Stericycle is now part of WM. To learn more about WM's acquisition of Stericycle, CLICK HERE to read the press release. I. Job Summary The Account Executive, Healthcare is responsible for maintaining and developing new and existing hospital clients through high levels of service to expand and strengthen the relationship. This role is a member of the sales team and will be accountable for customer planning, administration, monitoring, and optimizing the revenue potential and operational performance of their branch's accounts. All team members must maintain Stericycle policies, standards, and practices both within and outside their assigned territory and ensures adherence to Stericycle's Vision, Mission and Values. This position is remote however you must reside in the greater Northern California area based on customer support needs. II. Essential Duties and Responsibilities - Maintains and develop existing customers through appropriate and ethical methods in order to optimize the quality of service, business growth, and customer satisfaction and retention. - Actively identifies opportunities to introduce additional services, thereby increasing the revenue opportunity within each customer’s business portfolio. - Proactively conducts outbound customer outreach calls weekly. - Maintain a high-profile presence in the market by conducting client care visits; turning a sales relationship into a long-term partnership. - Proactively conducts strategic account reviews with all assigned customers on a regular basis in order to review service needs and usage trends. - Formulates strategies to retain customers where revenue may be decreasing. - Handles and resolves all issues and concerns in a timely manner. - Completes standard weekly and quarterly reports along with any ad hoc reporting requests. - Participates in all sales and other training provided by Shred-it. - Participates in special projects and promotional campaigns under the direction of the District Sales Manager/Director of Sales. - Maintains a responsible approach to all security and safety matters related to Shred-it operations, following the company’s policies and procedures at all times and bringing the manager's attention to any areas of concern. - Liaises with customers to understand their requirements with respect to products and services that the business currently offers or is planning to offer. - Handles and responds to all customer problems and inquiries expediently and in the best interest of both the customer and Shred-it. - Establishes personal relationships with current and potential customers in the assigned territory. - Serve as a Helpful Expert in exceeding customer expectations on a regular basis. - Partner with the Service Manager on retention, customer issues and concerns - Debrief on any service issues with SM, Operations Manager, and CSRs, as required - Perform other duties and responsibilities, as assigned. III. Qualifications - Must live and work in the US. B. Preferred Qualifications ----------------------------------------------- - A degree in Business Administration, Marketing, or Sales is preferred but not required; or industry experience equivalent. - Five or more years of account management experience. 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.☒ Office: 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 $70,000- $85,000. 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.

Introduction At Gallagher Bassett, we're there when it matters most because helping people through challenging moments is more than just our job, it’s our purpose. Every day, we help clients navigate complexity, support recovery, and deliver outcomes that make a real difference in people’s lives. It takes empathy, precision, and a strong sense of partnership—and that’s exactly what you’ll find here. We’re a team of fast-paced fixers, empathetic experts, and outcomes drivers — people who care deeply about doing the right thing and doing it well. Whether you're managing claims, supporting clients, or improving processes, you’ll play a vital role in helping businesses and individuals move forward with confidence. Here, you’ll be supported by a culture that values teamwork, encourages curiosity, and celebrates the impact of your work. Because when you’re here, you’re part of something bigger. You’re part of a team that shows up, stands together, and leads with purpose. Overview Role specifics: - Jurisdictions: United States - Licenses: Required - Location: This role is eligible for fully remote work. How you'll make an impact - Apply claims management experience to execute decision-making to analyze claims exposure and litigation, plan the proper course of action, and appropriately resolve claims. - Interact extensively with various parties involved in the claim process to ensure effective communication and resolution. - Provide exceptional customer service to our claimants on behalf of our clients exhibiting empathy through each step of the claims process - Handle claims consistent with clients' and corporate policies, procedures, and standard methodologies in accordance with statutory, regulatory, and ethics requirements. - Document and communicate claim activity timely and efficiently, supporting the outcome of the claim file. About You Potential candidates should have the following: • Claims Background: Inland Marine, Cargo • Jurisdictional Experience: US • Active Adjusters' licenses: Required As a key member of our Claims Adjuster team, you will: - Investigate, evaluate, and resolve complex Inland Marine, Cargo claims, applying your claims experience and analytical skills to make informed decisions and bring claims to resolution. - Work in partnership with our clients to deliver innovative solutions and enhance the claims management process. - Think critically, solve problems, plan, and prioritize activities to optimally serve clients. REQUIRED QUALIFICATIONS: • High School Diploma. • Minimum of 5 years related claims experience. • Appropriate licensing and/or certification in all states in which claims are being handled. • Knowledge of accepted industry standards and practices. • Computer experience with related claims and business software. DESIRED: • Bachelor's Degree. #LI-DR1 #LI-Remote Compensation and benefits We offer a competitive and comprehensive compensation package. The base salary range represents the anticipated low end and high end of the range for this position. The actual compensation will be influenced by a wide range of factors including, but not limited to previous experience, education, pay market/geography, complexity or scope, specialized skill set, lines of business/practice area, supply/demand, and scheduled hours. On top of a competitive salary, great teams and exciting career opportunities, we also offer a wide range of benefits. Below are the minimum core benefits you’ll get, depending on your job level these benefits may improve: - Medical/dental/vision plans, which start from day one! - Life and accident insurance - 401(K) and Roth options - Tax-advantaged accounts (HSA, FSA) - Educational expense reimbursement - Paid parental leave Other benefits include: - Digital mental health services (Talkspace) - Flexible work hours (availability varies by office and job function) - Training programs - Gallagher Thrive program – elevating your health through challenges, workshops and digital fitness programs for your overall wellbeing - Charitable matching gift program - And more... **The benefits summary above applies to fulltime positions. If you are not applying for a fulltime position, details about benefits will be provided during the selection process. We value inclusion and diversity Click Here to review our U.S. Eligibility Requirements Inclusion and diversity (I&D) is a core part of our business, and it’s embedded into the fabric of our organization. For more than 95 years, Gallagher has led with a commitment to sustainability and to support the communities where we live and work. Gallagher embraces our employees’ diverse identities, experiences and talents, allowing us to better serve our clients and communities. We see inclusion as a conscious commitment and diversity as a vital strength. By embracing diversity in all its forms, we live out The Gallagher Way to its fullest. Gallagher believes that all persons are entitled to equal employment opportunity and prohibits any form of discrimination by its managers, employees, vendors or customers based on race, color, religion, creed, gender (including pregnancy status), sexual orientation, gender identity (which includes transgender and other gender non-conforming individuals), gender expression, hair expression, marital status, parental status, age, national origin, ancestry, disability, medical condition, genetic information, veteran or military status, citizenship status, or any other characteristic protected (herein referred to as “protected characteristics”) by applicable federal, state, or local laws. Equal employment opportunity will be extended in all aspects of the employer-employee relationship, including, but not limited to, recruitment, hiring, training, promotion, transfer, demotion, compensation, benefits, layoff, and termination. In addition, Gallagher will make reasonable accommodations to known physical or mental limitations of an otherwise qualified person with a disability, unless the accommodation would impose an undue hardship on the operation of our business.

ABOUT THE ROLE The Senior Sales Account Executive is an experienced sales professional who drives strategic enterprise-wide sales initiatives into their assigned account list and northeast territory across multiple industry verticals. This role encompasses account and territory planning, prospecting, qualifying, selling and closing new business with very large prospects and installed accounts. Senior Sales Account executives directly impact Tungsten Automation's success and growth, reflected in excellent income potential through proven solution selling methodologies and executive-level relationship management. WHAT YOU'LL DO - Identify, qualify, orchestrate and close new business within assigned target accounts leveraging compelling return on investment that Tungsten Automation solutions provide - Work closely with Lead Generation, Inside Sales, and Sales Engineering teams to create and manage a strong pipeline in both existing customers and prospects - Effectively manage multiple concurrent sales cycles across diverse industry verticals and enterprise environments - Articulate the value of Tungsten Automation solutions to VP and C-level audiences aligned with strategic objectives and operational requirements - Establish and maintain strong, referenceable relationships with existing client base while expanding influence within target organizations - Qualify and forecast deals accurately and consistently using proven sales methodologies and CRM best practices - Develop and execute field marketing activities to drive pipeline growth and accelerate opportunity development - Grow and maintain a deep network of contacts across all business lines within each target account (minimum 40 contact points per organization) - Collaborate with internal teams for effective prospecting and qualification, creating a pipeline of no less than 4X of target - Leverage Tungsten Automation's partners opportunistically for joint prospecting, qualification, calls or visits according to Enterprise account mapping plans - Execute direct selling motion while strategically utilizing partner ecosystem to enhance access and influence within target accounts - Maintain clean and up-to-date CRM records in accordance with management guidelines and perform regular housekeeping activities - Navigate long sales cycles and position seven-figure opportunities through effective negotiations and deal management - Develop, manage and execute comprehensive sales plans focused on achieving revenue goals consistently on quarterly and annual basis - Conduct C-level discussions with technical, business, and financial influencers while understanding underlying operational objectives - Utilizes AI-enabled tools (e.g., chatbots, document automation, analytics assistants) to improve efficiency, accuracy, and streamline routine tasks while following company AI governance and data privacy standards ABOUT OUR PLATFORM Tungsten Automations Intelligent Automation software platform helps government agencies transform information-intensive business processes, reduce manual work and errors, minimize costs, and improve citizen engagement. We combine Generative AI, Knowledge Management, Intelligent Document Processing, Process Orchestration, mobility and engagement, and analytics to ease implementations and deliver dramatic results that mitigate compliance risk and increase efficiency—particularly crucial for government organizations facing complex regulatory requirements. While the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business.

Role Description A company's disaster recovery (DR) plan is only ever tested twice: during a drill, and during an actual disaster. Most organizations quietly know their plan is inadequate. They just haven't had to find out the hard way yet. As our Strategic Growth Account Executive, you'll take warm pipeline from our Customer Success team and turn it into closed revenue. You'll run the full sales cycle, from first call through technical evaluation, business case, and signature, selling to IT leaders and security teams who are accountable when things go wrong. This is a consultative, multi-stakeholder sale where the best outcome for the customer and the best outcome for the business are genuinely aligned. This is not a transactional sales role. It is a strategic account growth role focused on enterprise execution, customer trust, and long-term value creation. What You'll Do - Run the Full Sales Cycle - Own deals from SDR handoff through close; running discovery, technical validation, stakeholder alignment, and contract negotiation - Conduct deep discovery to expose the true cost of inadequate DR: unplanned downtime, regulatory penalties, reputational damage, failed audits - Lead product evaluations and POCs in partnership with solutions engineering, ensuring prospects experience the platform's value firsthand - Build and present business cases that resonate with both technical buyers and economic decision-makers - Navigate Complex Buying Groups - Map and engage multiple stakeholders: IT Directors, CISOs, infrastructure leads, compliance officers, and CFOs, each with different priorities and risk tolerances - Identify and cultivate internal champions who can move deals forward when you're not in the room - Anticipate and address procurement, legal, and security review requirements early and don't let process kill late-stage deals - Manage deal timelines with rigor, using mutual action plans to keep both sides accountable to a close date - Sell with Domain Depth - Speak fluently about RTO, RPO, failover architecture, backup integrity, and ransomware recovery, not just at a surface level - Use trigger events like infrastructure migrations, M&A activity, audit cycles, public incidents in the prospect's industry to create urgency grounded in real risk - Accurately represent what the product can and can't do; credibility with technical buyers is built on honesty, not overselling - Contribute to What We're Building - Maintain rigorous CRM hygiene with accurate stage progression, close dates, and risk flags so leadership can forecast with confidence - Share deal insights, objections, and competitive intelligence across the team. What you learn in the field makes everyone better - Collaborate with marketing and product on messaging, case studies, and the feedback loops that sharpen our positioning - Help define repeatable sales processes and playbooks as we scale. Your patterns become the foundation for future hires How You Work - You take ownership of your pipeline end-to-end. You track your own deals, identify risks early, and ask for help before it's too late - You prepare thoroughly for every call. You know the prospect's business, their likely objections, and what a good outcome looks like before you dial - You're honest with prospects and with your team. You don't paper over deal risks or inflate your forecast - You're comfortable with the ambiguity of an early-stage company and energized by the chance to shape how things are done - You share what you learn from wins, losses, and the deals that went sideways, because that knowledge makes the whole team stronger Qualifications - 5+ years of quota-carrying B2B sales experience, with at least 3+ years in enterprise SaaS, infrastructure, cybersecurity, cloud, or data protection environments - Proven track record of exceeding expansion, upsell, cross-sell, or quota targets within existing accounts - Experience managing and growing complex enterprise accounts with multiple stakeholders and business units - Strong executive presence with ability to engage Directors, VPs, CIOs, CISOs, CTOs, and business leaders - Demonstrated ability to run disciplined sales cycles from discovery through close - Strong commercial acumen with ability to quantify business value and ROI - Excellent verbal, written, and presentation skills - Comfortable operating in a fast-paced startup environment with high accountability - High urgency, ownership mentality, and bias for action Personal Traits We Value - Hunter mentality inside an install base - Naturally curious and strong at uncovering white-space opportunities - Executive maturity and confidence - Results-oriented mindset focused on revenue outcomes - Strong collaborator with Customer Success, SEs, Alliances, and Leadership - Competitive drive with professionalism - Resilient, accountable, and coachable - Startup mentality with willingness to build and improve processes Tools - Salesforce - Gong - Salesloft / Outreach - ZoomInfo - LinkedIn Sales Navigator - Clari or forecasting platforms - Mutual action plan / deal management tools Preferred Experience - Experience selling disaster recovery, ransomware recovery, cybersecurity resilience, cloud infrastructure, backup, storage, or adjacent technologies - Experience working with AWS, Azure, cloud-native, or hybrid enterprise environments - Experience expanding multi-million-dollar strategic accounts - Familiarity with BANT, Command of the Message, Challenger, or structured enterprise sales methodologies - Experience selling into regulated industries such as financial services, healthcare, life sciences, retail, or manufacturing - Familiarity with the IT buyer's decision-making process and procurement cycles in mid-market or enterprise - Prior success in high-growth or startup environments What Success Looks Like - Expand Arpio footprint across existing enterprise customers - Identify and closes multi-team / multi-region growth opportunities - Build trusted executive relationships inside strategic accounts - Improve retention through deeper product adoption and value realization - Create referenceable customers and long-term partnerships - Deliver predictable expansion pipeline and revenue growth Salary and Benefits - Competitive salary - Fully employer-paid health benefits package; 75% employer-paid dental, vision and life insurance - $150 home office stipend or company-subsidized co-working space membership near you - Unlimited PTO policy - Small, collaborative team environment - Opportunity to learn and work on the cutting edge of cloud technology