• Own a quota for new business bookings in the MidMarket/SMB segment (typically organizations with up to 5,000 employees). • Self-source pipeline through outbound prospecting, research, and strategic outreach. • Run a full-cycle sales process — from discovery to demo to proposal to close — using consultative, MEDDPICC-driven qualification and value selling. • Build multi-threaded relationships with buyers across Safety, Operations, IT, Finance, and the C-suite. • Work cross-functionally with SDRs, Solutions Consultants, Customer Support, and Marketing to target accounts, deliver customized presentations, and increase deal velocity. • Maintain an accurate and up-to-date pipeline and forecast in Outreach. • Represent VelocityEHS at virtual and in-person events, conferences, and trade shows, actively generating interest and capturing qualified leads.

THE OPPORTUNITY: This existing vacancy is open to candidates that reside anywhere in the U.S. or Canada, with preference for those near Chicago, IL or Toronto, ON for periodic in-person collaboration. VelocityEHS is looking for an Enterprise Account Executive to join our enterprise sales team acting to acquire new enterprise-level customers to our base. You will be dedicated to helping prospect reach their EHS goals through the use of our software platform. You must possess a strategic approach to selling and strive to meet/exceed revenue goals, while acting as an advocate for innovation, bringing forth the needs of the market to our internal teams. You will interact with and present to senior decision makers, including C-level executives, Safety, IT, Finance and Operations in the sales process. As the main point of contact to our Enterprise prospects, the Enterprise Sales Executive will conduct executive level discussions related to the customer's EHS program and the entire suite of VelocityEHS solutions. Primary Duties and Responsibilities - New Logo Acquisition: Drive new business bookings by targeting enterprise prospects. Own a defined quota and consistently exceed quarterly and annual sales goals. - Full-Cycle Sales: Run end-to-end sales cycles — from discovery and demo to proposal, legal, and close — using a consultative, value-based approach rooted in MEDDPICC. - Strategic Prospecting: Self-source pipeline through outbound activity, partner collaboration, and intent data. Use a multi-touch strategy to reach executives across Safety, Operations, Risk, and IT. - Stakeholder Engagement: Navigate complex buying groups. Build multi-threaded relationships across the C-suite, legal, procurement, and technical functions. Serve as a trusted advisor throughout the process. - Orchestration & Team Selling: Act as quarterback for the internal VelocityEHS team. Bring in Solutions Consultants, Product SMEs, Legal, and Executive Sponsors to shape and support enterprise sales motions. - Forecasting & Pipeline Management: Maintain accurate forecasts and a robust 3x pipeline. Proactively report progress, risks, and upside to sales leadership. Keep opportunity notes, forecast stages, and MEDDPICC fields up to date. - Industry Presence: Represent VelocityEHS at key conferences, trade shows, and customer events. Leverage in-person engagement to advance strategic deals (expected travel: 10–20%). Minimum Skills and Qualifications - Sales Experience: 5+ years of full-cycle, quota-carrying B2B SaaS sales experience, ideally focused on net-new business. - Enterprise Account Expertise: Experience expanding business within large, complex customer accounts (5K+ employees) - Complex Sales Cycles: Experience with longer or more complex sales cycles involving multiple stakeholders, procurement, and legal review. - Top Performer Track Record: Proven ability to exceed sales targets, consistently outperform peers, and close deals in a competitive sales environment - Prospecting Mastery: Skilled at self-sourcing leads, working cold outbound, leveraging intent data, establishing and working referrals, using tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator. - Methodical Approach: Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN. Disciplined with qualification, follow-up, and pipeline hygiene. - Tech-Savvy: Proficient in sales tools like: Salesforce, Outreach, Gong, G2.. Able to leverage data and insights to prioritize activity, market trends and improve outcomes. - Communication & Negotiation: Exceptional verbal and written communication skills with the executive presence to sell and negotiate with VP and C-level stakeholders. - Resilient & Competitive: Adaptable, tenacious, self-motivated, and goal oriented with a love of challenges, strong work ethic, and a drive to win in a fast paced environment. - Bachelor’s Degree or Equivalent Experience: Degree in Business, Communications, or related field preferred Preferred Skills and Qualifications - Formal Sales Training: Completion of formal training in a recognized methodology (e.g., MEDDPICC certification) - Vertical Experience: Domain knowledge in relevant industries such as Manufacturing, Chemical, Pharmaceutical, Food & Beverage, Oil & Gas, and Mining is a plus. - Related Experience: EHS/ESG, industrial software, or regulated industries - RFP Management: Comfort managing RFPs, procurement, and legal/security reviews - Data-Driven Decision Making: Ability to interpret performance data and apply insights to optimize personal sales strategies. Why Join our Sales Team? - Mission with Meaning: Sell solutions that help companies create safer, more sustainable workplaces — and make a real-world impact. - Market Leadership: Join the clear category leader in EHS/ESG software, trusted by 10+ million users worldwide. - Focused Role: 100% new logo acquisition — no renewals, no upsells, no distractions. - Uncapped Earnings: Competitive base salary and uncapped commission with aggressive accelerators. - Career Growth: Clear promotion paths into senior sales, enterprise roles, or leadership. - Award-Winning Culture: Recognized as a Top Workplace with a coaching-driven, team-first environment - Coaching Culture: Join a team with long-tenured leadership, consistent coaching, and a strong peer culture. - Remote Flexibility: Our remote-first work plan that allows you to balance your productivity with reduced stress and work from home with commute-free employment. - Modern Tools: Access to the full VelocityEHS sales stack investing in your success — Salesforce, Outreach, Gong, 6sense, ZoomInfo, LinkedIn Sales Navigator, and more. VelocityEHS is committed to competitive, fair, and equitable compensation practices by offering market-based salary ranges. The expected On-Target Earnings (OTE = base salary + variable) range for this position is between $171,075 and $201,925 USD (United States) or, $201,374 and $235,574 CAD (Canada), with variable earning opportunities uncapped. We aim to hire between the minimum and midpoint of the salary range and offers at the maximum of the range are uncommon. The final offered salary will be based on candidate's proficiency in skill set, prior relevant experience, internal equity, market considerations, and other factors. This role is eligible for a Variable Pay Program. This role is also eligible for our comprehensive benefits package. If you're a proven hunter who loves building pipeline, closing deals, and making an impact, VelocityEHS is the place for you. Join us and help companies protect their people while growing your own career! We welcome and encourage diversity in the workplace. VelocityEHS is an Equal Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to age, race, color, national or ethnic origin, religion, sex, sexual orientation, gender identity or expression, marital status, family status, veteran status, Indigenous/Native American status, or disability. Applicants with disabilities can request accessible formats, communication supports, or other accessibility assistance by contacting hrpolicy@ehs.com Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. VelocityEHS does not accept unsolicited headhunters and agency resumes. VelocityEHS will not pay fees to any third-party agency or company that does not have a signed agreement with VelocityEHS. Who is VelocityEHS? VelocityEHS is the largest and fastest-growing environmental, health, safety (EHS) and sustainability software company in the world. Relied on by more than 10 million users worldwide to drive operational excellence and achieve outstanding outcomes, VelocityEHS is the global leader in true SaaS enterprise EHS & ESG technology. The VelocityEHS Accelerate® Platform is the definitive gold-standard, delivering best-in-class solutions for managing ESG, Safety, Industrial Ergonomics, Control of Work, Health, Operational Risk and Environmental Compliance. Our customers include the world’s most esteemed Fortune 1000 corporations. From manufacturing to food & beverage, from chemicals to pharmaceuticals, we’ve worked with them at every level, from the boardroom to the shop floor. We still operate with the same start-up mentality that has made us the leading cloud EHS company and offer each and every employee the opportunity to grow and reach their full potential. What are the benefits and perks of working at VelocityEHS? You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights for eligible employees, or you can review all our perks and benefits by visiting our career page! - Generous time off programs - Medical/dental coverage, retirement (with employer match) - Parental leave plans for all family types - Job shadowing programs and one-on-one coaching opportunities - Tuition reimbursement for continuing education, advanced degrees, and certifications - Remote-first and flexible work schedule to fit your family’s needs - Monthly stipend to make your home office more comfortable, productive, and successful - Corporate wellness and personalized preventative mental health care programs - Summer Fridays (Memorial Day through Labor Day enjoy a 6-hour workday every Friday) #BI-Remote #LI-Remote

About the Role Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization and grow our Oregon market. This team is responsible for driving new business growth by acquiring small to medium-sized customers and expanding Abnormal’s footprint in the market. This is a full-cycle sales role, where the Account Executive will own the entire sales process, from initial prospecting through to deal closure, within a defined territory. The ideal candidate will bring a strong hunter mindset, a genuine passion for cybersecurity, experience collaborating in team-selling environments, and the drive to make an immediate impact. What you will do - Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota - Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. - Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them to hit sales targets. - Work with Customer success to ensure a timely renewal and expansion sale opportunities - Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue. Must Haves - 2+ years of experience selling in cybersecurity - 4 Years in an individual contributor role - Located in Oregon - Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners) - Strong at qualifying needs and presenting ROI-driven value to stakeholders - Executes a repeatable sales process with focus and time management - Navigates internal and customer buying processes effectively - Gathers and applies customer insights to improve execution - Thrives in early-stage, resource-constrained environments - Collaborates cross-functionally (SEs, Marketing, Product, CS) Nice to Haves - MEDDIC, MEDDPICC, or Command of the Sale sales methodology training #LI-VY1 Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location. In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package. Base salary range: $85,000—$100,000 USD Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

Responsibilities include: Revenue & Pipeline Generation - Achieve quarterly and annual quotas for partner-sourced and partner-influenced CARR. - Own and manage a pipeline of partnership opportunities across Quavo's four strategic partnership categories: Issuer Processor Managed Services (OEM/White-Label) and Distribution Platforms (Embedded/Rev Share) - Accurately forecast joint revenue with partners and maintain pipeline visibility through CRM. Partner Development & Management - Source, recruit, and activate new strategic partners — with primary focus on Tier 1 and Tier 2 issuer processors (Fiserv, FIS, Jack Henry, Velera, Galileo, Marqeta, i2c, TSYS/Global Payments) and digital banking platforms (Q2 Holdings, Alkami, Glia, Backbase, Narmi, Finastra). - Manage the complete partner lifecycle: initial outreach, value assessment, pilot/POC scoping, contract negotiation, and ongoing performance management. - Cultivate and maintain executive-level relationships (SVP+) at partner organizations, ensuring alignment on priorities and accountability to commitments. - Develop and maintain a portfolio of 10–15 active partner relationships at various stages of engagement. Go-to-Market Execution - Develop and execute joint go-to-market campaigns, co-marketing initiatives, and co-sell motions with partners to expand market reach. - Build joint solution narratives tailored to each partner category (e.g., "detect + resolve" for fraud partners, "comply + execute" for compliance partners). - Coordinate co-branded collateral, joint webinars, conference presence, and partner portal listings with Quavo's Marketing team. - Support partner enablement by training partners to position, market, and sell Quavo's solutions effectively. Cross-Functional Collaboration - Work closely with Product, Engineering, Sales, Marketing, Implementations, Legal, and Customer Success teams to align on partnership strategies, integration requirements, and joint initiative execution. - Provide market intelligence on industry trends, competitive landscape, and partner ecosystem developments to inform Quavo's partnership strategy. - Support Legal in structuring OEM, white-label, reseller, referral, and data licensing agreements. Strategic Input & Reporting - Provide input to strategic decisions affecting the partnership function, including partner prioritization, pricing models, and revenue-share structures. - Maintain accurate partner records and pipeline data in CRM (Salesforce), supporting data-driven decision-making. - Deliver quarterly partner performance reviews and contribute to board-level partnership updates. Required Qualifications: - 5+ years of experience commercializing SaaS partnership agreements and contracts in financial services, payments, and/or the fraud/disputes sector. - Demonstrated experience working with or selling to issuer processors (Fiserv, FIS, Jack Henry, Velera, TSYS/Global Payments) or payment networks (Visa, Mastercard). - Partnership work experience at companies servicing fraud, disputes, identity, chargeback, payments, or BaaS industries with financial institutions as end customers. - Proven track record of initiating and closing OEM, white-label, embedded, or reseller partnership agreements — not just referral relationships. - Experience generating pipeline and revenue through strategic partnerships, with demonstrated ability to meet or exceed quota targets. - Strong negotiation, relationship-building, and closing skills in a partnership context, with comfort navigating large, complex organizations with 12–18 month sales cycles. - Excellent communication skills with the ability to articulate value propositions and influence stakeholders at SVP+ levels. - Experience with CRM platforms (Salesforce preferred) for pipeline management and forecasting. - Willingness to travel for partner meetings and industry events (33%+ annually). Preferred Qualifications: - Experience in a high-growth or PE/VC-backed technology company environment. - Existing relationships within the issuer processor managed services ecosystem (Fiserv Output Solutions, FIS Disputes, Jack Henry Symitar/Episys, Velera/PSCU). - Familiarity with digital banking platforms (Q2 Holdings, Alkami, Narmi, Backbase, Finastra) and their FI distribution models. - Experience with data licensing or data monetization partnerships in the financial services sector. - Understanding of Regulation E, Regulation Z, and chargeback lifecycle processes. - Background in fraud detection, identity verification, or risk analytics technology (NICE Actimize, Verafin, Early Warning/Zelle, FICO, Feedzai, Socure). - Experience structuring revenue-share, OEM licensing, and per-transaction pricing models. - Bachelor's degree or equivalent combination of education and experience.