• Hunt and close net-new Enterprise logos in Financial Services and fintech, owning the full sales cycle from prospecting through to close • Build and execute focused territory and account plans for priority banks, credit unions, and wealth firms, with a disciplined approach to pipeline creation and progression • Lead long, complex Enterprise sales cycles, navigating RFP/RFI processes, InfoSec, Risk, Legal, and Procurement to keep high-value deals moving • Run high-impact discovery, demos, and value/ROI conversations with senior stakeholders across Digital, Operations, Marketing, Contact Center, and IT • Collaborate closely with BDRs, Marketing, and Solutions Engineers to design campaigns, accelerate deals, and win competitive evaluations

Role Description At Tanium, an Executive Client Advisor (ECA) is a Tanium executive leader. The ECA is a passionate professional with intimate knowledge and first-hand experience within the Department of Defense and Federal Civilian organizations. With this unique set of skills and experience, the ECA’s credibility is pre-established with the customer in many instances. Overall, the ECA provides critical insight and understanding to the sales professionals to best position Tanium against capability gaps, with the best chance of success based on budgeting, resources, policy, authorities, and senior leader personalities. - Conducts top-down engagement with senior leaders to build Tanium brand awareness, create Tanium champions, and share success stories at the executive level (O-6, Flag and General Officers, Senior Executive Service, and Senior Professional cadre). - Coordinates closely with the operators to fully understand the customers’ capability gaps to provide solutions and recommendations. - Assist sales team in navigating policy, organizational dynamics, and requirements, budgeting/resourcing, and acquisition processes. - Work within DoD organizational structures and authorities to enable customer leaders, organizations and personnel to meet and exceed assigned missions. - Synchronize Tanium activities across the capability development and planning, programming, budgeting and execution processes to best position Tanium for success. Qualifications - 20+ years of experience in the Government technology industry – specifically U.S. Marine Corps, U.S. Navy, and Intelligence Community. - Active TS/SCI Federal clearance is required. - Experience calling on and presenting to C-Suite and Government official level contacts. - Existing relationships with senior leaders in DoD and/or Federal Government. - Expertise in working with Government organizations and other strategic centers. - Experience in one or more of the following technical domains: Endpoint Security, Endpoint Support/Troubleshooting, Incident Response, and/or Systems Management. - Critical thinking and problem solving; can break problems down into manageable, ordered piece parts and masterfully convey the problem statement and plan to others. - Tanium knowledge is preferred. Requirements - Demonstrates initiative and motivation. - Excellent oral and written communication skills. - Team player. - Person of high ethics and integrity. - Ability to work in a fast-paced, changing environment. - Travel Requirements: 25-50%, depending upon customer base, location and demands. Benefits - The annual base salary range for this full-time position is $95,000 to $290,000. - In addition to an annual base salary, team members will receive equity awards and a generous benefits package consisting of: - Medical, dental and vision plan. - Family planning benefits. - Health savings account. - Flexible spending account. - Transportation savings account. - 401(k) retirement savings plan with company match. - Life, accident and disability coverage. - Business travel accident insurance. - Employee assistance programs. - Disability insurance. - Other well-being benefits.

As a Director of Partnership Executives, you will lead Riverside Insights' K-12 new business partnerships team, driving growth through strategic sales leadership, pipeline rigor, and the development of a high-performing team of Regional Partnership Executives. This role is centered on building and guiding a team that translates market opportunity into predictable revenue, advances persona-based selling, and forges partnerships that expand access to research-backed assessments for schools and districts. You will establish operating discipline, ensure forecast accuracy, and cultivate a collaborative, high-accountability culture that supports Riverside's mission and long-term growth. What You’ll Do  - Lead, develop, and retain a high-performing team, setting clear expectations and modeling Riverside’s values. - Own and deliver new business revenue outcomes, including achieving or exceeding annual quota.  - Lead and operationalize a persona-based selling model with clear account ownership, success metrics, and role expectations.  - Establish and maintain consistent operating rhythms, including pipeline reviews, forecast calls, and quarterly business reviews.  - Reinforce pipeline hygiene standards, stage exit criteria, and CRM data accuracy to support reliable forecasting.  - Use forecast and pipeline insights to proactively manage risk, capacity, and prioritization.  - Recruit, onboard, coach, and develop Regional Partnership Executives to execute collaborative, value-based selling.  - Drive performance management, feedback, and coaching practices that improve quota attainment and team engagement.  - Partner cross-functionally with Marketing, Customer Success, and other GTM teams to support coordinated selling motions.  - Build a culture of accountability, collaboration, and continuous improvement during periods of change.  Disclaimer  The above statements describe the general nature and level of the work performed by people assigned to this work. This list does not cover all possible duties, tasks, or responsibilities. Riverside Insights may amend or change responsibilities to meet the needs of the business and organization as necessary.

• Manage inbound and self-sourced opportunities through a structured pipeline. Maintain accurate CRM records and ensure opportunities move efficiently through each stage of the sales process. • Lead discovery calls to understand prospect workflows, challenges, and goals. Identify how Hudu fits into their documentation and operational processes. • Deliver tailored product demonstrations that clearly communicate the value of Hudu to MSPs and IT teams. • Prepare proposals, handle common objections, and guide prospects through the decision-making process to close new business. • Actively explore and leverage AI tools to improve prospecting, research, follow-up communication, and sales productivity. Stay informed on emerging AI trends that can enhance the sales process. • Work closely with marketing, product, and customer success to ensure prospects receive accurate information and a smooth transition from sales to onboarding. • Develop a strong understanding of the MSP and IT documentation landscape, including competitive tools and industry trends.