Apono At Apono we empower organizations to run in the cloud by aligning operations and security around access management. Our platform provides companies with Just-In-Time and Just Enough access across their hybrid environments reducing the access risk while improving productivity. Apono has offices in New York and Tel Aviv and supports dozens of customers across the US and the world including large Fortune 500 companies, and was honored in Gartner's Magic Quadrant for Privileged Access Management. What are we looking for? We are seeking an Washington State based Account Executive (AE) to drive net new growth during a pivotal phase of scale. As an AE, you will own the full sales cycle - from outbound prospecting to deal close - while playing a critical role in expanding Apono’s footprint across the cloud security landscape. This is a rare opportunity to join a category-defining company early, sell a truly differentiated product, and make a direct impact on revenue. Responsibilities: - Own the full sales cycle: prospecting, discovery, demo, negotiation, and close. - Own customer relationships from initial contract through value realization and expansion. - Drive new logo acquisition across mid-market and enterprise accounts. - Work closely with SDRs to generate qualified pipeline. - Tailor Apono’s value proposition to technical and security-focused buyers (CISOs, DevOps, Cloud Architects.) - Maintain a healthy pipeline and accurate forecasting in HubSpot. - Collaborate with marketing and product to improve messaging, collateral, and feedback loops. - Serve as the voice of the customer to inform roadmap and go-to-market strategy. Requirements: - 5–7 years of full-cycle SaaS B2B sales experience, ideally in cybersecurity or infrastructure. - Proven track record of exceeding quota in a closing role. - Experience selling to technical stakeholders in security, devops, or infrastructure. - Strong discovery, objection handling, and value-based selling skills. - Process-driven approach to pipeline management and forecasting. - Coachable, collaborative, and motivated by early-stage challenges. - Excellent written and verbal communication skills. Nice to have: - Experience in early-stage startups or building a territory from scratch. - Background in cybersecurity, access management, or developer tools. - Familiarity with MEDDICC or other enterprise sales methodologies. Compensation: $320,000 OTE (50/50 split) + uncapped commission + equity

Apono At Apono we empower organizations to run in the cloud by aligning operations and security around access management. Our platform provides companies with Just-In-Time and Just Enough access across their hybrid environments reducing the access risk while improving productivity. Apono has offices in New York and Tel Aviv and supports dozens of customers across the US and the world including large Fortune 500 companies, and was honored in Gartner's Magic Quadrant for Privileged Access Management. What are we looking for? We are seeking an Washington State based Account Executive (AE) to drive net new growth during a pivotal phase of scale. As an AE, you will own the full sales cycle - from outbound prospecting to deal close - while playing a critical role in expanding Apono’s footprint across the cloud security landscape. This is a rare opportunity to join a category-defining company early, sell a truly differentiated product, and make a direct impact on revenue. Responsibilities: - Own the full sales cycle: prospecting, discovery, demo, negotiation, and close. - Own customer relationships from initial contract through value realization and expansion. - Drive new logo acquisition across mid-market and enterprise accounts. - Work closely with SDRs to generate qualified pipeline. - Tailor Apono’s value proposition to technical and security-focused buyers (CISOs, DevOps, Cloud Architects.) - Maintain a healthy pipeline and accurate forecasting in HubSpot. - Collaborate with marketing and product to improve messaging, collateral, and feedback loops. - Serve as the voice of the customer to inform roadmap and go-to-market strategy. Requirements: - 5–7 years of full-cycle SaaS B2B sales experience, ideally in cybersecurity or infrastructure. - Proven track record of exceeding quota in a closing role. - Experience selling to technical stakeholders in security, devops, or infrastructure. - Strong discovery, objection handling, and value-based selling skills. - Process-driven approach to pipeline management and forecasting. - Coachable, collaborative, and motivated by early-stage challenges. - Excellent written and verbal communication skills. Nice to have: - Experience in early-stage startups or building a territory from scratch. - Background in cybersecurity, access management, or developer tools. - Familiarity with MEDDICC or other enterprise sales methodologies. Compensation: $320,000 OTE (50/50 split) + uncapped commission + equity

• The Marketing & Sales Rep serves as the point of contact for multiple customers, including AOG (Aircraft on Ground) coverage for global customers. • Attain or exceed pre-determined monthly/quarterly/annual revenue by maintaining highest quality and service standards. • Develop new business through existing or potential customers as prescribed by Boeing Distribution. • Maintain a professional yet personalized relationship with assigned customers. • Grow existing customers by ensuring excellence in service and on-time responses. • Influences price, freight, terms, etc. in accordance with guidelines prescribed by Boeing Distribution. • Supports Boeing Distribution by driving revenue through both inbound and outbound calls by utilizing persuasive conversation techniques.

About Relay Payments Relay Payments is a modern, digital payment network for the trucking and logistics industries. Trusted by more than 500,000 drivers, 100,000 carriers, and 3,000 truck stops nationwide, Relay has brought efficiency and automation to an industry historically reliant on cash, checks, and cards. Relay has joined forces with industry leaders like Pilot, Love’s, Maverik, Schneider, Old Dominion, Lineage Logistics, and others to provide secure, reliable over-the-road transactions. Founded in 2019, our Atlanta-based fintech includes more than 150 team members and has won awards for product innovation, customer service, and organizational culture. For more information about Relay, visit relaypayments.com. About The Role This is a full-cycle Strategic Account Executive position that will play an integral role in generating revenue across the Relay Payments suite of products. You’ll be selling Relay’s platform to medium and large sized trucking fleets to help them save time and entirely eliminate fraud. We’re growing this team to support a key strategic segment within this industry and help the 15,000+ carrier fleets within the US who are looking to eliminate fraud in their business. Successful candidates will demonstrate the following skills: - Own your pipeline. Effectively outbound prospect within your territory to gain new customer business. - Manage the entire sales process from prospecting and qualifying opportunities to running the sales playbook and closing revenue. - Convey our product value in concise and streamlined conversations to deliver business results quickly. - Collaborate with customer implementation teams to ensure new customers are onboarded properly. About You - Located within one of our key territories with the ability to travel up to 30% of the time - Ability to value sell against the competition - Excellent communicator who can answer questions succinctly and informatively and always prioritize the customer experience - Self-starter who has a desire to learn, grow, and excel in their role - At least six years of professional sales experience with consistent performance meeting or exceeding activity goals and quotas in a B2B sales environment - Understanding of trucking and logistics industries; experience selling to OTR fleets preferred Our Core Values - Invent the Future - We embrace the spirit of invention, the idea that there’s always a better way. Together we dream big, fail fast, drive forward, and find creative solutions where others see roadblocks. We prize grit, resilience and speed as we work to transform our industry and to move it into the future. - Own the Work - Our work is a source of personal pride and fulfillment. We’re here because we relish a challenge and enjoy the exercise of proactively identifying and solving problems. We understand the power of accountability and are in constant pursuit of “more and better” for our customers, our partners and ourselves. - We’re in it Together - We’re all in, committed to, and driven by our shared ambition and vision; we understand that alignment and collaboration are imperative. We set aside our ego to actively sync with one another, becoming greater than the sum of our parts. We are consistently open and generous with information, clear, concise and direct in our communication. Why Relay Payments - This is a game-changing chance to join one of Atlanta’s best-funded, most well-positioned fintech start-ups. - We are generously sharing equity in the company - everyone’s an owner! - We invest in your future with our 401K match program and dedicated person/professional development funds. - Do what’s best for your mental, physical and emotional health with our “Be Reasonable” PTO policy. - We offer competitive benefits including medical, dental and vision insurance. - And lots, lots more! Relay Payments is an equal opportunity employer. At Relay Payments, we make all employment decisions, which include hiring, promoting, transferring, demoting, evaluating, compensating and separating, without regard to sex, sexual orientation, gender identity, race, color, religion, age, national origin, pregnancy, citizenship, disability, service in the uniform services, or any other classification protected by federal, state or local law.