• Own new business acquisition among small and midsize airlines across Latam, running the full sales cycle—from targeted outbound and discovery through contract signature and first revenue—while building a repeatable process that scales. • Build and qualify pipeline: Develop account lists targeting Latam, craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders. • Lead consultative deals: Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities across Latam carriers. • Drive contracts to close: Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success. • Refine the sales engine: Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap. • Represent Farel in-market: Act as the face of Farel at trade shows, airline forums, and partner meetings across Latam hubs, cultivating local relationships and brand presence.

• Drive Growth: Identify and capitalize on revenue expansion opportunities within high-potential enterprise accounts, driving consistent growth. • Collaborate Cross-Functionally: Work closely with technical, product, and marketing teams to deeply understand customer needs and deliver tailored, value-driven solutions. • Lead Discovery: Conduct comprehensive discovery sessions with existing customers to uncover additional use cases and opportunities for cross-sell and up-sell initiatives. • Build Relationships: Cultivate and strengthen relationships with key stakeholders within customer organizations, including C-level executives and technical teams, ensuring alignment and satisfaction. Develop strong relationships with partner organizations to foster collaboration and drive mutual success. • Strategic Account Planning: Develop and implement strategic account plans focused on customer satisfaction, retention, and growth, aligning customer goals with Fivetran’s offerings. • Advocate for Customers: Serve as the voice of the customer within Fivetran, advocating for their needs and driving product enhancements that meet market demands. • Pipeline Management: Accurately forecast expansion revenue and maintain clear visibility into performance through active management of your sales pipeline. • As part of our commitment to setting new hires up for success, all new sales team members attend a one-week, in-person Revenue Bootcamp during their second week at Fivetran. This bootcamp, held at one of our designated company locations, requires travel and is a mandatory part of the onboarding process.

• Sales helps our prospective customers and active customers to fully experience our Global HR Platform • This is an exciting time to join Remote and make a personal difference in the global employment space as a Senior Account Executive • Pure hunting role as a Senior Account Executive, driving net new business for Remote • Create 'Land' opportunity deals that include detailed notes with accurate close dates • Maintain a clean and current pipeline of volume-based, high-velocity opportunities • Efficiently present and deliver all information to potential clients • Proactively answer potential client questions and follow-up call questions in a prompt manner • Internal collaboration and communication with key departments that support client process, experience, and support • Close sales deals efficiently while kindly guiding clients through the process • Provide proactive support and coaching to Account Executives in the team through their deal processes • Meet and exceed sales quota based on role level • Identify new opportunities and manage the entire sales cycle from prospecting to close

• Create 'Land' opportunity deals that include detailed notes with accurate close dates • Maintain a clean and current pipeline of volume-based, high-velocity opportunities • Efficiently present and deliver all information to potential clients • Proactively answer potential client questions and follow-up call questions in a prompt manner • Internal collaboration and communication with key departments that support client process, experience, and support • Close sales deals efficiently while kindly guiding clients through the process • Provide proactive support and coaching to Account Executives in the team through their deal processes • Meet and exceed sales quota based on role level and manage the entire sales cycle • Identify new opportunities and manage the entire sales cycle from prospecting to close • Understand the communication needs of small, mid-sized, and large business customers, and design solutions to meet those unique business needs • Self-generate leads by contacting prospective clients by telephone, cold call premise visits, networking, and industry events