About Workato Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility. Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com. Why join us? Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. If this sounds right up your alley, please submit an application. We look forward to getting to know you! Also, feel free to check out why: - Business Insider named us an “enterprise startup to bet your career on” - Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world - Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America - Quartz ranked us the #1 best company for remote workers Responsibilities We are seeking an experienced Commercial Sales Manager to scale our UKI region and sales team to the next level. A talented group is in place, and UKI is a key focus market as we expand globally. This is a fantastic opportunity to take a successful business and platform and make a significant impact. You will also be responsible to: - Leading a regional team of Commercial Account Executives who manage customer relationships from prospecting, qualification, closing, to post-sales growth. - Owning the Go-to-market vision, strategy, and execution in the UKI region. - Supporting business opportunities on the customer side, while actively engaging with key partners in the UKI market to create alignment and drive Workato’s focus. - Overseeing the daily activities and performance of individual Account Executives. - Building and strengthening your team through effective recruiting, hiring, and development strategies. - Iterating upon the sales cycle for Account Executives, including coaching the sales team and sharing best practices across the organisation. - Fostering a culture of continuous improvement and role-based learning. Requirements Qualifications / Experience / Technical Skills - Proven track record of scaling a software business in the UKI market, including sales and people management, ideally within the integration, middleware, automation, or enterprise software space. - Minimum of 3 years experience managing a high performing team and 5+ years experience as an individual contributor - Demonstrated success in consistently meeting or exceeding country/region quotas. - Passion for mentoring Account Executives and supporting their career growth. Soft Skills / Personal Characteristics - An enthusiastic team player who thrives in a high-growth environment. (REQ ID: 2430)

• Managing the full sales cycle with financial institutions, from lead generation and prospecting to contract negotiation and deal closure. • Leading discovery conversations with key stakeholders - including C-suite executives and internal Solution Architects - to surface client needs and compellingly articulate OpenZeppelin's value proposition. • Applying a consultative, solution-selling approach to diagnose complex institutional challenges and map them to tailored OpenZeppelin security offerings that demonstrate clear business value. • Driving revenue growth in the region by consistently meeting and exceeding your sales targets. • Identifying strategic partnerships in your region to generate qualified leads and accelerate deal velocity, then handing off to our Partnerships team at the right moment. • Staying ahead of rapidly evolving market trends and competitive dynamics to proactively shape outreach and positioning. • Representing OpenZeppelin at key European and global industry events, conferences, and trade shows to build relationships and uncover new business opportunities. • Maintaining accurate pipeline forecasts, tracking performance metrics, and continuously refining your sales approach using data-driven insights.

Role Description As a Sales Director at OpenText, you will have the opportunity to manage all aspects of your region’s business. This includes strategic planning and the execution of plans to meet or exceed assigned sales objectives and quotas. As a seasoned sales professional, you know how to engage, motivate, and develop a team of high-performing Account Executives and will be spending the majority of your work time coaching and developing your team to enable their success. Qualifications - Bachelor’s Degree and significant enterprise software sales experience with prior sales leadership experience, ideally experience working in the eDiscovery and/or legal technology space. - A deep knowledge of the Enterprise Information Management market, its competitors, partners, and related industries. - A proven ability to meet or exceed regional sales targets. - A passion for leading a team and a demonstrated ability to drive results through others. - Strong business acumen and an ability to manage strategic plans with partner and company executives. - Ability to analyze complex situations and employ creative and effective decision-making to solve problems/achieve results. - Knowledge of accounts and connections within key accounts within the region is considered an asset. - A willingness to travel within assigned territory. Requirements - Growing customer satisfaction across the assigned region by providing exemplary service and support. - Leading and directing a team of sales professionals who are able to meet and exceed quarterly and annual sales quota targets. - Develop, implement, and measure regional sales strategies and plans complete with accurate forecasts. - Assisting in sales efforts, legal contracting, and in resolving customer issues. - Attracting, engaging, and retaining a team of high-performing Account Executives. - Training, developing, and directing reports in product knowledge, time and territory management, and competitive knowledge. - Providing ongoing feedback and coaching and host regularly scheduled performance reviews. - Participating in various headquarter/regional planning and training activities. Company Description OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. OpenText enables the digital world as the world leader in Enterprise Information Management, both on premises or in the cloud. We embrace all things digital and are committed to being the Best Place to Work for our employees in over 140 locations around the world.

POSITION SUMMARY  Who We Are: NOBLE supports the Nation’s readiness with a team strategically located worldwide, 150+ contract vehicles, and millions of products.  NOBLE offers best-in-class products, solutions, services, and logistics capabilities in the Defense and Government Services industry. The Sales Representative, Lower West Coast - Air Force , will have the unique opportunity to build customer relationships by providing innovative solutions, mission-focused products, and procurement channels to eliminate our customers’ daily challenges. The Sales Representative is responsible for identifying, establishing, and maintaining sales opportunities including account management and end-user relationships with assigned agencies and departments. This individual is responsible for developing and implementing a sales plan as well as a geographic strategy with direct input from the Director of Sales. This position is responsible for interacting with customers daily both through in-person visits as well as through other communication methods, primarily fulfilling their requirements through order creation, providing price estimates, product specifications and demonstrations, and general customer questions. This individual must possess the ability to multi-task and use professional time management skills to complete all tasks on or before schedule. The Sales Representative must present a professional appearance, demeanor, and positive, can-do attitude. TERRITORY FOCUS Beale, Travis, Vandenberg, Edwards, Los Angeles, Creech, Nellis, ANG & Reserves MISSION AND CUSTOMER EMPHASIS Special operations mission support, rapid acquisition, Special Operations Forces units. ESSENTIAL FUNCTIONS Reasonable Accommodations Statement To perform this job successfully, an individual must be able to perform the essential duties outlined below. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform these essential functions. Essential Functions Statements ●        Exceed assigned revenue and profit goals quarterly and against an annual goal. ●        Establish relationships with customers, and vendors while creating opportunities in assigned region(s) as well as new markets when required. ●        Manage and report out a weekly pipeline of sales opportunities, quotes, and orders. ●        Develop requirements with customers for future bids and contract quotations for equipment and services provided by the company. ●        Travel to client locations and attend symposiums, conferences, trade shows and exhibitions, and conduct vendor ride-alongs, to cultivate sales opportunities. ●        Actively develop competitive and customer intelligence: Communicate market intelligence, opportunities, and threats to the company. ●        Provide price quotations and establish proper credit or contract terms, warranties, and delivery dates. ●        Learn and utilize internal CRM and ERP systems for processing quotes and orders. ●        Assist Inside Sales in data entry with generating quotes for customers, as well as work on identifying optimal and available funding opportunities. ●        Recommend products to customers, based on customers' needs and interests. ●        Perform administrative duties, such as preparing reports, keeping sales records, and filing expense account reports according to corporate deadlines. ●        Collaborate with potential customer professionals in product development, improvements, modifications, or changes that could enhance its overall performance. ●        Accurately process quotes that have been received either in writing, electronically, or by phone. ●        Develop a marketing strategy to create sales leads for new contacts within the existing region. ●        Implement an inside/outside team approach for sales, territory/customer strategy, vendor relations, and dealer of record. Additional Duties ●        Interface and effectively communicate with the management team, staff, customers, sub-contractors, vendors, business partners, and suppliers. ●        Take ownership and responsibility for all aspects of the customer sales process. ●        Maintain and update a Google calendar consisting of client calls, travel, and working sales pipeline. POSITION QUALIFICATIONS  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  ●        Established understanding of Government Sales and Federal Contracting. ●        Experience working with Department of Defense, Military, Federal Agencies, and Law Enforcement. ●        Ability to complete work within given deadlines with little supervision. ●        Ability to carry out skillful negotiations. ●        Strong communication skills. ●        Must possess a valid driver’s license. ●        Ability to obtain security clearance, if required. EDUCATION AND EXPERIENCE ●     Bachelor's Degree and three years of sales experience; or 5 years of industry experience instead of education. COMPUTER SKILLS  ●        Microsoft Office Suite. ●        Google Office Suite. ●        Salesforce. ●        Proficient in internet searching. ●        NetSuite or familiarity with an ERP system a plus. PHYSICAL DEMANDS   The physical demands described here are representative of those that must be met by an employee to perform the essential functions of this job successfully. ●        Typical office environment. WORK ENVIRONMENT The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  ●        Required to meet with customers in various environments, with a personal at-home office for administrative duties Equal Opportunity Statement: Noble provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, amnesty, status as a covered veteran, or any other protected category in accordance with applicable federal, state, and local laws. Noble complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. https://www.dol.gov/ofccp/regs/compliance/posters/pdf/eeopost.pdf https://www.dol.gov/whd/regs/compliance/posters/fmlaen.pdf https://www.dol.gov/whd/regs/compliance/posters/eppac.pdf The Company has reviewed this job description to ensure that essential functions and basic duties have been included. It is intended to provide guidelines for job expectations and the employee's ability to perform the position described. It is not intended to be construed as an exhaustive list of all functions, responsibilities, skills and abilities. Additional functions and requirements may be assigned by supervisors as deemed appropriate. This document does not represent a contract of employment, and the Company reserves the right to change this job description and/or assign tasks for the employee to perform, as the Company may deem appropriate.