**About the Role** We are looking for a strategic and empathetic Inside Sales Representative to join our growing team. Reporting into the Sales Development organization, you will be responsible for managing the full sales cycle for inbound prospects, from the initial discovery call to the final contract signature. Your primary focus is to act as a trusted advisor to European businesses, helping them navigate the complexities of global hiring, compliance and payroll while securing long-term partnerships. You will play a vital role in our revenue growth by converting high intent interest into successful client launches through clear communication and value driven negotiation. **Responsibilities:** - Manage full sales cycle for inbound leads, ensuring a professional and supportive experience from first contact to close. - Maintain a high-volume activity level, including a daily cadence of X+ touchpoints across phone, email, and LinkedIn to ensure no prospect journey stalls. - Conduct deep dive discovery sessions using open ended questions to fully understand a prospect's global expansion goals, compliance and payroll needs. - Lead high impact product demonstrations that clearly articulate how RemotePass solves the specific pain points identified during discovery. - Navigate objections with patience and empathy, focusing on education and problem solving to move deals forward. - Develop and present tailored proposals and business cases that highlight the ROI and strategic value of our platform. - Support prospects through the final stages of the decision making process, including contract negotiations and internal stakeholder alignment. - Balance important closing calls with dedicated blocks for outbound follow ups, ensuring a healthy and predictable sales pipeline. - Maintain a consistent daily cadence of follow ups and strategic touchpoints to ensure a healthy and predictable sales pipeline. - Coordinate closely with internal teams to ensure a seamless handoff and share insights on lead quality. - Maintain meticulous records of the sales journey in our CRM system to provide accurate forecasting and data-driven insights. - Stay informed about the evolving global hiring landscape and competitor dynamics to remain a top-tier consultant for our clients. - Work toward clearly defined monthly and quarterly revenue targets, with a focus on high-quality execution and sustainable growth.

• Build and manage relationships with K-12 school districts and education leaders • Drive new business development and expand existing accounts • Navigate complex, long-cycle sales processes and close multi-year agreements • Lead presentations, demos, and strategic conversations with decision-makers • Develop and execute territory and account growth plans • Partner with internal teams to ensure successful onboarding and implementation • Maintain accurate pipeline tracking and activity in CRM • Represent the organization at conferences, events, and regional engagements • Consistently meet or exceed revenue and growth targets

HMH is a learning technology company committed to delivering connected solutions that engage learners, empower educators and improve student outcomes. As a leading provider of K–12 core curriculum, supplemental and intervention solutions, and professional learning services, HMH partners with educators and school districts to uncover solutions that unlock students’ potential and extend teachers’ capabilities. HMH serves more than 50 million students and 4 million educators in 150 countries. For more information, visit www.hmhco.com Location: Remote(Prefernce to candidates based out of Virginia/Tennessee/Kentucky) Travel: 30%-40% What you’ll do: The Account Executive (inside sales/small accounts) will collaborate with account administrators and teachers to provide innovative solutions that drive student success. This role is focused on identifying and developing new business opportunities within the assigned territory. Job Responsibilities: • Act as a trusted advisor, leveraging internal resources for complex deal closure.• Maintain precise SFDC data for territory management and accurate forecasting. • Develop account plans using research and relationship-building for tailored solutions. • Manage intricate deals, aligning decision-makers, products, and funding sources. • Foster and maintain strong, long-term customer relationships to enhance satisfaction and retention. • Continuously monitor industry trends, competitors, and market conditions for informed decision-making. • Track and analyze sales performance using key performance indicators (KPIs). • Collaborate effectively with internal teams to ensure seamless customer experiences. • Stay up-to-date on product knowledge to effectively communicate value propositions. • Participate in ongoing sales training and development programs. • Provide accurate sales forecasts and regular reports to management on territory performance. • Gather and integrate customer feedback to inform product development and improvements. • Consistently meet or exceed sales targets and revenue goals to contribute to organizational growth and profitability. What you’ll need: • Bachelor’s Degree or equivalent work experience. • Edtech sales experience required. • K12 teaching experience preferred. • Experience in Consultive Selling & Process. • Complex Deal Management skills. • Strong system skills for online consultations and presenting solutions Benefits and Salary Range Salary Range: $48K -$55K + sales incentive Our culture & benefits: https://careers.hmhco.com/culture_benefits #LI-VS1 HMH is fully committed to Equal Employment Opportunity and to attracting, retaining, developing and promoting the most qualified employees without regard to race, gender, color, religion, sexual orientation, family status, marital status, pregnancy, gender identity, ethnic/national origin, ancestry, age, disability, military status, genetic predisposition, citizenship status, status as a disabled veteran, recently separated veteran, Armed Forces service medal veteran, other covered veteran, or any other characteristic protected by federal, state or local law. We are dedicated to providing a work environment free from discrimination and harassment, and where employees are treated with respect and dignity. We actively participate in E-Verify.

Requisition Number: 104469 As a Field Sales AE I, you’ll be responsible for building influential relationships with client IT leadership and business leadership to sell Insight’s full portfolio of products and services solutions within your assigned book of business. Your primary role is to qualify and close business while acting as a trusted advisor and expert across Insight’s offerings. Your focus is to achieve sales and profit goals through account planning, vendor partner teaming (internal & external), on-site client visits, engagement/solution development and implementation support/follow-up. Location: Dallas Texas (Remote) Insight at a Glance 14,000+ engaged teammates globally#20 on Fortune’s World's Best Workplaces™ list $9.2 billion in revenue Received 35+ industry and partner awards in the past year $1.4M+ total charitable contributions in 2023 by Insight globally Now is the time to bring your expertise to Insight. We are not just a tech company; we are a people-first company. We believe that by unlocking the power of people and technology, we can accelerate transformation and achieve extraordinary results. As a Fortune 500 Solutions Integrator with deep expertise in cloud, data, AI, cybersecurity, and intelligent edge, we guide organisations through complex digital decisions. About the role - As a Field Sales AE I, you will be responsible for building influential relationships with client IT leadership and business leadership to sell Insight’s full portfolio of products and services solutions within your assigned book of business. We will count on you to qualify and close business while acting as a trusted advisor and expert across Insight’s offerings, achieving sales and profit goals through account planning, vendor partner teaming (internal & external), on-site client visits, engagement/solution development and implementation support/follow-up. Along the way, you will get to: - Meet with Clients in assigned book of business to build influential relationships, ask probing questions and listen carefully to understand and capture each Client’s specific near-term and long-term needs, capitalizing on recurring revenue possibilities. - Develop and deploy a strategy within your account set that positions Insight to capture a significant percentage of the IT spend and increases revenue by expanding the Client’s existing purchasing spend into new product and services categories. - Team with other Client Executives, SEs and SMEs across Insight’s solutions capabilities, as needed, in order to identify and develop complete and, often times, complex solutions. - Complete accurate forecasting and business development reporting, as well as detailed sales pipeline management (dates, revenue, GP, description/LOB context, probability status, etc.). - Be AmbITious: This opportunity is not just about what you do today but also about where you can go tomorrow. When you bring your hunger, heart, and harmony to Insight, your potential will be met with continuous opportunities to upskill, earn promotions, and elevate your career. What we’re looking for - Bachelor’s Degree in Business Administration or Computer Science, MBA or master’s degree preferred. - Entry level: 0 – 2 years of technical sales experience with a documented successful track record in selling high end technical solutions across multiple platforms. - Professional training and certifications in sales and partner management, complex sales training (e.g., Miller Heiman, Spin, Michael Bosworth, Holden, etc.), sales methodologies (equivalent to MSP), excellent communication (presentation skills), effective marketing tactics, negotiation, and financial analysis needed. - Expert knowledge in channel management and solution sales. Moreover, you’ll need experience in acquiring net new business and expanding existing account relationship. What you can expect We’re legendary for taking care of you, your family and to help you engage with your local community. We want you to enjoy a full, meaningful life and own your career at Insight. Some of our benefits include: - Freedom to work from another location—even an international destination—for up to 30 consecutive calendar days per year. Access to 11 thriving and diverse Teammate Resource Groups But what really sets us apart are our core values of Hunger, Heart, and Harmony, which guide everything we do, from building relationships with teammates, partners, and clients to making a positive impact in our communities. Join us today, your ambITious journey starts here. Insight is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, sexual orientation or any other characteristic protected by law. Posting Notes: NA || Texas (US-TX) || United States (US) || Sales/Business Development || None || Remote ||