strong track record in Strategic Enterprise B2B sales. If you are consistently over-achieving your sales goals and also care deeply about winning as a team, this is for you! Let's talk about what you'll do: - Responsible for strategically building/sourcing your own B2B pipeline by outbound targeting CTOs, VPs of Engineering, etc. - Engage in both technical and business oriented conversations with Enterprise Customers. - Manage a complex/technical deal cycle by performing product demonstrations that highlight the value of Jellyfish, managing POC and onboarding processes, assembling business case studies and executive read-outs, etc. - Provide analytics/insights through regular reporting, updates, and forecasts. - Partner closely with Sales Engineering/Customer Success teams to manage both pre-sales and post-sales motion. - Maintain strong relationships with customers post-sale to drive both expansion and renewal business. Let’s talk about what you need to excel: - Passion - from learning to self-development. You enjoy being challenged - Collaboration - want to go above and beyond in making those around you better, but also do not possess an ego that prevents you from learning from your peers and reaching out for help - Ambition - a competitive person who has a strong track record of success in quota attainment and consistently finishing at the top of the leaderboard - Persistent - from written communication, to sales calls, to relationships built with customers, you strive to put your best foot forward and avoid complacency wherever possible - Drive - you thrive in a fast-paced, entrepreneurial environment - Sense of Humor - We know sales can be hard, and there’s a lot of work to do to accomplish the lofty goals we have, but we also want to make work fun along the way. Bonus points if you have: - 10+ years Enterprise B2B sales experience at a startup. - Sold into the CTO / VPE / Director Engineering personas - Consistently Exceeding Quota - Experience in SPICED methodology A list of job experiences and qualification requirements is great, but humility, a performance-driven attitude, and a team-player approach are most important to us. We love to have fun and win in the process. We only hire people who have a passion for building great companies in an environment where a sense of humor is a must. Occasional travel may be required. Applicants must be authorized to work for any employer in the US. We are unable to sponsor or take over sponsorship of an employment visa at this time. Let’s talk about us! This is all about you, but you want to know a little about us. Jellyfish enables leaders to effectively build AI-integrated engineering teams, align engineering decisions with business initiatives and deliver the right software efficiently and on time. AI tools alone won’t transform your org—Jellyfish shows you what’s working, what’s not, and how to build high-performing teams that know how to use AI the right way.

• Manage a regular meeting cadence with each client in your territory, both onsite and remotely. • Educate clients on Fiserv happenings and our impact on their organization. • Create an easy environment for clients to interact with and communicate with you and Fiserv. • Advocate and lead cooperation/collaboration with other Fiserv business units to realize revenue growth, client value, and satisfaction. • Facilitate client operational escalations to resolution and monitor escalated support tickets, client enhancement requests, and major Professional Services projects. • Coordinate team education on Digital Channels and Electronic Payments products as needed. • Develop and manage Client Action Plans for key clients, cultivate and maintain Client References, and serve as the point of contact for engaging on client satisfaction issues. • Support client visits and conferences and ensure billing accuracy.

Role Description Driving revenue and growing customer base through global alliance partners (SI SO) in multiple engagement models including: - Sell through - Sell in - Sell with - Sell out Based on a business plan and an execution plan. Work with theater leadership to define a joint market development and sales execution plan for markets under scope. - Accurate forecasting and tracking of partner opportunities. - Engaging with partners to drive transformational deals with multiyear opex consumption driven models. - Building of partner growth plans to develop long term multi-million dollar engagements. - Market development and demand generation using joint partner offerings. - Establish appropriate revenue reporting and cadence in conjunction with business operations. - Serve as region’s single point of contact for all matters connected with Alliance partners. - Know in detail the partner organization people and processes. - Champion overall partner competitiveness for the theater and establish a strong customer engagement model. - Forecasting weekly, monthly. - Managing QBR’s with partners and country teams. - Have a governance model in place to have regular touch points with partners. Benefits - Highly competitive salaries - Bonus programs - World-class benefits - Unparalleled growth and development opportunities - Compelling and rewarding work environment If you have the talent to forge powerful alliances that drive human progress through technology, this is your opportunity.

• Maintain and grow a book of existing mid-market accounts while driving net new business development • Drive full-cycle sales for mid-market accounts — from outbound prospecting to closed-won • Take full ownership of pipeline creation through consistent prospecting, outbound outreach, and self-generated opportunity development across existing accounts, net new targets, and partner channels • Sell complex automation solutions across warehouse and manufacturing environments • Partner with Channel Managers to align on joint pursuits and maximize co-sell motions • Collaborate closely with Customer Success Managers to ensure smooth onboarding and identify expansion potential • Lead discovery calls, product walkthroughs, ROI presentations, and final negotiations • Navigate multiple stakeholders, including IT, Operations, and Finance leaders • Maintain accurate forecasting and activity tracking in CRM