• Consult with customers and understand their needs. • Collaborate with sales, Digital Networking team to drive adoption of digital portfolio with surgeons. • Drive adoption and utilization of digital solutions through targeting, customer support, and continuous consultation and thorough training on functionality and benefit. • Drive continuous expansion and development of the digital user base by working with key surgeon thought leaders and other key customers to develop a qualified lead funnel. • Partner with Key Account, Clinical and Capital teams to identify digital solution leads and develop targeted customer strategy. • Engage with prospective customers via video meeting, email, and in person where applicable to understand their needs and communicate the value of our digital solutions. • Effectively collaborate with cross-functional teams in the corporate office to understand assigned business and needs. • Partner with Sales and Marketing to ensure success of regional and virtual market development events, trade shows, and other industry activities. • Develop KOL’s for digital portfolio. • Achieve quarterly and yearly sales and adoption goals. • Use Salesforce.com to organize activities, manage pipeline and report territory progress. • Responsibly manage administrative tasks; reporting, outcomes of support activities, submission of expense reports, etc. • Support product demonstrations & attend cases as needed to drive adoption and train surgeons for utilization. • Ability to manage large pipeline, territory of surgeon targets. • Become subject matter expert with the ability to adapt to new features/innovation. • Help drive processes/approaches to improve internal team operations. • Gather and funnel customer feedback to engineering to drive product improvement.

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.