At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome. And that's where you come in: The Account Executive is responsible for creating new sales pipeline, managing new sales pipeline, and closing new sales pipeline, in the territory for which they are responsible for the Parchment suite of products. The individual is responsible for driving net-new client adoption as well as cross-selling new products into our existing network. The audiences for Parchment suite of products include Commissioners, Chief Academic Officer, Academic Policy leads, and Executive Directors at State Agencies, Chancellor, Registrar, Director of Admissions, Vice Chancellor, Provost, Vice Provost, and Presidents at Postsecondary Institutions. We are looking for a dynamic, entrepreneurial mindset to represent Parchment from a home office that is within the territories for which we are hiring. The Account Executive will ideally meet or exceed sales objectives of the assigned territory by promoting and selling the Parchment product solutions through professional sales techniques and long-term customer relationships. This position will require an individual who has a proven record in new client acquisitions. What you’ll do: - The Account Executive will: - Schedule five (5) “1st new meetings” per week. - Deliver five (5) “1st new meetings” per week. - Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation. - Build $20,000-$40,000 in new sales opportunities each week, depending on territory assignment. - Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs). - Make incremental progress to successfully attaining annual quota by year end. - Manage a fully ramped annual sales quota of $600,000 - $800,000 and a sales pipeline of $1.5-2M. - 20-50% Travel within assigned territory. - Creating, Implementing, and Maintaining an annual territory plan - Executing a prospecting methodology as part of their regular routine - Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager. - Continually learning about new products and improving selling skills. The Account Executive (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate. - Providing regular reporting of pipeline and forecasts using SalesForce. - Keeping abreast of competition, competitive issues and products. - Attending and participating in sales meetings, product seminars, and trade shows. - Preparing written presentations, reports, and price quotations. - Conducting and managing contract negotiations. - Ability to upsell and sell additional products/services into existing clients. Market - US Higher Education Institutions - This is full-time position What you will need to know/have: - Exhibit a willingness to travel up to 50% a year - Strong attention to detail - Excel at building and leveraging strong relationships - Excellent written and verbal communication skills - Bright, energetic professional with outstanding communication and interpersonal skills - Demonstrated ability to manage multiple tasks with shifting priorities and tight deadlines - Ability to work in an entrepreneurial environment - Self-driven and independent - Growth mindset - Well-versed in the following: - Google Suite of Tools (Gmail, Docs, Sheets, Slides) skills - Required - SalesForce Reporting and Usage - Required - WbD, Tableau, Clari Co-Pilot, Outreach, DemandBase, and Highspot- will train - Microsoft Suite of Tools (Word, Excel, Powerpoint) skills - will train - Develop and implement effective sales level campaigns/sequences using Sales Enablement Tools such as Outreach, Engagio, SalesForce and Highspot It would be a bonus if you also had: - Bachelor’s degree required - 5+ years of sales experience, preferably within an EdTech SaaS company - 3+ years of experience in an educational environment - Experience with large system selling preferred Get in on all the awesome at Instructure! We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect: - Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success. - Flexible work culture. Our remote, hybrid and in-office collaboration spaces vary by role, team and location. - Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs. - Comprehensive wellness programs and mental health support - Annual learning and development stipends to support your growth - The technology and tools you need to do your best work - Motivosity employee recognition program - A culture rooted in inclusivity, support, and meaningful connection We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes. Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate. All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws. Any attempt to misrepresent personal or professional information will result in disqualification.

Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! . See yourself at Twilio Join the team as Twilio’s next Strategic Account Executive 4. About the job This position is needed to lead relationships with our growth and mid-market Communications platform customers who consume our messaging, voice and email services. You will be directly responsible for protecting and growing Twilio’s communications business across your assigned customers. As a Strategic Account Executive, you will drive highly analytical and consultative sales cycles with customers that are running large scale, global, competitively sourced, compliance-heavy, use case-specific businesses. This role is highly cross functional, and your success will depend on building deep partnerships across product management, finance, support, and operations. Responsibilities In this role, you’ll: - Manage and expand some of our most important Regulated Verticals customer accounts. - Develop, drive, and execute account strategy to consistently deliver strong revenue, gross margin, and gross profit results. - Partner closely with other Twilio teams to identify new revenue opportunities within your Regulated Verticals account portfolio. - Serve on a cross-functional account team with representatives from product, finance, support, and services teams. - Run a disciplined forecast, consistently achieve goals, and present guidance to executive management. - Run highly consultative sales cycles with our largest customers with a focus on deep discovery, listening to customer needs and being an effective champion for their point of view in the organization. - Generate and maintain an accurate sales pipeline and forecast utilizing our CRM, SalesforceStay current with industry changes and collaborate with your team and peers to learn and share best practices. Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! *Required: - Possess a total of 8 years of sales experience, with a minimum of 3 years dedicated to major account or strategic sales. - Demonstrate expertise in managing or leading quantitative, highly analytical products and solutions for customers. - Accountable for relationship management, cross sells, upsells and solutions consulting. - Comfortable working with business and highly technical leaders, while influencing their understanding and building supportive partnerships. - Analytical account development strategy based on using data to find opportunities and prove value. - Demonstrated track record of managing business forecasts and financial models. - Entrepreneurial mindset with appetite to define process and build programs. - Record of delivering revenue and gross profit results, especially for large-scale and enterprise customers. - Excellent verbal and written communication skills. - Bachelor’s Degree or equivalent years of experience. Desired: - Deep experience working with telecom companies, including CPAAS, SMS aggregators, carriers, or global communications platforms. - Domain expertise from a highly quantitative industry such as DevOps, Fintech, advertising optimization, investment banking, security or commodity trading especially in non-standard segments. - Software, SaaS, CPaas or PaaS selling experience. Location - This role will be remote, but is not eligible to be hired in CA, CT, IL, MA, MD, NJ, NY, OR, PA, RI, TX, VA, WA, or Washington DC. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, approximately 30% travel is anticipated to help you connect in-person in a meaningful way. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Compensation *Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State. The information below is provided for candidates hired in those locations only. The estimated pay ranges for this role are as follows: - Based in Colorado, Hawaii, Minnesota or Vermont : $132,192.00 - $165,240.00. - Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $139,536.00 - $174,420.00. - Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $146,880.00 - $183,600.00. - This role may be eligible to participate in Twilio’s equity plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave. - This role is eligible to earn commissions. The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Applications for this role are intended to be accepted until May 01, 2026, but may change based on business needs. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

Role Description You are the tip of the spear in a newer market for our WMS solution, Peoplevox. With hundreds of customers and powerful case studies from success in EMEA and APAC, we have a great foundation to build on in this new market. Your proficiency in understanding our go-to-market strategy and a willingness to help shape and grow it will be crucial. You have grit, are highly self-motivated, and love a challenge. Your role will encompass: - Owning a WMS sales quota for Peoplevox in the UK/EMEA - Investing in self-development to become an e-commerce logistics expert - Expanding our partner referral network For the right person, this is an incredible opportunity to hit the ground floor of a new market, where leadership and growth opportunities will be created by your own success. Qualifications - Active listening skills with a balanced, effective communication style - A strong track record of self-sourcing leads and outbound prospecting - A fervent approach to continuous learning and knowledge application - A buoyant and positive personality, promoting a vibrant work environment - Proficiency in handling complex solution selling and creative business closure strategies - A strong desire to become a team leader and ultimately get into sales management Requirements - Achieve WMS sales targets for Peoplevox in the UK (EMEA) - Prospect and develop your pipeline through sales- and partner-sourced leads - Expand our network of consultants and technology partners who rely on WMS solutions - Assimilate technical knowledge and innovative sales strategies Benefits - Competitive compensation - Great benefits - Remote and flexible work hours - Opportunity to join a company on an awesome mission with a great existing team and trajectory Company Description Descartes is one of the most broadly deployed logistics and supply chain technology companies in the world. More than 26,000 customers around the globe use our cloud-based solutions to transform the way they move inventory and information. We are publicly traded (Nasdaq:DSGX, TSX:DSG) with headquarters in Waterloo, Ontario, Canada, and offices and partners around the world. Descartes also has a deep sense of environmental responsibility, helping customers save over 552,000 metric tons of CO2 in 2020 by reducing fuel and paper consumption.

Role Description We are currently seeking a high calibre professional to join our team as a Personal Banking Executive, Premier Relationship - Contact Centre and Remote Channel. - Handle inbound calls and provide high-quality service to Top-tier customers by effectively resolving their enquiries, and deliver professional written communication via digital service channels to ensure a high level of customer satisfaction. - Interpret and analyze customer enquiries from vocal and digital channels to understand their needs while actively listening to provide tailored recommendations and offer appropriate financial products, services, and solutions. - Achieve individual performance expectation, develop your career with a clear progression path. - Benefit from extensive training, learning opportunities, support from your peers and managers and exposure to a wide variety of financial products, services and technologies. Qualifications - Higher Diploma or above. - Fluency in Cantonese, English and Mandarin and ability to read and write in Chinese and English. - Strong written communication skills in local language and English with good use of grammar and vocabulary to effectively service customers. - Proficiency in navigating through multiple digital platforms and applications with minimum typing speed of 30 words per minute in Traditional Chinese. - Computer literate and capable of using and navigating through multiple computer systems and applications. - Banking experience is not essential; comprehensive training will be provided. - Candidate with customer service experience, and a license holder of HKSI 1,7,8 or IIQE 1, 2, 3, will be considered for a Senior Wealth & Personal Banking Executive role. - Fresh graduates are welcome. Company Description HSBC is committed to building a culture where all employees are valued, respected and opinions count. We take pride in providing a workplace that fosters continuous professional development, flexible working and opportunities to grow within an inclusive and diverse environment. Personal data held by the Bank relating to employment applications will be used in accordance with our Privacy Statement, which is available on our website.