• Report directly to the Vice President of Sales & Marketing • Develop and execute strategies to grow MD&A’s sales footprint in the region, aiming to achieve predetermined sales and orders • Identify, develop, and close business opportunities within the Industrial, Gas, and Steam Turbine/Generator market. • Build and maintain strong client relationships, ensuring a deep understanding of customer needs and organizational challenges. • Provide technical expertise and solutions to customers, driving business growth and maximizing MD&A’s market penetration. • Collaborate with internal teams and divisions to optimize cross-selling opportunities and enhance overall corporate performance. • Prepare and present annual territory plans, quarterly progress reports, and sales forecasts. • Submit weekly sales call reports, updates, and opportunity tracking. • Frequent travel within Latin America: Caribbean Basin, Mexico, Central and South America, approximately 50-75% of the time.

Role Description Versori is looking for an exceptional Head of Sales to build and lead the USA commercial function from the ground up. This is a rare opportunity to join a fast-moving integration platform company at an inflection point, with a proven product, a live commercial base already contracted by the UK team, and an active partnership with one of the most significant tax compliance technology companies in the world. You will be the first senior commercial hire in the USA. You will design the sales playbook, hire and ramp the team, set the commercial standards and be personally accountable for the USA GTM revenue target. You will also be Versori's most senior commercial face in the Avalara partnership, working directly with the Avalara Partnerships and Alliances team to drive both the partner GTM and BD streams. This is a fully remote role, with candidates required to be based in or aligned to the East Coast time zone. Responsibilities - Owning the USA commercial strategy and the direct GTM revenue target for 2026 - Hiring, onboarding and managing the full USA commercial team: 2 Account Executives, 1 Account Manager, 1 Sales Engineer, 1 SDR and 1 Partnerships Lead - Building Versori's USA sales playbook: ICP targeting, messaging, discovery framework, objection handling and deal progression criteria - Setting individual targets for each team member and managing performance against those targets on a weekly basis - Acting as the senior commercial relationship owner for the Avalara partnership, working directly with the Avalara Partnerships and Alliances team - Running the weekly pipeline review, forecasting accurately to the CEO and maintaining CRM hygiene standards across the team - Personally closing strategic deals, particularly in the first two quarters whilst the team is ramping - Collaborating with the UK commercial team to ensure consistent commercial standards across geographies - Feeding market intelligence and customer feedback into the product roadmap through structured quarterly sessions with the product team Qualifications - 10+ years of B2B SaaS sales experience, with at least 3 years in a sales leadership role - Proven track record of building and scaling a SaaS sales team from early stage to significant ARR - Deep experience selling integration, middleware, API platform or workflow automation products to technical and commercial buyers - Strong understanding of the mid-market technology buyer: IT Directors, CTOs and Heads of Engineering at companies with $20M to $500M in revenue - Experience with partnership-led or channel sales motions in addition to direct outbound - Outstanding pipeline discipline, forecast accuracy and CRM rigour - A player-coach mentality: willing to close deals personally whilst building a team around you - Experience working with or alongside a major technology partner programme is a significant advantage - Existing network in retail technology, ERP or supply chain software is highly desirable Benefits - Total Rewards: In addition to a great compensation package, paid time off, and paid parental leave, many Avalara employees are eligible for bonuses. - Health & Wellness: Benefits vary by location but generally include private medical, life, and disability insurance. - Inclusive culture and diversity: Avalara strongly supports diversity, equity, and inclusion, and is committed to integrating them into our business practices and our organizational culture. Company Description We’re defining the relationship between tax and tech. We’ve already built an industry-leading cloud compliance platform, processing over 54 billion customer API calls and over 6.6 million tax returns a year. Our growth is real - we're a billion dollar business - and we’re not slowing down until we’ve achieved our mission - to be part of every transaction in the world. We’re bright, innovative, and disruptive, like the orange we love to wear. It captures our quirky spirit and optimistic mindset. It shows off the culture we’ve designed, that empowers our people to win. We’ve been different from day one. Join us, and your career will be too. We’re An Equal Opportunity Employer. Supporting diversity and inclusion is a cornerstone of our company — we don’t want people to fit into our culture, but to enrich it.

• Work closely with current accounts, seek and capture new customers • Act as a consultant to help customers successfully buy and sell products using the bidadoo platform and suite of services • Collaboratively source new business opportunities for weekly auctions and marketplace • Create and execute an ongoing strategic plan and process to effectively develop and manage your assigned territory driving growth and profitability • Build relationships with key decision makers and influencers • Generate leads for buyers and sellers and fill your area's funnel

Role Description We seek candidates with experience in collision repair and diagnostic calibrations who are able to identify and close business with new customers and upsell into our existing accounts. Successful hires will drive new business through: - Sharing new ideas and perspectives with the customers during the sales interaction - Aligning our customer’s business priorities with Mitchell’s capabilities - Educating our customers on industry trends and best practices - Understanding the customer’s unique decision making process - Influencing decision-makers towards a favorable outcome Position Responsibilities: - Develop and execute a business/territory plan to maximize opportunities to achieve sales targets and key objectives. - Provide regular forecasts for his/her assigned territory. - Negotiate and close new business. - Present a meaningful ROI to the customer by understanding of the customer’s priorities, competitors, industry trends and positioning Mitchell’s solutions and capabilities to them. - Provide consultative services, conduct demonstration test drives and keep customers informed of new releases. - Track the progress and status of your customers on an on-going basis to ensure customer satisfaction and assure that committed schedules are met. Qualifications - Proven results in meeting and exceeding sales targets/quotas sales or ranking in top 10% of sales organization. - Familiarity with collision repair and/or diagnostic collaboration. - Ability to reframe and challenge the way customers view their businesses. - Skill in driving two-way communication. - Comfort level in applying pressure to the customer and preempting stakeholder objectives. - Ability to link the value of product/solution being sold to the customer’s business priorities. - Use of structured process for identifying key decision-makers and their top priorities. - Comfort level in discussing pricing. - Skilled presenter and negotiator. - Proficiency in Microsoft Suite required; preferred experience in SalesForce. - Willing to travel up to 75% of the time. Benefits - Medical, Dental, Vision, Health Savings Accounts / Flexible Spending Accounts - Life and AD&D Insurance - 401(k) - Tuition Reimbursement - An array of resources that encourage a lifetime of healthier living - Compensation ranges from $50,000 - $70,000 annually, based on skills, experience, and education.