• Independently manage full sales cycles with small and mid-size companies, both creating leads from outbound efforts and converting inbound inquiries including negotiations, initial close, upsell and renewal. • Team selling model requiring internal collaboration with sales development, field engineering, partner ecosystem, product marketing, customer success and leadership cohorts to delight our customers. • Commission-based role requiring consistent quota attainment. • Sales professional that finds & guides prospects through the Vectara buyer’s journey aligning relevant use cases and authoring tailored value propositions. • Convincingly articulate the Vectara business value proposition to technical & business decision makers. • Effectively manage a large pipeline of leads and opportunities in our CRM tool, maintaining accurate and relevant data on prospects and interactions. • Travel as required to meet with clients and attend industry / field marketing events.

Role Description We are seeking a California-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. - 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. Qualifications - 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. Requirements - 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. Benefits - $320,000 OTE (50/50 split) + uncapped commission + equity

• Primary focus is to make outbound cold calls to prospective customers for interest in products provided by Republic Services that generate quality leads and close sales. • Work with Account Executive (AE) team to facilitate and resource targeted lead lists. • Facilitate AE team huddles by BU in conjunction with the Sales Manager to focus on lead feedback and results. • Utilizes the Company’s Salesforce CRM tool to accurately track leads, opportunities, customer records, reporting and all other information to properly use the system as trained. • On a daily basis, tracks prospects, identifies decision makers, timelines, and enters data accurately and consistently into Salesforce as trained or required. • Utilize Salesforce phone software to log customer calls both inbound and outbound for accurate call activity. • Manage sales leads and opportunities in Salesforce to accurately reflect opportunity stage forecasting. • Strong time management skills, providing schedules and calendars to AE team for lead calling and coordinating with AEs. • Collaborate and share with AAE Team for best practices for overall team success. • Attends sales meetings and/or training and maintains open communication with sales team members to maintain current understanding of all company products and services. • Participates in learning and training opportunities when appropriate to continuously build sales knowledge, skills and abilities. • Participate in team-focused calling initiatives based on the needs of the area. • Performs other job-related duties as assigned or apparent.

Account Executive, Enterprise (New Business Sales) - WEST Region About Us: Sitecore’s mission is to provide cutting-edge DXP solutions that enable the world’s greatest brands to craft truly unforgettable experiences for their customers. A highly decorated industry leader, Sitecore brings content, commerce, and data into one connected platform that delivers millions of digital experiences every day. Thousands of blue-chip companies, including American Express, Porsche, Starbucks, L’Oréal, and Volvo Cars, rely on Sitecore to provide more engaging, more personalized experiences for their customers. Under the leadership of our new product-centric CEO, we are poised to continue to push the boundaries of marketing technology and shape the future of customer engagement. Learn more at Sitecore.com. About the Role: Are you a strategic seller with a passion for closing high-value software deals? The Account Executive operates at the frontline of Sitecore’s growth, you’ll be counted on not only to drive significant revenue within your territory, but to also leverage new and existing networks to spread the word of our solutions to prospective Enterprise customers. You will bring real value to the sales process through your advanced understanding of customers’ key business needs and challenges and will sell directly to executive-level decision-makers. Sitecore is in the unique position of being both well-established and best-of-breed in our industry, while still being dynamic enough for Account Executives to have a major impact on the continuous growth of our company. This position calls for a driven individual who thrives on winning new business, completing complex end-to-end sales cycles, and consistently striving to overachieve. What You’ll Do: - Sell Sitecore DXP solutions within the West territory with focus only on net new logos. - Manage sales through prospecting, lead qualification, forecasting, resource allocation, account strategy, and planning - Lead effective sales engagements with enterprise new business clients, fostering collaboration and customer experience - Manage complex enterprise sales cycles and comfortably position the Sitecore suite to C-level executives with a consultative approach - Leverage the Sitecore partner network during the sales process and beyond - Build and grow a strong sales pipeline of enterprise opportunities across the assigned region with support from our exceptional SDR and Presales teams along with your own prospecting initiatives - Demonstrate Sitecore’s offerings, value proposition, and market trends What You Need to Succeed: - Significant enterprise software sales experience with a focus on net-new business and high-value negotiations - Demonstrable record of successfully meeting and exceeding quota targets - Experience selling and demonstrating complex SaaS solutions, managing the entire sales cycle at pace - Solid understanding of your territory and the ability to manage and prioritize opportunities, implement growth plans, and build strategic relationships to meet deadlines - Must be a succinct communicator, capable of nurturing internal and external relationships, and seeking and providing feedback and solutions across the business - Strong history as an engaging presenter, able to demonstrate Sitecore’s offerings and values to internal and external audiences - Consultative approach and a problem-solving mindset - Excellent execution and process skills, capable of navigating systems and processes - You are known for your tremendous work ethic, grit, integrity, passion and dedication Additional Skills That Could Set You Apart: - Experienced selling using sales methodology (MEDDIC preferred) - Demonstrable experience of selling SaaS MarTech Solutions - Trained in Command of the Message What We Offer You: - Excellent commission plans with significant rewards for over-achievement - Structured career path - A yearly President’s Club for our sales superstars, taking you to some of the best destinations around the world - A LinkedIn Learning subscription for your continuous development, and a range of exciting and educational company events, volunteering days and workshops - Competitive total compensation and a generous benefits package including health insurance with gym access, dental insurance, and parental leave Additional Information As a step in our recruitment process, all final candidates will undergo a personal profiling assessment to help us understand potential future employees. Please note that this is not a decision-making tool, and is used only to supplement our recruitment process. After an offer is made and accepted, E-verify will be utilized to establish your identity and employment eligibility as required by the U.S. Department of Homeland Security. Sitecore is proud to be an equal opportunity workplace. We are committed to equal employment opportunity without unlawful regard to race, color, ancestry, religion, gender, national origin, sexual orientation, age, citizenship, marital status, disability, veteran status, or any other local legally protected characteristic. Typical pay range is $195,000-$300,000 OTE (on target earning) #LI-Remote