• Be a networker, seller and closer • Build relationships with AI/ML stakeholders and be an active member of the community • Conduct discovery with prospects and share the Arize vision • Run a sophisticated prospecting strategy to "get the word out" and find deals • Create sales plays, write talk tracks and strategically identify new business opportunities • Deeply research accounts, stakeholders and competitors • Manage proof of concepts, drive adoption and grow accounts • Manage and navigate internal / external stakeholders to ensure success • Understand use cases, scope licensing and find more workloads • BANT or MEDDIC methodology preferred

• Coordinate new sales opportunities with new and existing customers to increase overall sales and market share within the Material Handling and Logistics segment • Communicate and network with Area Sales Managers, distributors, and customers, which includes end users, integrators, specialty machine builders, and Original Equipment Manufacturers (OEMs) • Manage key and target accounts to provide long term growth and deepen Banner’s product segment penetration • Evaluate and identify account opportunities to position and present Banner’s products and solutions in coordination with Regional Sales Teams • Identify target accounts and create tactical/strategic relationships through communication activities, sound understanding of the target account products and solutions, identification of possible opportunities, and careful analysis of the market and the potential needs of the account based on industry trends • Track and stay current on industry and market trends, and build relationships within industry-specific trade organizations • Develop, document, and clearly define business opportunities, create and execute sales and marketing strategies, and solicit request for proposals (RFPs) • Negotiate contracts, proposals, and quotes in concert with respective Product Managers; secure contracts with new customers and closes business deals • Provide consultations and business expertise to target and key accounts to create innovative solutions • Coordinate with respective product segment manager to define and develop customer specific solutions • Assist in the development of product definitions for industry-specific technology requirements; identify gaps within our existing segment products and possible new products/requirements for the segment product portfolio • Represent Banner at organizations, trade shows, and/or conferences to remain current in the industry, provide technical expertise, and increase brand awareness • Offer technical expertise and market trends to Banner’s global sales channels

Company Overview ULTRA, a global technology company, is transforming global trade compliance by automating the entire customs clearance process. In an era of increasing complexity in global trade and supply chains, our platform provides dynamic, scalable, and cost-efficient solutions that enable seamless collaboration between economic operators, logistics providers, and government regulators. Publican World, Ultra’s AI-powered compliance platform, was designed specifically for customs brokers, freight forwarders and 3PLs - automating classification, validation, and shipment workflows. Role Overview Ultra is now expanding in Latin America and is seeking a motivated Account Executive to help scale the region. You will work with customs brokers, freight forwarders, and logistics companies across Latin America, managing opportunities from discovery through demo and closing, while helping convert trial users into paying customers. This role offers a clear opportunity to grow toward a Senior Account Executive position Key Responsibilities - Identify and engage customs brokers, freight forwarders, and logistics firms across Latin America. - Conduct discovery calls to understand customer needs and qualify opportunities - Deliver product demonstrations in Spanish and English, showcasing the platform’s value for trade compliance workflows. - Manage opportunities through the sales pipeline using HubSpot and maintain accurate CRM data. - Guide prospects through product trials and help convert trial users into paying customers. - Collaborate with Customer Success during onboarding and early customer engagement. - Share customer feedback and market insights with Product and Marketing teams. Requirements Requirements - 1–3 years of experience in B2B SaaS sales, Sales Development, or similar customer-facing roles. - Strong communication and consultative selling skills with the ability to engage and build relationships with prospects. - Native or fluent Spanish and ability to conduct demos and sales conversations in Spanish. - Fluent English with the ability to conduct product demos and business conversations. - Highly self-motivated and comfortable working in a remote environment. - Ability to quickly learn and articulate technical products. - Willingness to travel occasionally. Preferred Qualifications - Familiarity with customs brokerage, freight forwarding, logistics, or supply chain operations. - Experience using CRM platforms such as HubSpot.

For over 20 years, Smartsheet has helped people and teams achieve–well, anything. From seamless work management to smart, scalable solutions, we’ve always worked with flow. We’re building tools that empower teams to automate the manual, uncover insights, and scale smarter. But more than that, we’re creating space– space to think big, take action, and unlock the kind of work that truly matters. Because when challenge meets purpose, and passion turns into progress, that’s magic at work, and it’s what we show up for everyday. Smartsheet is seeking an experienced sales professional to join our team as a Enterprise Account Executive. You will have a history of performance in quota attainment and developing customer accounts developing customer accounts within the Higher Education or State and Local Government sector. This remote will cover the Central Region (Michigan, Wisconsin, Indiana and Western Canada) and report to a Regional Director, Enterprise EDU. This role is hiring for individuals local to the Central Region. You will leverage your expertise in enterprise software sales and deep understanding of the higher education landscape to build strong relationships with key decision-makers, including CIOs, CTOs, provosts, and other senior administrators. This role requires a strategic approach to sales, a consultative selling style, and the ability to navigate complex procurement processes. You Will: - Navigate complex Higher Education and School District procurement processes and cycles - Identify and engage key stakeholders at colleges and universities, including executive leadership, IT, academic, and administrative teams - Expectations for customer travel will be based on opportunities with a key customer, preferred at least 1x per quarter - Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs) - Build and maintain strong relationships with CIOs, IT Directors, Procurement Officers, and other key stakeholders - Apply industry knowledge and research - Travel onsite to key customers for executive presentations, user group presentations, and industry specific events - Tailor sales presentations and proposals to address the specific needs and challenges of Higher Education Institutions or School Districts - Maintain expertise in enterprise technology solutions, including cloud computing, cybersecurity, networking, SaaS, and digital transformation - Execute a solution-based sales process encompassing multiple groups within accounts with 5k-20k+ employees - Develop and prospect new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and agencies - Leverage existing relationships to expand Smartsheet’s footprint into other departments within the departments and drive revenue or growth during renewals - Articulate and demonstrate Smartsheet's unique organizational solutions and functional value - Build executive awareness, sales pipeline and bookings growth within your territory - Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams to manage full sales cycle and close business - Develop tailored proposals based on customers desired outcomes - Use sales enablement tools to identify business need and personalize approach as to how Smartsheet can add value to the customer’s business - Track and utilize key metrics in order to effectively forecast sales pipeline and sales activity using our CRM platform - Work with multiple functional departments and roles to manage customer life cycle from pre-sale to renewal You Have: - 7+ years of years of full cycle sales experience (prospecting to close) in a technology oriented field. SaaS is highly preferred but not required. - Located in the Illinois or Wisconsin territory region - Proven track record of success selling into state and local governments, K-12, or higher education institutions. - Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR, etc.). - Experience maintaining customer relationships and maintaining relationships in a B2B environment - Ability to travel as needed within the assigned region - Experience prospecting and managing a designated territory to maximize revenue growth - The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization - A data-driven sales approach that informs your process and guidance to customers - The ability to work effectively under pressure; with a strong work ethic while being self-directed and resourceful - Strong relationship management skills and the ability to manage strategic interactions with senior level management - Familiarity of CRM software packages and proficiency with Google Suite - Excellent written and verbal communication skills Current US Perks & Benefits: - Medical/vision and dental coverage options for full-time employees - 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay) - Monthly stipend to support your work and productivity - Flexible Time Away Program, plus Sick Time Off - US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans - US employees receive 12 paid holidays per year - Up to 24 weeks of Parental Leave - Personal paid Volunteer Day to support our community - Opportunities for professional growth and development including access to Udemy online courses - Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account - Teleworking options from any registered location in the U.S. (role specific) Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. US Base Salary Pay Range $90,000—$185,000 USD Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information. If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know. #LI-Remote