• Drive revenue and market share within your defined territory. You will own a quota! • Develop trust and relationships with prospective clients and business leaders (community banks and credit unions) • Identify, qualify, and close new business • Create and articulate compelling value propositions around Arkatechture’s MSP offering, Arkalytics • Work with established partners to extend our reach into your defined territory • Manage and track customer and transactional information in a CRM system. • Track market competition and maintain industry thought leadership • Practice effective, excellent communication with management, customers and support staff • Practice effective time-management skills and leadership; you must be able to keep meetings, clients and other stakeholders on-task and productive • Travel to customer locations and events in support of sales efforts (up to 20 - 30%).

What we do: Halcyon is the industry’s first dedicated, adaptive security platform that combines multiple proprietary advanced prevention engines along with AI models focused specifically on stopping ransomware. Who we are: Halcyon was formed in 2021 by a team of cyber industry veterans after battling the scourge of ransomware (and advanced threats) for years at some of the largest global security vendors. Comprised of leaders from Cylance (now Blackberry), Accuvant (now Optiv), Fireye and ISS X-Force (now IBM), Halcyon is focused on building products and solutions for mid-market and enterprise customers. As a remote-native, completely distributed global team, we recognize great talent can exist anywhere. We invite you to apply to a job you’re interested in and we'll work a plan to meet your needs. The Role: We are seeking an exceptional and results-driven Enterprise Account Executive - Mid-Atlantic, to join our team and make an immediate impact. Our ideal candidate excels at early-stage companies and has influential relationships within the industry, leveraging their in-depth knowledge of the cybersecurity landscape and customer needs to drive outstanding results. Responsibilities: - Leverage existing industry relationships within key verticals to generate rapid pipeline and convert prospective clients with minimal ramp time. - Be accountable to a defined set of pipeline metrics. - Identify and engage potential clients, understanding their needs and presenting tailored solutions with an emphasis on outcomes. - Articulate the value proposition of Halcyon’s solutions, presenting them in a compelling and relevant manner. - Optimize client engagement post-sale, timing additional transactions appropriately. - Cultivate and maintain strong relationships with existing clients, acting as a trusted advisor and understanding their evolving cybersecurity requirements. - Conduct regular client reviews, assess satisfaction levels, and propose enhancements to further meet client objectives. - Network via industry user groups, tabletop events and key industry conferences. - Leverage strategic alliance partnerships to realize potential business opportunities and revenue growth. - Facilitate continuous enablement, roadmap discussions, Quarterly Business Reviews (QBRs), and Executive Value Conversations (EVCs) to maximize client value and foster lasting partnerships. - Negotiate contract terms, pricing and service agreements while ensuring alignment with both organizational and client objectives. - Collaborate with internal stakeholders to optimize sales processes, streamline communications, and enhance overall client experience. Skills and Qualifications: - Demonstrated ability to drive revenue growth and meet or exceed sales targets. - 5+ years of sales in the endpoint cybersecurity industry. - Proven track record of 100%+ quota attainment. - Skillful pipeline management and the ability to balance high-profile accounts with SMBs. - Ability to qualify leads based on key success metrics. - Ability to establish and maintain client and executive-level relationships, focusing on their success and long-term partnerships. - Familiarity with channel ecosystem and leveraging value added resellers. - Proficient in conducting and leading negotiations for procurement and legal agreements, showcasing expertise in driving favorable terms and agreements. - Excellent verbal and written communication skills to convey complex concepts in a clear and compelling manner to clients. - Willingness to travel up to 75%. Benefits: Halcyon offers the following benefits to eligible employees: - Comprehensive healthcare (medical, dental, and vision) with premiums paid in full for employees and dependents. - Short and long-term disability coverage, basic life and AD&D insurance plans. - Medical and dependent care FSA options. - 401k plan with a generous employer contribution. - Flexible PTO policy. - Parental leave. - Generous equity offering. The Company reserves the right to modify or change these benefits programs at any time, with or without notice. #LI-Remote The expected base salary range for this position is $140,000 - 160,000. Compensation varies based on a variety of factors which include (but are not limited to) role level, skills and competencies, qualifications, knowledge, location, and experience. In addition to base pay, certain roles are eligible to participate in our bonus or commission plans, as well as our benefits offers, and equity awards. In accordance with applicable state and federal laws, the range provided is Halcyon’s reasonable estimate of the base compensation for this role. The actual amount may differ based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. Base pay is one part of the total package that is provided to compensate and recognize employees for their work, and this role may be eligible for additional discretionary bonuses/incentives, and equity in the Company. We understand it takes a diverse team of highly intelligent, passionate, curious, and creative people to develop the exceptional product we are building. Our dynamic team has incredible perspectives to share, just as we know you do, and we take great pride in being an equal opportunity employer.

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. As an SMB Flex Territory Sales Account Executive, you will be part of a team that is transforming the way restaurants operate. Using a consultative approach, you will prospect, build relationships, and sign up new restaurateurs in your local area. By understanding their unique needs, you will develop a customized solution that helps their business thrive. We need your passion and expertise to help us build the Toast brand in your geographic territory. This is a Flex field sales opportunity based out of a personal home office. You must live local to the Central region, or be willing to relocate to the area. This role requires travel apx 30% of the time. A day in the life (Responsibilities) - Generate list of prospective restaurants and manage the entire sales cycle from initial call to close - Conduct demos and develop a solution that best meets the prospect’s needs - Partner with teams across the business to ensure that expectations set during the sales process are met in delivery - Leverage Salesforce (our CRM) to manage all sales activities - Understand the competitive landscape and determine how to best position Toast in the market What you'll need to thrive (Requirements) - 1+ years of experience in a sourcing or closing sales role, restaurant operations, or a relatable field and industry - Since this is a field position, you must have reliable transportation (will reimburse for mileage) - Strong communication, organizational and presentation skills with the ability to sell and negotiate at all decision-making levels - Proven track record of success in meeting and exceeding goals - Ability to work in a fast-paced, entrepreneurial and team environment - Self-motivated, creative, and flexible - General technical proficiency with software What will help you stand out (Nonessential Skills/Nice to Haves) - Experience with Salesforce CRM - Sandler Sales Training AI at Toast At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. Our Total Rewards Philosophy We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits. The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Total Targeted Cash $115,000—$185,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

I. Job Summary The Account Executive II (AE) generates shareholder value by using a consultative retention approach for larger and/or more complex Small/Medium Business WM customers in an assigned book of business, territory/segment. The AE manages existing business relationships focused on achieving budgeted retention goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing and updating contract agreements from WM customers as well as growing revenues from existing customers. The role of the AE is to maintain a net positive business performance in the commercial space through proactive outreach, account retention and revenue protection efforts to maintain a mutually beneficial alignment between the customer and WM's growth goals. This position is remote however the employee must reside in CO, UT, AZ or NM based on business need. II. Essential Duties and Responsibilities - Serve as the lead point of contact for customer account management matters in an assigned book of business, establish and maintain a high level of customer satisfaction with internal and external customers, and build and maintain strong, long-lasting customer relationships. - Align Waste Management products and services with customer needs, propose solutions that are compliant with appropriate local, state and federal regulations, and increase account penetration through consultative selling skills. - Negotiate, update, and renew customer service agreements to maximize profits by providing ongoing education of contract details and use of strong negotiation skills. - Resolve challenging customer requests and collaborate with the Inside Sales Manager to resolve all customer escalations or issues. - Communicate rates, charges and service strategies with conviction as well as understand and effectively use customer incentives and concessions within appropriate profit targets and level of authority. - Collaborate with sales team to identify and grow opportunities within territory and engage additional WM business opportunities, referring internally as appropriate. - Use Waste Management sales productivity software tools accurately and consistently (i.e. Salesforce.com/Customer Relationship Management and Pricing Tools). - Prepare reports as needed and/or handle general administrative duties as appropriate. III. Qualifications (Must live and work in the U.S.) A. Required Qualifications - High School Diploma or GED (accredited) - 1 year WM experience or 5 years of business-to-business account management at a proficient level IV. Physical Requirements Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job. This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc. The expected base pay range for this position across the U.S. is $24.47/hour - $28.80/hour. This range represents a good faith estimate for this position. The specific salary offered to a successful candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location. In addition, this position is eligible for incentive pay. V. Benefits At WM, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short-Term Disability. As well as a Stock Purchase Plan, Company match on 401K, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days. Please note that benefits may vary by site. If this sounds like the opportunity that you have been looking for, please click Apply. ABOUT WM WM (WM.com) is North America's leading provider of comprehensive environmental solutions. Previously known as Waste Management and based in Houston, Texas, WM is driven by commitments to put people first and achieve success with integrity. The company, through its subsidiaries, provides collection, recycling and disposal services to millions of residential, commercial, industrial, medical and municipal customers throughout the U.S. and Canada. With innovative infrastructure and capabilities in recycling, organics and renewable energy, WM provides environmental solutions to and collaborates with its customers in helping them pursue their sustainability goals. WM has the largest disposal network and collection fleet in North America, is the largest recycler of post‑consumer materials and is a leader in beneficial use of landfill gas, with a growing network of renewable natural gas plants and the most landfill gas‑to‑electricity plants in North America. WM’s fleet includes more than 12,000 natural gas trucks – the largest heavy‑duty natural gas truck fleet in the industry in North America. Healthcare Solutions provides collection and disposal services of regulated medical waste, as well as secure information destruction services, in the U.S., Canada and Western Europe. To learn more about WM and the company’s sustainability progress and solutions, visit Sustainability.WM.com. Equal Employment Opportunity For United States: WM is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law. For Canada: WM is committed to the principle of equal employment for all applicants and employees, without discrimination on the basis of all grounds protected by applicable human rights legislation. Accommodations are available on request for candidates taking part in all aspects of the selection process. Please notify us if you require accommodation. Real ID In order to travel by air or access federal property, federal law requires individuals have a REAL ID or an acceptable alternative. This position may require the successful candidate to travel by air for business reasons or service federal property. Accordingly, successful candidates must have, or be willing to obtain, a REAL ID or TSA‑approved alternative. What is the value of a WM job? At WM we know that the value of a WM job is more than a paycheck. It’s a way to create opportunities for you and your family. This is why we are constantly working to make WM a great place to work and grow a career. We Are WM is what defines the perks of being in the WM family – from benefits, to resources and engagement activities. We are People First. We are Committed to Your Growth. We Are Investing in You. We are a Family. We are Stable. We are Always Working for a Sustainable Tomorrow.