About the role We’re looking for a commercially minded Sales Account Executive to work with charities and social impact organisations, helping them address their fundraising challenges. Success in this role is driven by sector credibility, strong relationships, and the ability to sell impact - not transactional selling. As such, this opportunity is well suited to individuals with experience in the non‑profit sector, including major donor fundraising, corporate partnerships, or other revenue‑focused roles. You’ll partner with a portfolio of organisations to understand their goals, articulate value, and recommend solutions that help them raise more and demonstrate impact. Come join Blackbaud and grow your impact. What you'll be doing - Build excellent relationships with key non-profit organisations across the UK - Discover and understand their fundraising and technology challenges - Articulate effective solutions which deliver ROI and growth for your customers - Formulate strategies across our portfolio of Fundraising CRM's, Grant Making Solutions, and Digital Services - Manage your book of business by maintaining customer relationships, building a pipeline of opportunities - Partner with our internal teams to create a holistic strategy What we're looking for - Experience within social impact, charity partnerships or fundraising role - Background of building relationships in non for profit space - Excellent communication and presentation skills - Experience managing projects with a consultative approach, with a proven track record of goal attainment - Discipline to handle multiple tasks and adapt quickly to change in a fast-paced environment #LI-REMOTE Stay up to date on everything Blackbaud, follow us on Linkedin, X, Instagram, Facebook and YouTube ​ Blackbaud powers social impact through purpose‑driven technology and responsible AI. Guided by our Intelligence for Good® vision, we’re building a culture where innovation, trust, and human expertise come together to help organizations make a greater difference in the world. Blackbaud is proud to be an equal opportunity employer and is committed to maintaining an inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law.

Who are we and what do we do? BrowserStack is the world's leading software testing platform powering over two million tests every day across 22 global data centers. BrowserStack's products help developers build bug-free software for the 5 billion internet users accessing websites and mobile applications through millions of combinations of digital environments—devices, browsers, operating systems, and versions. We help Tesco, Shell, NVIDIA, Discovery, Wells Fargo, and over 50,000 customers deliver quality software at speed by moving testing to our Cloud. With BrowserStack, Dev and QA teams can move fast while delivering an amazing experience for every customer. BrowserStack was founded by Ritesh Arora and Nakul Aggarwal in 2011 with the vision of becoming the testing infrastructure for the internet. We recently secured $200 million in Series B funding at a $4 billion valuation in June 2021. At BrowserStack we solve real problems—each day is a unique challenge and an opportunity to make a difference. We strive to be open, transparent, and collaborative, so no feat is too big to achieve. BrowserStack is an extension of its people and a place where they can grow both professionally and personally. To that effect, we’re humbled to be recognized by leading organizations around the world: - BrowserStack is Great Place to Work-Certified™ 2020-21 - Named “SaaS Startup of the Year” in 2022 by SaaSBOOMi - Ranked in Forbes Cloud 100 in 2021 - for the second time - Featured in LinkedIn Top Startups India 2018 Location: This is a remote position; however, the role requires the candidate to be currently based in Boston. Role in a Nutshell: Master of Enterprise Expansion The Enterprise Account Executive role is focused on owning, retaining, and expanding a portfolio of BrowserStack's largest and most strategic global accounts (Fortune 500 / FTSE 100) through sophisticated, multi-threaded selling, executive partnership, and long-term value creation. You will transition customers from point solutions to positioning BrowserStack as the indispensable, single Continuous Testing Platform (CTP) across multiple business units, geographies, and product lines. This is a complex, high-ACV expansion sale focused on driving substantial cross-sell, upsell, and multi-year platform revenue. Your Accounts: Manage and grow a defined list of Tier 1, existing Enterprise accounts. Your Buyers: Deepen relationships with CTOs, VPs of Engineering, Heads of DevOps, and QA Directors across global business units. Your Mission: Dramatically enlarge the BrowserStack footprint by driving adoption and spend from single products to the complete platform suite (Live, Automate, Percy, Test Observability, App Automate, etc.). Your Strategy: Serve as the strategic quarterback who orchestrates Sales, Solutions Engineering, and Client Success to deliver a continuous, high-touch, multi-year growth strategy for your portfolio. This role reports to the Sales Manager / Director of Sales. Desired Experience We are looking for a senior Enterprise Account Executive with a proven track record of complex, strategic account expansion and revenue ownership in B2B SaaS or enterprise technology environments. - 5+ years of B2B Enterprise SaaS sales experience, with 3+ years in a farming / strategic account management / expansion-focused role (or equivalent high-velocity enterprise selling) - Demonstrated success achieving and exceeding expansion, renewal, and net revenue retention targets within Enterprise accounts (Fortune 500 / Global 2000) - Recent experience explicitly aligned to Account Management, Farming, Expansion, Upsell / Cross-sell in complex, multi-product SaaS environments - Proven success managing and closing complex, multi-threaded enterprise expansion deals with an Average Contract Value (ACV) of mid–high six figures or seven figures within existing accounts - Product Focus (Preferred): Direct experience selling DevOps, Continuous Testing, Observability, Developer Tools, or technical Infrastructure platforms - Willingness to travel as needed for strategic customer engagement - Exceptional proficiency in relationship mapping, stakeholder management, executive-level communication, ability to nurture and grow accounts over long cycles - Bachelor's degree required; Engineering / Technology background or technical undergraduate degree strongly preferred What Will You Do? Account Ownership, Expansion & Lifecycle Expertise - Own a portfolio of Tier 1 Enterprise customers with full accountability for long-term revenue growth, retention, and expansion. - Drive significant expansion revenue predominantly through cross-selling, upselling, and securing multi-year platform agreements to consistently achieve and exceed quarterly and annual expansion targets. Strategic Account Planning & Business Acumen - Develop and execute comprehensive multi-year account plans for your portfolio, identifying white space, mapping stakeholder influence, and quantifying expansion potential across different business units, geographies, and product lines. - Conduct deep discovery to understand customer business objectives, technical architecture, competitive landscape, and organizational dynamics to position BrowserStack as a strategic enabler of transformation. Executive & Technical Engagement - Establish and maintain deep, trusted advisor relationships with C-level and VP-level executives (CTO, VP Engineering, VP DevOps, Head of QA) - Engage customers through regular high-touch interactions, including strategic onsite visits, executive business reviews (EBRs), and virtual QBRs, to strengthen relationships and accelerate account growth. Drive Renewal & Retention Excellence - Ensure predictable, on-time renewals by reinforcing value, outcomes, and ROI well ahead of contract milestones. - Identify and mitigate renewal or contraction risks in partnership with internal teams (CS, Product, Support), taking ownership of resolution and escalation when necessary. Operate Cross-Functionally with Rigor & Discipline - Act as the central point of ownership and orchestration across internal teams (Solutions Engineering, Client Success, Product, Marketing, Legal, Finance) to deliver seamless customer experiences and execute complex, multi-phase deals. - Maintain strong Salesforce hygiene and pipeline discipline to support accurate forecasting, deal visibility, and data-driven decision-making across Sales leadership. - Leverage AI tools and sales technologies proactively to enhance sales strategy, efficiency, account intelligence, and customer engagement. Benefits: In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy. - Market competitive Health Insurance plan - Enrolment in the BrowserStack Equity program - Unlimited Time Off to ensure our people invest in their well being, to rest and rejuvenate, spend quality time with family and friends. - Remote- First work environment that allows our people to work from anywhere in the state of their residence. - Remote- First Benefit for home office setup, connectivity , accessories , co-working spaces, wellbeing to ensure an amazing remote work experience. Benefits: In addition to your total compensation, you will be eligible for following benefits, which will be governed by the Company policy: - Market competitive Health Insurance plan - Enrolment in the BrowserStack Equity program - Unlimited Time Off to ensure our people invest in their wellbeing, to rest and rejuvenate, spend quality time with family and friends - Remote-First work environment that allows our people to work from anywhere in the state of their residence - Remote-First Benefit for home office setup, connectivity, accessories, co-working spaces, wellbeing to ensure an amazing remote work experience

• Build and strengthen business relationships with potential and existing customers for the purpose of promoting Transportation Insight services. • Build revenue within potential & existing clients to reach and exceed established sales goals. • Develop a plan focusing on solution sales, sales call strategy and qualified list of prospects, giving targeted focus to Enterprise companies. • Communicate Transportation Insight’s value proposition, services, and solution strategies to prospects in order to position Transportation Insight's portfolio of solutions and value. • Utilize a consultative approach to driving conversations with the expectation of moving the prospective customer through the buying cycle and developing a formal and written sales solution for the purposes of closing business. • Understand how to navigate complex buying committees - develop and maintain professional relationships with economic buyers and key executives within sizable target accounts to create value and enable your selling efforts. • Establish and maintain contact and effective communication at all levels of strategic accounts and leverage internal resources to ensure a positive customer experience. • Partner with internal executive management, operations, development and sales management teams to establish and implement best practices. • Leverage his/her network for referrals and former partners to support growth efforts. • Manage complex relationships with strategic strategy and execution. • Accurately forecast opportunities and bookings, specific product revenue, and new opportunities on a weekly, monthly and quarterly basis within Salesforce. • Drive for results and success by conveying the appropriate sense of urgency while driving issues to closure. • Champion client programs and drive initiatives with a focus on continuous improvement. • Collaborate cross-functionally to remove roadblocks, track and resolve client objections, and solve problems via Transportation Insight myriad of solutions.

Passionate about precision medicine and advancing the healthcare industry? Recent advancements in underlying technology have finally made it possible for AI to impact clinical care in a meaningful way. Tempus' proprietary platform connects an entire ecosystem of real-world evidence to deliver real-time, actionable insights to physicians, providing critical information about the right treatments for the right patients, at the right time. Responsibilities: - Drive strategic business expansion/collaboration opportunities with the following: - Major Behavioral Health clinics / Top 20 largest psychiatry practices in the territory - Key Opinion Leaders (KOLs) and Academic Medical Centers (AMCs) within the specified territory. - Structure detailed strategic plans for gaining and retaining new and existing clients. - Collaborate and coordinate with all sales positions (VP, Sales, RSD’s, DSM’s) to ensure successful attainment of company goals and objectives - Identify and develop partnering opportunities between prospective psychiatrists and Tempus. - Promote and drive compliance with new web-based molecular information tools for all clients - Continually analyze competitive landscape and environment within assigned accounts to determine trends and provide customer feedback to Tempus leadership - Monitor performance of sales to ensure objectives are met - Develop and implement a comprehensive business plan for the territory that will be inclusive of budgets, travel, territory management, goal setting, etc. - Work effectively with individuals across multiple departments throughout Tempus - Embrace, embody and represent the Tempus company culture at all times to external and internal constituents Required Skills: - Ability to engage in a consultative selling process that overcomes objections and indifferences while connecting client needs with Tempus’ capabilities. - Comfortable selling at the executive level (CEO, COO, CFO) - Keen understanding of the payor and reimbursement environment in the molecular diagnostic space - Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines - Strong understanding of molecular diagnostics in behavioral health and the evolving competitive landscape - Ability to maintain an outstanding level of market, customer, distribution and product knowledge necessary to accomplish sales and marketing objectives - Excellent negotiation and customer service skills - Outstanding strategic sales account planning skills - Superior listening and problem solving skills - Ability to handle sensitive information and maintain a very high level of confidentiality - Demonstrate consistent closing abilities throughout the sales cycle - Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change - Impeccable oral and verbal communication and presentation skills - Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint - Effective and regular utilization of Salesforce.com - Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives. - Advanced presentation skills and business acumen a necessity - Ability to work effectively with minimal direction from, or interface with, manager - Problem solving, decision making and technical learning - Advanced written and oral communication skills - Strong administrative skills and sophistication to manage business in complex environments - Demonstrate Tempus’ Values by acting with integrity, respect and trust - Frequent travel ( > 50%) throughout the territory as needed Required Education & Experience: - B.S. in life science, biology, business or marketing or equivalent experience - 2+ years of direct account management experience in a molecular diagnostic setting with a history of proven past performance that has met and exceeded expectations. - Candidate must have 3+ years of experience working with hospital systems, psychiatrists, large health systems, and large behavioral health clinics. - Demonstrated measurable revenue generation at either a diagnostic, pharmaceutical or relevant biotechnology company. We are an equal opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.