• Monitor/analyze sales performance of 4-8 sellers and take accountability for driving improvements in sales/revenue, sales productivity, and sales quality • Develop short and long-term strategies to enhance performance including technology needs, workflow design, commissions/bonuses, contests, leadership development, training needs, and quality programs • Coach and provide career development guidance to teams through performance management metrics and evaluations • Support and assist the scoping and selling functions of the team • Ensure and promote a team-based environment which delivers best-in-class customer care experiences • Deliver regular reports of KPIs to DVP • Review and approve all client contracts prior to delivery • Address performance issues and provide ongoing and corrective feedback in a timely and constructive manner

Role Description Cellebrite is seeking an experienced Enterprise Sales Leader to lead and develop a team of Account Executives selling digital intelligence hardware, software, SaaS, and AI-driven solutions to State and Local government agencies across the Western Region. This role is responsible for driving regional revenue performance, building and executing strategic sales plans, and developing a high-performing team. - Lead, coach, and develop a team of six Account Executives to meet and exceed revenue targets - Own regional forecast and pipeline health, driving accuracy and disciplined deal execution - Develop and execute strategic territory and account plans - Drive new business acquisition and expansion within State and Local accounts - Establish and maintain executive-level relationships across key agencies and partners - Lead complex, multi-threaded sales cycles - Partner with internal stakeholders to win strategic deals - Drive partner and reseller engagement - Conduct pipeline reviews and coaching sessions - Represent Cellebrite at industry events - Provide feedback on market needs and product innovation - Travel 40% + Qualifications - Bachelor’s Degree or equivalent experience - 10+ years of enterprise technology sales experience; 5+ years leading sales teams - Proven track record of exceeding team quotas - Experience selling hardware, software, SaaS, and/or AI solutions - Strong understanding of State and Local procurement processes - Ability to recruit and develop top talent - Experience managing complex enterprise deals - Strong executive presence - Proficiency with Salesforce Requirements - Strong leadership and accountability - Strategic and execution-oriented mindset - Results-driven with high urgency - Collaborative leadership style - Excellent communication skills - High integrity and professionalism

Role Description What you get to do in this role: - Accountable leader with a strong Sales background to build and lead a global team of professional Account Executives and grow the business. - Develop and execute plans or build and drive new revenue streams through Service Providers (SP) globally. - Enable team to develop and execute joint pursuit plans with the SP Account Executives & SP Specialist and aligned global ACE Solutions consultants to create new sources of “Client 0” revenue growth via two primary sales motions (Sell to IT & Design In for the next gen IP based managed services) with and through a Service Provider delivery model. - Create and develop a joint pursuit framework for Enterprise Account Executives to develop SP enabled strategies for their ‘Enterprise Segment’ clients to pursue new markets and new sources of innovation, thought leadership and revenue growth in conjunction with the ACE Global SC leader, Global SP Product leader, ACE Global SP Program leader. - Attract, recruit, develop and retain top Service Provider Sales and Service Provider Sales Specialist talent. - Develop comprehensive joint go-to-market plans and manage all aspects of executive alignment, business planning, execution and metrics-driven governance. - Reporting to the Area Vice President, Global Alliances & Channel Ecosystem (ACE), this individual will partner closely with the Global Service Provider Program leader and Service Provider Product Management leader which is a strategic component of the ACE operating model and extended staff members to cross functionally align, operationalize and localize the ACE global operating model principles, initiatives and programs within the three regions leveraging the following three global-geo op model tenets: Partner Segmentation/Coverage, GTM Alignment & Governance, as well as a consistent & predictable Joint GTM Engagement approach. Qualifications - Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. - The ideal candidate will have 15 plus years of prior global alliances and channel sales including business development executive leadership experience in Enterprise Software and/or Cloud Services (including Enterprise SaaS) driving partner revenue & accelerated growth with & through SI-SP partners in collaboration with an enterprise sales force. - Established executive level relationships within the Service Provider community and with key Strategic Technology Partners. - Proven skills building Go-to-market plans for channel and partner organizations. - Strong executive presence & track record of consistent quota attainment & over achievement. - Successful development and drive of C-suite relationship engagement and management. - Preference for successful industry experience working with the strategic systems integrators and service providers that utilize Software/SaaS embedded in their Service Offerings. - Must be a team player that is goal-oriented and confident, with aptitude and desire to build high-performing teams. - This individual must demonstrate an ability to get things done, build consensus and resolve conflict in a highly collaborative manner. - Knowledge of System Integrators, Resellers, Channel Sales, Independent Software Vendors is a must. - Ability to engage directly in the sales cycle on joint ‘must win’ pursuits/opportunities, as well as facilitate joint engagement as and when necessary. - Diligent at measuring and communicating progress to achieve targeted business results, identifying obstacles and associated remediation plans. - The successful candidate will be adaptable and flexible, able to work and thrive in a highly dynamic environment. - Past experience and relationships with major SI’s, ISV’s, Managed Service Providers, Value Added Resellers and experience with leading software, Cloud & SaaS organizations required. Company Description It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

• Own the full sales cycle across Labor & Trust, and SLED segments—from pipeline generation through contract execution • Develop and execute a territory strategy that targets: • Taft-Hartley funds and union-sponsored benefit plans • State and local government agencies • Public education systems (K-12 and higher ed) • Partner cross-functionally with BDRs, Strategic Alliances, proposal ops, channel partners, and public sector contracting teams to source and close opportunities • Build direct relationships with trustees, benefits administrators, union leadership, HR leaders, and public sector procurement officials • Navigate complex, multi-stakeholder sales cycles, including RFPs, RFIs, and public procurement processes • Lead consultative sales engagements, aligning Spring Health’s solutions to clinical, financial, and population health outcomes • Deliver executive-level presentations, demos, and ROI analyses tailored to: • Union member populations • Government workforce needs • Budgetary and compliance constraints • Develop business cases and pricing structures aligned with: • Trust governance models • Public sector budgeting cycles • Grant or appropriated funding mechanisms • Represent Spring Health at labor conferences, public sector events, and industry forums • Provide market feedback to Product, Marketing, and Customer Success to refine our Labor & Public Sector go-to-market strategy