• Responsible for selling Teaching Strategies' full line of solutions to the early childhood public markets in support of defined revenue goals • Identifies, directs, and coordinates sales opportunities within a list of assigned accounts with the support of internal departments and staff • Builds upon an existing foundation of established success in the marketplace and increase market share by using a collaborative, consultative approach with customers • Develops territory plan designed to build diversified and meaningful pipeline and to achieve monthly, quarterly, and annual revenue goals • Achieves monthly, quarterly, and annual revenue goals for the assigned territory • Builds, maintains, and develops knowledge to become an expert on Teaching Strategies' solutions as well as the competitive landscape for early childhood development • Responsible for the full cycle of the sales process; balances time effectively with the right mix of prospecting, planning, presenting, negotiating, and closing • Accurately manages sales pipeline in Salesforce.com while providing sales opportunities to reflect product, dollar amount and estimated close dates • Utilizes Salesforce.com to track all sales activity and customer/prospect correspondence for given territory • Provides monthly forecast and sales projections to Sales Team Director • Maintains existing relationships with customers and channels customer feedback appropriately • Hosts online presentations and demonstrations as well as face-to-face meetings • Communicates on a regular scheduled basis with major clients within the territory; timely follow up to all phone and email communications regarding potential sales opportunities • Represents Teaching Strategies at exhibits, conferences, events in territory • Increases market leadership capacity and ensures the development of long-term customer partnerships • Works across departments to establish shared goals and cross-functional initiatives in support of sales and company priorities

About Us Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. Role Summary The Renewals Representative is a quota-carrying overlay sales role, responsible for partnering with a small number of Account Managers/Executives to jointly achieve overall renewal and expansion sales targets. The Renewals Rep will focus on reaching renewal rate, renewal ACV and renewal billings targets in a prescribed territory, while supporting and enabling expansion motions in partnership with the AM/AE. As customers have acquired Sophos solutions, it is necessary that we continue to ensure those customers realize the value expected from their purchase and renew and ideally expand that business relationship together. The Renewals Rep will be responsible for managing the pipeline of renewals opportunities that are not already being driven by their AM/AE partners in a prescribed territory. What You Will Do - Closely collaborate with Account Manager/Executive teammates in shared territories to divide and conquer to maximize NRR - Team to achieve agreed-to quarterly renewal and expansion sales goals, develop strong relationships with key partners, buyers and influencers and leverage these during the renewals sales process. - Maintain strong partner and customer relationships, understand their business needs, and align them with Sophos solutions. - Identify customer renewal risks and collaborate with channel partners, sales teammates, and the customer success team to coordinate activities to mitigate the risk. - Work closely with customers, channel partners and internal teams to acquire the documentation necessary for Sophos to correctly recognize revenue transactions. - Support and manage the end-to-end renewals process, including maintaining an accurate renewals opportunity forecast status in SFDC - Follow Sophos standard renewals sales processes and policies including forecasting management, conducting sales campaigns, documenting activities, following up on assigned actions, etc. - Execute a planned cadence of engagement customers and put detailed strategic account plans in place where appropriate. - Work in support of the new business sales team when their expansion business is in conjunction with a pending renewal to ensure full renewal is achieved and partnering to support the additional growth solutions to the customer’s desired cybersecurity and business outcomes. Renewals Representative by Segment - Enterprise Renewals Rep: Low volume engagement driven primarily through strategic partnership with Enterprise Account Executive, within or outside of the renewal window. Engagement based on collaboration with AE regarding risk or potential. - Midmarket Renewals Rep: Medium volume engagement within renewals window, partnering through opportunity tagging by Account Executive, and outbound engagement for any untagged renewal window opportunities. - Commercial Renewals Rep: High volume engagement within renewals window, leveraging outbound digital, cadenced engagements. Motions driven primarily through partner engagement with reactive actions in support of full book of commercial renewals within renewal window. What You Will Bring - Bachelor’s degree in Business Administration, Communications, or Marketing preferred; or proven relevant experience in previous roles. - 1-3+ years experience in renewal account management or sales roles working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas. - Familiarity with Salesforce tools such as Lightning and CPQ, as well as additional tools like Outreach, Microsoft Excel, Microsoft Power BI, and Microsoft Outlook. - Strong understanding of the Renewals sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them. - Exceptional retention risk discovery skills, value proposition presentation, negotiation, and closing skills - Excellent communication and interpersonal skills, with the ability to effectively collaborate with cross-functional teams and build relationships with customers. - A self-motivated and proactive approach to a set of tasks, with the ability to work independently and prioritize tasks effectively. - Solid technical acumen able to explain the benefits of different technologies and strong cybersecurity knowledge an advantage. - Experience in selling through and with channel partners, and ability to thrive in a team-selling environment In the United States, the base salary for this role ranges from $64,400 to $107,100. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package.  A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs. #li-remote #li-MG2 #b1 Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply. What's Great About Sophos? · Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. · Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit · Employee-led diversity and inclusion networks that build community and provide education and advocacy · Annual charity and fundraising initiatives and volunteer days for employees to support local communities · Global employee sustainability initiatives to reduce our environmental footprint · Global fitness and trivia competitions to keep our bodies and minds sharp · Global wellbeing days for employees to relax and recharge · Monthly wellbeing webinars and training to support employee health and wellbeing Our Commitment To You We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. Data Protection If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos

About Us Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform. Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other every day and state-sponsored cybercrimes. The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com. Role Summary The Renewals Representative is a quota-carrying overlay sales role, responsible for partnering with a small number of Account Managers/Executives to jointly achieve overall renewal and expansion sales targets. The Renewals Rep will focus on reaching renewal rate, renewal ACV and renewal billings targets in a prescribed territory, while supporting and enabling expansion motions in partnership with the AM/AE. As customers have acquired Sophos solutions, it is necessary that we continue to ensure those customers realize the value expected from their purchase and renew and ideally expand that business relationship together. The Renewals Rep will be responsible for managing the pipeline of renewals opportunities that are not already being driven by their AM/AE partners in a prescribed territory. What You Will Do - Closely collaborate with Account Manager/Executive teammates in shared territories to divide and conquer to maximize NRR - Team to achieve agreed-to quarterly renewal and expansion sales goals, develop strong relationships with key partners, buyers and influencers and leverage these during the renewals sales process. - Maintain strong partner and customer relationships, understand their business needs, and align them with Sophos solutions. - Identify customer renewal risks and collaborate with channel partners, sales teammates, and the customer success team to coordinate activities to mitigate the risk. - Work closely with customers, channel partners and internal teams to acquire the documentation necessary for Sophos to correctly recognize revenue transactions. - Support and manage the end-to-end renewals process, including maintaining an accurate renewals opportunity forecast status in SFDC - Follow Sophos standard renewals sales processes and policies including forecasting management, conducting sales campaigns, documenting activities, following up on assigned actions, etc. - Execute a planned cadence of engagement customers and put detailed strategic account plans in place where appropriate. - Work in support of the new business sales team when their expansion business is in conjunction with a pending renewal to ensure full renewal is achieved and partnering to support the additional growth solutions to the customer’s desired cybersecurity and business outcomes. Renewals Representative by Segment - Enterprise Renewals Rep: Low volume engagement driven primarily through strategic partnership with Enterprise Account Executive, within or outside of the renewal window. Engagement based on collaboration with AE regarding risk or potential. - Midmarket Renewals Rep: Medium volume engagement within renewals window, partnering through opportunity tagging by Account Executive, and outbound engagement for any untagged renewal window opportunities. - Commercial Renewals Rep: High volume engagement within renewals window, leveraging outbound digital, cadenced engagements. Motions driven primarily through partner engagement with reactive actions in support of full book of commercial renewals within renewal window. What You Will Bring - Bachelor’s degree in Business Administration, Communications, or Marketing preferred; or proven relevant experience in previous roles. - 1-3+ years experience in renewal account management or sales roles working with decision-makers in large organizations with a proven track record of achieving and exceeding sales quotas. - Familiarity with Salesforce tools such as Lightning and CPQ, as well as additional tools like Outreach, Microsoft Excel, Microsoft Power BI, and Microsoft Outlook. - Strong understanding of the Renewals sales cycle, buyer personas, and decision-making processes, and how to successfully navigate them. - Exceptional retention risk discovery skills, value proposition presentation, negotiation, and closing skills - Excellent communication and interpersonal skills, with the ability to effectively collaborate with cross-functional teams and build relationships with customers. - A self-motivated and proactive approach to a set of tasks, with the ability to work independently and prioritize tasks effectively. - Solid technical acumen able to explain the benefits of different technologies and strong cybersecurity knowledge an advantage. - Experience in selling through and with channel partners, and ability to thrive in a team-selling environment In the United States, the base salary for this role ranges from $60,200 to $100,100. In addition to the base salary, there's a component for target sales commissions alongside a comprehensive benefits package.  A candidate’s specific pay within this range will depend on a variety of factors, including job-related skills, training, location, experience, relevant education, certifications, and other business and organizational needs. #li-remote #li-MG2 #b1 Ready to Join Us? At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply. What's Great About Sophos? · Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship. · Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit · Employee-led diversity and inclusion networks that build community and provide education and advocacy · Annual charity and fundraising initiatives and volunteer days for employees to support local communities · Global employee sustainability initiatives to reduce our environmental footprint · Global fitness and trivia competitions to keep our bodies and minds sharp · Global wellbeing days for employees to relax and recharge · Monthly wellbeing webinars and training to support employee health and wellbeing Our Commitment To You We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. Data Protection If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a Service Delivered | Sophos

Job DetailsJob Location: Gorilla Glue Tri County - Sharonville, OH 45241Position Type: Full TimeEducation Level: 4 Year Degree Description We are seeking an enthusiastic Business Development Manager to drive growth across retail accounts, particularly those specializing in Paint, Wood/Flooring, and other Specialty Retailers. In this position, you will be responsible for formulating and implementing sales strategies to increase revenue and meet sales objectives within these retail sectors. Key duties include identifying new distribution opportunities, fostering and maintaining customer relationships, rolling out promotional and merchandising programs, and identifying market trends to uncover potential for expansion. Success in this role requires a strong knowledge of the DIY retail industry, excellent leadership abilities, and a demonstrated history of success in sales and account management. Ideal Candidate Location: Cincinnati, Ohio or remote for highly qualified candidates What's in it for you? Thanks to our commitment to creating a supportive and engaged workplace culture, Gorilla Glue has been recognized as a top place to work for 15 years in a row. We offer competitive compensation packages, comprehensive healthcare benefits, and other perks and incentives to ensure our employees feel valued and supported. Joining the Gorilla Glue family means being part of a team passionate about building strong brands and promoting a culture of excellence. As an employee, you'll be able to help create high-quality products and build brands that people love. Join us in an inspiring workplace where you can belong, grow, and make a difference! Key Responsibilities: Market Development & Channel Expansion Identify, evaluate, and prioritize emerging channels with strong growth potential in the paint, wood/flooring, tool, beauty, and other specialty categories. Develop and execute go-to-market strategies to enter and scale within underdeveloped or non-traditional markets. Conduct market analysis to understand category trends, customer behavior, and competitive landscape. Build business cases for channel entry, including volume forecasts, profitability analysis, and investment requirements. Partnership & Account Development Maintain, strengthen and grow current client relationships in this channel. Identify and engage new distributors, key accounts, and buying groups across target markets. Negotiate terms, pricing, and promotional programs to maximize growth potential while maintaining margin objectives. Establish and manage relationships with key decision-makers to drive category adoption and long-term partnerships. Develop account-specific business plans aligned with overall channel strategy. Cross-Functional Collaboration Work closely with Marketing, Sales Strategy & Planning, Finance, and Supply Chain to ensure alignment on channel strategies and execution. Collaborate with Brand to develop tailored promotional strategies, merchandising plans, and sell-in materials for new markets. Partner with Operations to ensure supply readiness and optimal customer service for new accounts. Performance & Growth Management Establish KPIs and performance metrics for new markets and track progress against sales and distribution goals. Deliver consistent reporting and insights to senior leadership on growth opportunities, risk areas, and emerging trends. Monitor product performance and identify opportunities for line extensions or channel-specific SKUs. Strategic Innovation Explore adjacent market opportunities where brand equity or product capabilities can be extended (e.g., cross-over into DIY, lifestyle, or specialty retail). Recommend product adaptations or packaging innovations to meet the needs of unique channels or consumer segments. Stay ahead of evolving trends and competitive movements within the broader CPG and specialty retail ecosystem. QualificationsQualifications: Bachelor’s degree in business, Marketing, or related field (MBA preferred). 5–10 years of experience in Sales, Business Development or Channel Management within a Consumer-Packaged Goods or Specialty Retail environment. Proven success in developing new markets, channels, or distribution partnerships. Strong understanding of category dynamics in Hardware, DIY, Specialty retail and adjacent CPG segments. Excellent negotiation, presentation, and relationship-building skills. Analytical and strategic thinker with experience building and executing market-entry plans. Comfortable working in a fast-paced, entrepreneurial environment with limited structure. What Success in This Role Looks Like: Expanding brand presence into 2 – 5 new or underpenetrated channels within 12–18 months. Establishing a clear growth pipeline of new accounts and partnerships. Demonstrating measurable sales growth and profitability improvement through new market development. Becoming the internal expert on emerging markets and their potential for the brand portfolio. Company Values: Must adhere to The Gorilla Glue Company’s Core Values that ensure everyone works together to exceed expectations. Have fun, be passionate, and show it! Act with integrity and respect in all relationships. Communicate openly and appreciate the effort of others. Embrace knowledge, growth, and change. Strive for excellence in what we do every day! Are you ready to join one of Cincinnati’s Top Workplaces? Our employees love working here because of our environment, which is driven by our company mission and core values. If you have the right qualifications and thrive in a fun and fast-paced environment, we have a great opportunity for you to grow with us!