Overview CACTUS is a remote-first organization and we embrace an accelerate from anywhere culture. You may be required to travel to our Mumbai office based on business requirements or for company/team events. We are seeking a high-impact Sales Manager to drive commercial growth across the European academia segment for our AI products, solutions, and expert services portfolio. This role focuses on building strategic partnerships with universities, research institutions, and funding bodies, helping them leverage AI to enhance research outcomes, operational efficiency, and global competitiveness. You will play a key role in shaping the go-to-market strategy and expanding our presence within the European research ecosystem. Responsibilities Sales Strategy & Pipeline Development - Own and execute territory sales plans across Europe targeting universities, research institutes, and funding organizations - Build and maintain a high-quality pipeline through outbound prospecting, conferences, partnerships, and inbound channels - Develop account-based strategies by mapping stakeholders, research priorities, and funding cycles - Manage pipeline hygiene, forecasting, and reporting via CRM tools Customer Engagement & Deal Execution - Build trusted relationships with senior stakeholders such as Research Heads, CIOs, Faculty Leads, and Grants/Finance teams - Conduct consultative discovery to understand AI adoption needs, infrastructure gaps, and compliance requirements - Deliver tailored presentations, demos, and solution pitches aligned to institutional goals - Navigate complex procurement processes including RFPs, tenders, and consortium-based buying Academic & Domain Expertise - Develop a strong understanding of European research funding frameworks and academic buying behavior - Stay updated on regulations such as GDPR, open science mandates, and responsible AI practices - Position solutions within broader digital transformation and research innovation initiatives Expert Services & Account Growth - Drive sales of professional services including AI implementation, consulting, and training programs - Partner with internal teams to scope, price, and deliver customized solutions - Identify expansion opportunities within existing accounts to maximize long-term value Cross-functional Collaboration - Work closely with marketing on demand generation, academic campaigns, and thought leadership initiatives - Provide market insights to influence product roadmap and positioning - Collaborate with legal, finance, and compliance teams on contracts and institutional requirements Qualifications and Prerequisites - 4+ years of B2B sales experience with consistent quota achievement - Proven experience selling into European academia, research institutions, or public sector - Experience managing long, complex, multi-stakeholder sales cycles - Familiarity with AI/ML, data platforms, or advanced analytics solutions (ability to sell credibly) - Strong commercial acumen with ability to structure multi-year, consortium, or grant-linked deals - Excellent verbal and written communication skills in English; additional European language (German/French/Dutch, etc.) is a plus - Self-starter, comfortable working autonomously in a remote/global setup - Familiarity with open science, reproducibility, and AI ethics in research Application Process Before applying, please ensure you meet the role requirements listed above and have legal authorization to work in the country where this role is advertised. Our selection process typically involves an initial screening by a recruiter, a technical assessment, and two to three interview rounds. For this role, there will be a screening call followed by 2 rounds of interview and 1 HR interview. Equal Opportunity Our hiring practices reflect our commitment to providing equal opportunities and creating an environment where everyone can thrive, develop, and succeed. We celebrate the uniqueness of our team members and prohibit discrimination of any kind, based on race, color, religion, gender identity, sexual orientation, age, marital status, disability, or any other protected characteristic. Accelerating from Anywhere As a remote-first organization, these are essential attributes we look for in all our candidates. - Taking ownership of your work with minimal supervision, showing strong ability to organize, prioritize and deliver results independently. - Documenting work that brings everyone on the same page. - Maturity to choose between synchronous and asynchronous collaboration. - Effectively collaborating with colleagues across different time zones by setting dedicated hours for collaboration and keeping team members updated through your MS Teams status. About CACTUS Established in 2002, Cactus Communications (cactusglobal.com) is a leading technology company that specializes in expert services and AI-driven products which improve how research gets funded, published, communicated, and discovered. Its flagship brand Editage offers a comprehensive suite of researcher solutions, including expert services and cutting-edge AI products like Mind the Graph, Paperpal, and R Discovery. With offices in Princeton, London, Singapore, Beijing, Shanghai, Seoul, Tokyo, and Mumbai and a global workforce of over 3,000 experts, CACTUS is a pioneer in workplace best practices and has been consistently recognized as a great place to work.

Role Description We are currently seeking a Senior Sales Executive (Energy/Oil & Gas) to join our team in Calgary, Alberta (CA-AB), Canada. This is a remote position based in the greater Calgary area, with travel required for client meetings, events, conferences, etc. The ideal candidate will have significant experience in IT Solutions sales within the Manufacturing industry, with a proven track record of closing high-value deals. This role is an individual contributor position, focused on hunting and closing new business with top energy companies. Help Us Power the Future of Energy! - Hunter Role: Originate and close new business at the C-Level, VP, and Director level within the Energy, Oil & Gas industries. - Develop and execute a strategy for new logo acquisition within the territory. - Build and maintain relationships with prospective customers, leveraging NTT DATA resources such as Marketing, Consulting, and the CRO office. - Generate, contribute, track, and manage new sales and account plan information. - Promote solutions-selling with a focus on value-add techniques to identify business needs, develop customized solutions, and establish business partners at the customer's C-Suite Level. - Drive the entire sales cycle from initial engagement to closed sales, focusing on value-add solutions tailored to customer needs. - Prospect for potential customers using both direct (calling, face-to-face meetings) and indirect methods (networking). - Qualify prospects against NTT DATA criteria for ideal customers and sales. - Maintain a high level of relevant domain knowledge to engage meaningfully with prospects. - Make presentations to internal and customer senior leaders and decision-makers. - Collaborate with technical staff and product specialists to address customer requirements. - Report on sales activity regularly, ensuring accuracy in tracking and managing sales and account plan information. - Cultivate strong relationships with third-party and partner companies to deliver comprehensive solutions to customers. - Provide feedback to management on market trends, competitive threats, and opportunities for enhancing customer value through extended offerings. Qualifications - Minimum of 10 years of sales experience in Technology Solutions, Consulting Services, and/or Digital IT Solutions, with at least 70% experience in selling our portfolio of services. - Minimum of 5 years of current industry experience selling into Energy, Oil & Gas clients. - Proven record of closing multi-million dollar IT Services and Solutions deals, preferably in the $20-25M+ range. - Bachelor’s degree or equivalent experience (additional 4 years of work experience). - Ability to travel up to 40% of the time. Requirements - Demonstrated success in meeting or exceeding annual quotas of $16M+. - High energy level, sense of urgency, decisiveness, and the ability to work well under pressure. Benefits - Medical, dental, and vision insurance with an employer contribution. - Flexible spending or health savings account. - Life and AD&D insurance. - Short and long term disability coverage. - Paid time off. - Employee assistance program. - Participation in a 401k program with company match. - Additional voluntary or legally-required benefits.

• Lead, coach, and develop a team of sales representatives to consistently meet and exceed revenue targets • Design and execute scalable SaaS sales strategies across inbound and outbound channels • Monitor and optimize the sales pipeline, forecasting accuracy, and conversion metrics • Establish clear KPIs and performance standards, ensuring team accountability and growth • Collaborate cross-functionally with Marketing, Customer Success, and Product teams to improve the customer journey • Identify market opportunities and refine positioning to drive competitive advantage • Drive a high-performance culture through coaching, feedback, and ongoing professional development • Implement and optimize CRM and sales tools to enhance team productivity and reporting

Title: VP of Sales Location: Remote - San Francisco this will be a hybrid role. Job Description: What We Do We’re on a mission to empower animal healthcare professionals with opportunities to earn more and achieve greater flexibility in their careers and personal lives. Powered by groundbreaking technology, Roo has built the industry-leading veterinary staffing platform, connecting Veterinarians, Technicians, and Assistants with animal hospitals for relief work and hiring opportunities. Roo empowers the largest network of over 20,000 veterinary professionals to help more than 9,000 animal hospitals provide quality care to more pets. Together, we’ve provided more than 3 million hours of healthcare, helping Veterinarians earn more than $200 million. About the Role Roo Veterinary is building the modern labor marketplace and operating system for veterinary care. We help hospitals reliably staff shifts and access great veterinary professionals, so care happens when it’s needed, without burning out teams. We’re hiring a VP of Sales to lead our efforts at building a high-performing sales organization and enhancing the sales culture of the company. Reporting directly to the CEO and serving as a key member of the management team, you’ll be accountable for growth on both sides of the marketplace, activating new hospitals and new providers (veterinarians and technicians) and growing volume through deepening provider engagement with Account Management programs Key Responsibilities - Own the integrated revenue strategy tied to company goals and unit economics. - Design the coverage/territory/segment model across the revenue org (roles, handoffs, specialization, capacity). - Allocate headcount and budget by ROI and constraints, maintaining a healthy cost of sales as you grow. Rebalance quickly when necessary. - Build the operating cadence that makes forecast accuracy and quota attainment the default. - Scale repeatable GTM playbooks across segments while preserving segment nuance. - Build an enablement engine (messaging, objection handling, discovery, onboarding, ongoing coaching). - Implement QA loops (call scoring, pipeline hygiene, deal reviews) with a clear iteration rhythm. - Build a high-bar leadership bench and org design that scales (spans/layers/specialization). - Set hiring rubrics and enforce the bar; build a coaching culture and accountability. - Set performance standards and upgrade talent decisively—without destroying morale (consistent calibration, early underperformance plans, fast hard calls, keep top talent energized and growing). - Own org-level capacity planning that maximizes ROI; drive org-wide clarity on definitions and leading indicators. - Own the GTM systems architecture (CRM + tooling) with disciplined build-vs-buy judgment. - Drive thoughtful automation that removes toil, enforces standards, and comes with real adoption plans. - Align Product, Marketing, Finance, and Data around top revenue bets; secure resourcing for priorities and resolve tradeoffs quickly. Ensure opportunities are framed in a shared metrics backbone across functions—principled, not political. - Lead major org/process/comp transformations while maintaining performance—protect the quarter while upgrading the machine. What You Bring - Proven Sales Leadership: Marketplace sales experience (or B2B SMB & Mid-market - services with a quota-carrying motion. - Executive Presence + Clarity: crisp communicator with board-ready narrative discipline; high-integrity, no-spin, credible variance explanations. - Genius-Maker: known for developing strong team - hiring great talent, upgrading fairly and quickly, and building a coaching culture that lifts performance. - Rigor: track record of building accurate forecasting, measured motions, clean pipelines and a systematic approach. - Data + Unit Economics Orientation: comfortable tying decisions to metrics without losing the plot on growth. - Cross-functional Leadership: strong partner to Product/Marketing/Finance/Data; you can resolve tradeoffs, earn trust, and drive alignment around shared metrics. While we are a remote first company, if you are based in San Francisco this will be a hybrid role. Please see below for compensation ranges based on our geographical tiering system recommended by external benchmark data (with example cities listed). Note: We’ve recently been made aware of a job scam where scammers are posing as Roo employees and conducting fake text interviews. Please note that any communication from @lifeatroo.com is not legitimate. All official Roo communication will always come from @roo.vet. Exact compensation may vary based on skills, experience, and location. Tier 1 Pay Range (examples: San Francisco, NYC) $255,000—$330,000 USD Tier 2 Pay Range (examples: LA, Boston, Seattle, DC, San Diego, Chicago) $230,000—$295,000 USD Tier 3 Pay Range (examples: Austin, Dallas, Portland, Denver, Philadelphia, Baltimore, Sacramento) $215,000—$280,000 USD Tier 4 Pay Range (examples: Minneapolis, Miami, Atlanta, Phoenix, Orlando, Las Vegas, Salt Lake City) $205,000—$265,000 USD Core Values Our Core Values are what shape us as an organization and we're looking for people who exhibit the same values in their professional life; Bias to Urgency, Drive Measurable Impact, Seek Understanding, Solve Customer Problems and Have Fun! What to expect from working at Roo! For permanent, full time employees, we offer: - Accelerated growth & learning potential. - Stipends for home office setup, continuing education, and monthly wellness. - Comprehensive health benefits to fit your needs with base medical plan covered at 100% with optional premium buy up plans. - 401K - Unlimited Paid Time Off. - Paid Maternity/Paternity and reproductive care leave. - Gifts on your birthday & anniversary. - Opportunity for domestic travel, including for regional team building events. Overall, you would be part of a mission-driven company that will significantly empower the lives of all veterinary professionals and the health of the overall animal industry that seeks massive innovation. We have diverse, passionate & driven team members from a variety of backgrounds, and Roo is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. We are committed to creating an inclusive environment for all employees and candidates. We understand that your individual experience may not check every box but we still encourage you to apply even if you are not confident in every expectation listed.