Acquia empowers the world’s most ambitious brands to create digital customer experiences that matter. With open source Drupal at its core, the Acquia Digital Experience Platform (DXP) enables marketers, developers, and IT operations teams at thousands of global organizations to rapidly compose and deploy digital products and services that engage customers, enhance conversions, and help businesses stand out. Headquartered in the U.S., Acquia is a Great Place to Work-CertifiedTM company in the U.K., is listed as one of the world’s top software companies by The Software Report, and is positioned as a market leader by the analyst community.. We are Acquia. We are building for the future and we want you to be a part of it! As Acquia Account Executive, Mid-Market, you will... - Responsible for selling Acquia Products. - Identify new business opportunities, manage, and close deals in Acquia Mid-Market account and prospect base - Engage with senior level executives within these organizations - Develop positive relationships and identify prospect needs at all decision-making levels - Stay current on competitor offerings and be able to identify their strengths and vulnerabilities - Turn client feedback into meaningful strategies to drive new Acquia opportunities business and address competitive risks - Influence client decisions and advocate for client needs to broker win-win solutions - Work closely with various functional teams including Pre-Sales Solution Engineering, Product Development to ensure seamless implementation and product market fit for our solution - Handle full-life cycle sales in an individual contributor environment - Collaborate efficiently across internal teams and nurture an atmosphere of trust and open communication - Engage with our channel partners and various subject matter specialists to drive sales opportunities. - Work cross-functionally with demand generation and marketing teams to cultivate pipeline You’ll enjoy this role if you are/have… - Intellectual agility and an entrepreneurial attitude; demonstrates drive, initiative, energy and sense of urgency in acquiring and serving clients - Ability to learn and absorb new products quickly and rapidly adapt to changing business and customer demands - Smart, results-oriented, upbeat, and has regularly out-performed his or her peers - Looking for aggressive career growth - Passion, drive, and creativity What you’ll need to be successful... - Bachelor’s Degree - Strong sales/client origination experience, preferably with CMS experience - Experience negotiating large strategic deals including all phases of client development: prospecting, proposal development, negotiation and ongoing relationship management - Experience and the know-how to work in a start-up, fast paced technology environment - Strong understanding of the SaaS business model for solutions delivery - Confident presentation skills, and must have 'presence' in front of the C-suite customer with the communications skills to articulate a value proposition to a wide range of organizational and functional levels We are an organization that embraces innovation and the potential of AI to enhance our processes and improve our work. We are always looking for individuals who are open to learning new technologies and collaborating with AI tools to achieve our goals. Acquia is an equal opportunity (EEO) employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veterans status or any other protected status or characteristic under federal, state or local law unrelated to the ability to perform the job.

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for an Account Executive, Majors to join our Sales and Go-to-Market team. This role is based in the New York City area, reporting to the Regional Director. You will join a global group of professionals passionate about delighting customers and driving a secure, cloud-enabled digital future. In this role, you will demonstrate the power of cloud transformation to help cement our position as the world leader in cloud security. What you’ll do (Role Expectations) - Build relationships with important internal and customer stakeholders, including C-suite decision-makers - Create a long-term account strategy aligned with customer goals - Collaborate with internal teams to meet customer needs and contribute to strategic account planning - Act as a trusted advisor by understanding client businesses and aligning Zscaler solutions with their specific goals Who You Are (Success Profile) - You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful. - You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution. - You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact. - You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust. - You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. What We’re Looking for (Minimum Qualifications) - 10+ years of full-cycle sales experience within the software or security industry - Bachelor's degree or equivalent professional experience - Progressive selling experience engaging with accounts and selling at the C-suite level - Must be located in the Connecticut area What Will Make You Stand Out (Preferred Qualifications) - Established relationships with current and prospective customers within the territory - Proficiency in strategic sales planning with a track record of closing net new logos - Experience leveraging channel partnerships to achieve sales targets and a willingness to travel up to 50% #LI-Remote #LI-JS18 Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training. The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits. Base Pay Range $140,000—$200,000 USD At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: - Various health plans - Time off plans for vacation and sick time - Parental leave options - Retirement options - Education reimbursement - In-office perks, and more! Learn more about Zscaler’s Future of Work strategy, hybrid working model, and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

Job Title: Strategic Account Executive Company: Accuris Location: US - Remote Who we are: Accuris is a dynamic leader in B2B SaaS engineering workflow technology, dedicated to accelerating innovation in engineering processes. Since becoming a standalone company in May 2023, we've continued our mission to develop cutting-edge AI-enabled solutions. Our culture of collaboration, innovation, and high performance is driven by humble, hungry, and smart individuals who make Accuris an exciting place to grow your career. Our products - Engineering Workbench, Goldfire, Haystack, and Parts Management Solutions - streamline engineering workflows by providing easy access to essential standards and content. This efficiency saves our customers time and reduces errors, enhancing the entire product development cycle. With over 60 years of experience, Accuris remains at the forefront of the engineering community, driving forward innovation and supporting industry vibrancy. Join us to be part of a team that values your contributions and fosters your professional growth. Role Summary: We are seeking a Strategic Account Executive to drive growth by managing and expanding key strategic accounts. The ideal candidate is a humble, hungry, and smart individual with a proven track record in enterprise software/SaaS sales, particularly in engineering solutions. This role requires strong solution sales skills, a deep understanding of engineering workflows and PLM platforms, and the ability to build and maintain relationships with senior stakeholders. Responsibilities: - Manage and Expand Accounts: Manage and expand a portfolio of key accounts,focusing on large global customers with complex purchasing processes. Develop and execute strategic account plans to achieve revenue targets. - Foster Senior Stakeholder Relationships: Navigate large customer organizations, particularly within engineering teams, to identify and engage senior stakeholders (VP level and above). Identify and understand client needs, providing tailored solutions to address their pain points. - Own the Sale: Arrange and conduct initial Executive and CxO discussions and positioning meetings. Lead negotiations for contract renewals, expansions, and upsells. Achieve and exceed sales quotas, contributing to the overall growth of Accuris. - Conduct Regular Business Reviews: Schedule and conduct regular business reviews with key accounts to assess performance, gather feedback, and identify new opportunities for growth. Monitor customer health metrics and usage data to identify at-risk accounts and take proactive measures to prevent churn. - Ensure Customer Adoption: Collaborate with the CX team to create and implement detailed customer success plans that outline goals, metrics, and timelines for achieving client objectives. Oversee the onboarding process for new clients, ensuring a seamless transition and quick adoption of Accuris solutions. Arrange and conduct training sessions and workshops for clients to maximize their understanding and usage of Accuris products. - Win New Business: Develop new clients by qualifying prospects and building a robust sales funnel. Collaborate with channel partners to execute against new leads and drive new business opportunities. - Collaborate Cross-Functionally: Collaborate cross-functionally with sales engineering, CSM, professional services, customer support, and revenue operations teams to ensure seamless delivery of solutions and services. Cultivate customer advocates and secure testimonials and case studies to support sales and marketing efforts. Act as the voice of the customer within Accuris, providing valuable feedback to product development and marketing teams. - Utilize Sales Tools: Utilize tools such as MEDDICC, SFDC, LinkedIn Sales Navigator, Zoom Info, 6sense, and Sales Loft for effective account management, sales forecasting, and pipeline management. - Travel: Occasional international travels required, and domestic travel for business as required. Qualifications: - Bachelor's degree in Engineering, Business, related field, or equivalent work experience - Minimum of 5 years in enterprise Software/SaaS sales, with a focus on engineering solutions, ideally leading PLM or Engineering software companies. - Proven track record of managing and growing large global accounts with deal sizes exceeding $1M in annually recurring revenue. Prior/additional experience in building outbound pipeline (BDR/SDR/ Inside Sales) - Award-winning performance, such as President's Club or other company-specific recognitions - Familiarity with PLM platforms, engineering workflows, and content integration as well as proficient level understanding of adjacent industry products and services knowledge, e, g., ERP/EAM, CAD/CAM, and other engineering related software - Proficiency in in key sales methodologies, e.g., MEDDPICC and Command of the Message or other value based sales methodology. - Excellent communication and interpersonal skills, with the ability to engage senior stakeholders (VP level and above) What We Offer: Competitive base salary, bonus and equity as part of our employee ownership plan. A comprehensive benefits package that includes medical, dental, vision and life insurance plans, paid time off, a generous 401k match with no vesting period, parental leave and 3 volunteering days each year. For more information on benefits, please ask the recruiter assigned to the role. For work locations in the state of Colorado, the anticipated total OTE for this role is $190,000 - $275,000 with a 60/40 split + shared equity. Compensation will be determined by the education, experience, knowledge, and abilities of the applicant. About Company Statement: Accuris delivers essential intelligence that powers decision making. We provide the world's leading organizations with the right data, connected technologies and expertise they need to move ahead. We think differently, combining the knowledge and resources of an established company with the unapologetic boldness of a startup. Our mission: build an evolvable knowledge and data platform that enables professionals to unlock and deliver innovation to the world's most complex problems. Accuris provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

As the leader in Identity Security, SailPoint is the leader in identity security for the modern enterprise. Harnessing the power of AI and machine learning, delivering the central control point for risk management for the enterprise. SailPoint continues to grow globally and expanding our global presence creates opportunities for top sales people to become a part of our awesome culture. We are a Gartner top right, high growth Identity Security SaaS organization: the only company with a multi-tenant, micro services built SaaS IGA solution and AI and machine learning Identity Security platform. Organizations don’t know what data they have; let alone where it resides and crucially: who/what has access: we help them answer those key questions. Identity security is the central control point for risk management for the enterprise: the easiest way to implement your digital transformation faster and reduce risk. Our employees voted us “best places to work” – 10 years in a row. Enterprise Sales Representative We are seeking an experienced Enterprise Sales Representative, to sell our IGA Solution Suite to $2-$5B organizations. Primarily a SaaS offering, our IGA Solution Suite sits at the heart of an organization’s enterprise security. The position requires a sales executive who is experienced in navigating multinational accounts, generally at C level. The successful candidate will use their previous experience in SaaS, Cyber-sec or IAM/IGA to negotiate high value contracts across what is generally a lengthy sales cycle. Using the Challenger sales methodology, quota will be achieved by engaging with approximately 30 target customers: typically, there will be a large number of POC’s, BVA’s & RFP’s as a part of the sales motion. Route to market is selling to end users directly and also leveraging the support of our influential channel partners, including the GSI’s, such as Deloitte, PwC, EY, KPMG. Our Sales Executives gain a thorough understanding of prospective client's business and the industry in which they compete, the corresponding IT initiatives, identifying business drivers/needs which the company can help resolve, developing compelling business value propositions for our solutions and ultimately closing business. They will also develop and maintain trusted relationships with senior level decision makers and other key buyers within the named accounts and partners. The path to success: In setting the right foundations, you should achieve these milestones during your 1st month with the company. - Established internal network & led interlock meetings with virtual teams & key stakeholders. - Schedule weekly 1:1 meeting cadence with your Manager with TAM review agenda. - Ensure you have a buddy assigned and meet with them at least once a week. - Demonstrate your understanding of financial terms and how we currently measure financial success at SailPoint. - Familiarize yourself with SailPoint's language of acronyms and technical terms so you can actively participate in meetings. - Ask your manager to share the strategic objectives of your department followed by your team's objectives and finally where your role fits in. - Achieved “Bosun” enablement badge. Continuing to build those foundations you should have achieved these milestones by the end of your 2nd month. - Sorted TAM accounts into Sales priority order and reset/clean pipeline. - Set $$ amounts next to all “A” accounts & make introductions with them. - Territory plan developed, presented and signed off by Sales Management - Created a stakeholder map for key partners that are influencers in your “A” accounts and devised approaches to connect with them. - Presented pipeline growth plan to Management. - Demonstrated SFDC hygiene with regular, accurate activity and updates. - Complete the Crew Member Value Proposition Tool and schedule time with your manager to discuss. Building on the foundations, you should have achieved these milestones by the end of your 3rd month. - Implemented an operating cadence with virtual team (meetings in place with clear purpose) - Developed strategies to approach “A” accounts - presented to Management and approved. - Customers from “A” accounts know who you are – relationship maps in SFDC completed. - Achieved “1st Mate” enablement badge. By the end of your 4th month, in addition to the attainment and continued development of your first 3 months activities, you will have: - Created Account plans for all ‘A’ accounts. - Created Opportunity plans for all ‘A’ accounts. - Presented forecast for self-generated opportunities & expected time/path to 1st sale. - Shown progress through sales stages for any inbound/inherited opportunities (from 5-40). - Achieved “Sailing Master” enablement badge. On completing your first successful 6 months at SailPoint, in addition to the previous milestones, you will have: - Achieved strong correlation between engagement rate and all ‘A’ accounts. - Achieved strong correlation between pitch rate and all ‘A’ accounts. - “Quarter Master” enablement badge completed. - “Captain” enablement badge completed (including stand and deliver) Education: Preferred but not required: Bachelor's degree or global equivalent in an IT, business or sales related field. Travel: Business travel of approximately 50 percent yearly is expected for this position Location: This role needs to be based in Delhi, India. SailPoint is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law. Alternative methods of applying for employment are available to individuals unable to submit an application through this site because of a disability. Contact applicationassistance@sailpoint.com or mail to 11120 Four Points Dr, Suite 100, Austin, TX 78726, to discuss reasonable accommodations. NOTE: Any unsolicited resumes sent by candidates or agencies to this email will not be considered for current openings at SailPoint.