Working with Us Challenging. Meaningful. Life-changing. Those aren’t words that are usually associated with a job. But working at Bristol Myers Squibb is anything but usual. Here, uniquely interesting work happens every day, in every department. From optimizing a production line to the latest breakthroughs in cell therapy, this is work that transforms the lives of patients, and the careers of those who do it. You’ll get the chance to grow and thrive through opportunities uncommon in scale and scope, alongside high-achieving teams. Take your career farther than you thought possible. Bristol Myers Squibb recognizes the importance of balance and flexibility in our work environment. We offer a wide variety of competitive benefits, services and programs that provide our employees with the resources to pursue their goals, both at work and in their personal lives. Read more: careers.bms.com/working-with-us. Key Responsibilities: Promotes approved indications of BMS products within a defined territory or region to meet or exceed assigned sales targets in a compliant manner. Creates demand for BMS medicines by articulating in a balanced manner the clinical and scientific rationale for use of products in appropriate patients Engages with and continuously maintains/grows a high level of scientific expertise in all assigned products and therapeutic areas Prepares and successfully implements comprehensive territory and account plans. Proactively uses available tools to derive insights and to dynamically inform call plans. Provides feedback on experience using these tools to leadership to enable continuous improvement. Demonstrates scientific expertise and passion in using approved scientific resources and publications to present information to HCPs and ensures medical accuracy. Conducts in-office presentations (e.g., lunch and learns) and discusses product-related scientific information with HCPs that is consistent with label. Organizes external speaker programs, selecting speakers from list approved by Speakers Bureau and facilitating scheduling and logistics. Maintains a high level of working expertise on emerging data for approved indications. Engages real-time medical support to reactively answer If you come across a role that intrigues you but doesn’t perfectly line up with your resume, we encourage you to apply anyway. You could be one step away from work that will transform your life and career. Uniquely Interesting Work, Life-changing Careers With a single vision as inspiring as “Transforming patients’ lives through science™ ”, every BMS employee plays an integral role in work that goes far beyond ordinary. Each of us is empowered to apply our individual talents and unique perspectives in a supportive culture, promoting global participation in clinical trials, while our shared values of passion, innovation, urgency, accountability, inclusion and integrity bring out the highest potential of each of our colleagues. On-site Protocol BMS has an occupancy structure that determines where an employee is required to conduct their work. This structure includes site-essential, site-by-design, field-based and remote-by-design jobs. The occupancy type that you are assigned is determined by the nature and responsibilities of your role: Site-essential roles require 100% of shifts onsite at your assigned facility. Site-by-design roles may be eligible for a hybrid work model with at least 50% onsite at your assigned facility. For these roles, onsite presence is considered an essential job function and is critical to collaboration, innovation, productivity, and a positive Company culture. For field-based and remote-by-design roles the ability to physically travel to visit customers, patients or business partners and to attend meetings on behalf of BMS as directed is an essential job function. Supporting People with Disabilities BMS is dedicated to ensuring that people with disabilities can excel through a transparent recruitment process, reasonable workplace accommodations/adjustments and ongoing support in their roles. Applicants can request a reasonable workplace accommodation/adjustment prior to accepting a job offer. If you require reasonable accommodations/adjustments in completing this application, or in any part of the recruitment process, direct your inquiries to adastaffingsupport@bms.com. Visit careers.bms.com/eeo-accessibility to access our complete Equal Employment Opportunity statement. Candidate Rights BMS will consider for employment qualified applicants with arrest and conviction records, pursuant to applicable laws in your area. If you live in or expect to work from Los Angeles County if hired for this position, please visit this page for important additional information: https://careers.bms.com/california-residents/ Data Protection We will never request payments, financial information, or social security numbers during our application or recruitment process. Learn more about protecting yourself at https://careers.bms.com/fraud-protection. Any data processed in connection with role applications will be treated in accordance with applicable data privacy policies and regulations. If you believe that the job posting is missing information required by local law or incorrect in any way, please contact BMS at TAEnablement@bms.com. Please provide the Job Title and Requisition number so we can review. Communications related to your application should not be sent to this email and you will not receive a response. Inquiries related to the status of your application should be directed to Chat with Ripley. R1598822 : Account Executive, MAVA

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 90% faster certification times, and 60% less audit prep time. Today’s expansive security and compliance requirements can only be met with a modern, CCM based approach, and RegScale is the leader in that space. Position: Do you love to call on CISO’s? Are you a high activity seller who believes in creating value for customers with disruptive tech solutions? If yes, we have the position for you in an innovative startup that is disrupting the compliance industry! We are actively seeking an experienced SaaS Account Executive, with experience in Enterprise Accounts, responsible for establishing the Go to Market plan, building pipeline, and driving enterprise deals to closure while ensuring our customers achieve the most value out of their investment. If you have a passion for solving customer challenges, a proven network of repeated sales, enjoy co-innovating with customers and R&D, and developing content to transform an industry, then we would love to meet you. Position must be a US Citizen and is subject to a background check and unannounced drug testing requirements. Position is remote first with preference for candidates located in the Mid-Atlantic region of the United States, and will require travel to customer sites as well as to RegScale offices and industry events. We recognize that sales is vital to our company’s success, and we have created a generous compensation package that includes a competitive OTE with significant stock options to help us recruit the most exceptional talent that is maniacally focused on delighting our customers. If you’re ready to help redefine an entire industry, we are excited to have you on our team. Activities: - Help build Go to Market plan for your region and industries; refine target customer list, build pipeline, and close new ARR - Work closely with the Customer Enablement team to ensure adoption of the platform and execute the land and expand strategy - Leverage technology and integration partners to build market awareness, generate pipeline, and close business - Help shape future roadmap by establishing strategic relationships with prospects and customers and working closely with RegScale product teams to prioritize product capabilities - Work with RegScale extended team to build the RegScale Community in your markets Proven Capabilities: - Consistent record of building pipeline and exceeding assigned sales quota - Verified commitment to delighting customers supported by multiple, repeat sales to the same company - Strong working knowledge of Cloud Computing infrastructure and the unique security and risk management challenges of the modern enterprise - Successful experience in a Security and/or Compliance startup - Track record of working cooperatively with a Partner ecosystem - Willing to travel extensively in covering a large geographical territory - Hard worker ready to put in the hours necessary to build the business and reap the rewards that come with doing so - Demonstrated progressive sales experience working in a subscription-based enterprise software company - Proven ability to develop strategies, translate them into initiatives, and track successful delivery - Able to be flexible and agile in responding to evolving business priorities and dealing with ambiguity - Able to collaborate across the organization and with external stakeholders - Experience successfully working with senior (C-level) executives - Holds strong operational skills that will drive organizational efficiencies and customer satisfaction - Willing and able to address escalated customer issues with speed and urgency Education/Training, Qualifications, and Certification: - Bachelor’s Degree and 8+ years experience in SaaS / Enterprise Software Sales - 5+ years in territory w/network of CISO & security contacts in F500 type accounts - Demonstrated operational excellence in analytical thinking, process development and improvement, problem solving, communication, delegation and planning - Ethical - Excellent verbal and written communication skills - Strong attention to detail with the ability to prioritize and multi-task

Thumbtack helps millions of people confidently care for their homes. Thumbtack is the one app you need to take care of and improve your home — from personalized guidance to AI tools and a best-in-class hiring experience. Every day in every county of the U.S., people turn to Thumbtack to complete urgent repairs, seasonal maintenance and bigger improvements. We help homeowners know which projects to do, when to do them and who to hire from our growing community of 300,000 local service businesses. If making an impact inspires you, join us. Imagine what we’ll build together. About the Sales Team The Sales team directly impacts the growth of the company by acquiring high quality + high capacity new professionals who will provide an amazing experience for our customers. Our sales approach drives product comprehension, pro retention, and generates a much higher ROI for the pro vs. pros who self-serve signup. We are a growing sales organization, currently looking for highly motivated leaders who want to be a part of scaling our Sales org. About the role Account Executives will directly impact the company's overall growth by finding new pros, surfacing learnings from sales conversations, testing new data sources and sales processes, improving the quality and quantity of pros on Thumbtack, and driving revenue for the company. What you’ll do - Responsible for driving revenue by obtaining quota by creating and managing your pipeline. - Maintain accurate and current notes and records for all accounts in Salesforce. - Achieving 100% of your assigned monthly quota while creating and cultivating a future sales pipeline. - Help key stakeholders gain insight into their market, customers, and competitors which will allow them to make quicker and better data-driven decisions. - Become an expert in the Thumbtack product and clearly articulate why every business professional needs the product as part of their business plan. In order to be successful, you must bring - You understand that your highest priority is closing sales & driving revenue; history of carrying a quota - Have a collaborative attitude to share techniques and success with the team - Experience in high-call volume sales - Must have 2+ years of sales experience - Prospecting and Pipeline Management experience Thumbtack is a virtual-first company, meaning you can live and work from any one of our approved locations across the United States, the Ontario region of Canada or the Philippines.* Learn more about our virtual-first working model here. #LI-Remote Thumbtack embraces diversity. We are proud to be an equal opportunity workplace and do not discriminate on the basis of sex, race, color, age, pregnancy, sexual orientation, gender identity or expression, religion, national origin, ancestry, citizenship, marital status, military or veteran status, genetic information, disability status, or any other characteristic protected by federal, provincial, state, or local law. We also will consider for employment qualified applicants with arrest and conviction records, consistent with applicable law. Thumbtack is committed to working with and providing reasonable accommodation to individuals with disabilities. If you would like to request a reasonable accommodation for a medical condition or disability during any part of the application process, please contact: recruitingops@thumbtack.com. If you are a California resident, please review information regarding your rights under California privacy laws contained in Thumbtack’s Privacy policy available at https://www.thumbtack.com/privacy/. We put as much craftsmanship into candidate safety as we do into the hiring experience itself. While scammers may try to impersonate our team, we’ll never ask you for money, banking info, or SSNs during hiring. Check out our blueprint on how to spot the fakes.

• Generate revenue from license sales, service sales, and maintenance services • Work within an assigned multi-state territory of mid-market companies ($150M - $2B) • Steer the execution of the sales cycle • Identify and manage various indirect sales channels • Sell directly to executive-level decision-makers • Utilize business partners to supplement offerings and provide implementation services