ROLES AND RESPONSIBILITIES The Business Development Executive is responsible for generating new business opportunities and expanding relationships with existing clients in all client segments. This role focuses on strategic prospecting, utilizing account-based targeting to identify high-value prospects, and executing detailed outreach on both warm and cold lists—each aligned to specific campaign objectives. The Business Development Executive develops and manages tailored campaigns, leveraging data-driven insights and modern sales enablement tools to maximize engagement throughout the lead cycle. Responsibilities include prioritizing accounts based on strategic fit, crafting personalized messaging for targeted outreach, and tracking progress against defined campaign goals. Collaboration with sales, marketing, and technical teams is essential to refine prospecting strategies and deliver compelling connections that generate new relationships. Must be based in the US in Central, East or Mountain time. SALES RESPONSIBILTIES - Develop multi-touch, multi-channel campaigns tailored by segment to generate pipeline with strategic accounts, including messaging frameworks, value hypotheses, and sequencing strategy. - •Partner with sales to identify upgrade, cross-sell, and add-on opportunities using product adoption data, contract timelines, organizational changes, and “white space” mapping within current accounts. - Build and prioritize lists for upgrade eligibility, then execute targeted outreach plays that drive expansion conversations and warm introductions to AEs/AMs.•Manage inbound lead response and qualification to maximize speed-to-lead and conversion, aligning follow-up sequences to lead source and intent and routing appropriately.•Create strategic territory plans: define target accounts, categorize by tier/value, map buying committees, identify trigger events, and build account entry strategies that align to quarterly pipeline priorities. - Conduct executive-level discovery to validate value and urgency - Identify and engage multiple stakeholders within the buying committee, coordinate messaging by role, and strengthen deal momentum by ensuring broad internal alignment. - Work closely with Marketing, RevOps, Product, and Customer Success to convert strategic priorities into repeatable plays—improving targeting, messaging, segmentation logic, routing rules, and campaign performance. - Manage list hygiene, prospect hygiene, and performance analytics - Maintain disciplined CRM practices: accurate opportunity qualification notes, next steps, contact roles, campaign attribution, and lifecycle stage progression. Provide insights on conversion rates, efficiency signals, and pipeline coverage by segment. - Continuously optimize messaging and plays using data and market insight - Use call learnings, objections, win/loss patterns, competitor signals, and market trends to iterate campaign messaging, refine ICP assumptions, and improve outbound, inbound, expansion conversion over time. Core Attributes: - A growth focused mentality - Excellent verbal, written, and video etiquette - Captivating ability to engage and create new relationships - Relentless drive for winning and achieving goals - Discipline to accomplish sales goals - Strong analytical and critical thinking skills - Ability to identify opportunities for revenue growth - Flexibility and adaptability to change TECHNICAL SKILLS Detailed Knowledge: - IT and Cyber Security Professional Services - Managed IT and Cyber Security Services - Cyber Security frameworks and requirements - Datacenter infrastructure (Servers, storage, networking, data protection) - Networking architecture - Products such as: Microsoft, Fortinet, Dell, HPE, Arctic Wolf, Sophos, Cisco, Aruba - Private, hybrid, and public cloud solutions - Sales and marketing tools, such as CRM, Business Development tools QUALIFICATIONS - Proven history of sales performance and achievements. - Dedication to a diligent process and repeatable results. - Focus on continuous self-improvement. - Demonstrated ability to manage and prioritize multiple tasks. - Demonstrated ability to explain complex technical concepts to a non-technical audience. - Strong trouble-shooting skills across a broad and diverse solution portfolio. - Ability to adjust to buyer styles and navigate complex organizations. - Proven ability to drive the sales process from cold prospect to qualified lead. - Proven ability to articulate the distinct aspects of products and services. - Proven ability to position products against competitors. EDUCATION AND CERTIFICATIONS Credentials: - Proven sales experience – 2+ years of relevant experience - Candidate will have experience in selling networking, cloud modern work, cyber security, and managed service solutions. - Candidate will have experience working with all sized clients

Account Executive Location: Remote (Across the U.S.) Compensation: $70–$80K base + uncapped commissions ($140–$160K OTE, accelerators beyond 100%) Department: Sales | Full-Time About BLAZE BLAZE is one of the fastest-growing tech platforms in the legal cannabis industry, powering the next generation of retail, payments, e-commerce, and inventory software. Our full-stack ERP helps dispensaries, cultivators, and distributors streamline everything from point-of-sale to payments to compliance in one seamless platform. We’re venture-backed, founder-led, and scaling fast across North America. Joining BLAZE means joining a rocket ship at liftoff — where scrappy builders and elite performers thrive. About the Role We’re looking for an elite Account Executive to spearhead our growth across the U.S. You’ll own your territory like it’s your own business — building pipeline, closing multi-location deals, and shaping the future of cannabis retail technology. This is a high-velocity, full-cycle sales role where you’ll hunt, consult, negotiate, and close. You’ll work cross-functionally to design creative solutions, drive adoption of our suite, and help sophisticated operators future-proof their tech stack. This is not an order-taking job. This is a role for builders, closers, and category creators. What You’ll Do - Build and execute strategic territory plans for whitespace and competitive accounts - Prospect creatively into licensed cannabis retailers, distributors, and cultivators - Drive full-cycle SaaS sales: discovery → demo → proposal → negotiation → close - Develop multi-threaded executive relationships (CEO, COO, VP of Retail, etc.) - Manage a healthy, predictable pipeline in Salesforce and forecast weekly - Lead contract discussions, pricing strategy, and deal structuring - Partner cross-functionally with Solutions Engineering, Customer Success, and Marketing - Evangelize the full BLAZE stack: POS, Payments, Loyalty, E-comm, Analytics & more - Consistently exceed activity, pipeline, and revenue goals What We’re Looking For Must-Haves - 3+ years of full-cycle B2B SaaS or ERP sales experience, consistently hitting quota - Demonstrated success selling into mid-market or enterprise accounts - Strong discovery, consultative selling, and executive communication skills - Proven ability to run a structured sales process and close net-new business Nice-to-Haves - Cannabis or regulated industry experience - Background selling payments, POS, or commerce software - Experience at a high-growth startup or early-stage tech company - Track record of delivering $1M+ in new ARR/ACV - Knowledge of the cannabis competitive technology ecosystem Why BLAZE - Competitive salary + uncapped commissions + accelerators - Health, dental, vision, life, and disability insurance - 401(k), paid time off, holidays, and remote work flexibility - A chance to shape an emerging $30B+ industry - Join a passionate, high-performance culture with room to grow

• Own an Enterprise territory where you are responsible for business development, client engagement, and generating new customer contracts as well as expansion contracts with existing customers. • Craft long term plans for acquiring and growing an account with a thorough understanding of the Enterprise sales cycle. • Actively prospect new business opportunities via cold calling, cold emailing, LinkedIn outreach, and utilizing your own network. • Manage multiple relationships simultaneously both internally at Fullstory and externally within an account in order to drive new business or expansion. • Use technology to accurately forecast, manage deal stages, and understand pipeline predictability.

• You will run 4–5 qualified sales presentations per day over Zoom with decision-makers who have already expressed interest. • The sales cycle is 2 calls: Call 1 is discovery and qualification. Call 2 is a customized proposal and close. The typical cycle is 30–60 days. • Your monthly target is 6-8 closed deals. • Our team writes the proposal, and you schedule the close. • You are supported by a sales coach, a proposal team, and a leadership team that has built and scaled this motion across multiple brands. • This is an individual contributor closing role. • You are not managing a team. You are not building a pipeline. You are not writing decks or attending conferences. You are closing. Every day, all day.