• Identifying, qualifying, and closing new business within a defined territory. • Managing the end-to-end sales cycle, from prospecting to contract negotiation. • Working closely with solution engineers and marketing teams to demonstrate New Relic’s value. • Proactively prospecting into a list of target enterprise accounts. • Managing a disciplined sales process to meet and exceed quotas. • Mapping New Relic’s capabilities to the business objectives of enterprise customers. • Maintaining high levels of 'sales hygiene' by forecasting deals and documenting activity within Salesforce. • Partnering with Sales Engineers, SDRs, and Customer Success for a seamless experience.

Role Description We are seeking an experienced and strategic Account Executive to join our team. This is a VP level position. - Develop and grow a portfolio of accounts across the assigned channel and company. - Deep, established relationships and extensive experience working directly with clients across all facets of research. - In-depth understanding of Sago products and services and how to customize these products for different customer business segments through a deep understanding of customer needs and requirements. - Manage an existing portfolio of clients with revenues in excess of 5MM+ and maintain profitability expectations. - Identify and build strong relationships with influencers/decision makers within end client organizations to develop new business. - Develop annual sales plan to produce aggressive year-over-year growth and effectively manage profit/pricing expectations. - Utilize knowledge of accounts and existing data to analyze and forecast account performance. - Achieve and/or exceed quarterly revenue, and profit targets and lead indicator performance metrics. - Identify new sales opportunities and drive revenue by acquiring new clients, expanding into new departments within existing accounts and/or reviving lapsed customers. - Develop insightful proposals and deliver strategic sales communications; consult with clients on sample design and business issues. - Provide superior customer service by working with internal teams to execute project specifications and deliver quality results to clients; resolving sales or delivery issues; managing bid requests by working with the bid team to delegate and provide clear instructions on bidding and ensuring proper and timely delivery of bid to client. - Work closely with Sales leadership to ensure all account strategy is aligned with company goals and objectives. - Provide client feedback and industry input to improve current products and innovative client tools/products. - Deliver results that produce high levels of client satisfaction and loyalty. Qualifications - 5+ years working as an Account Executive. - Strong interpersonal and communication skills to engage with clients and internal teams. - Ability to identify customer needs and recommend appropriate solutions. - Excellent negotiation and persuasion skills. - Strategic thinking and problem-solving abilities. - Proficient in analyzing sales data and market trends. Requirements - Bachelor’s degree or equivalent experience required. - Mature level of industry knowledge and expertise with a strong knowledge of qualitative and quantitative data collection methodologies. - Strong knowledge of Microsoft Office. Benefits - Medical, Dental, Vision, 401K.

Title: Key Accounts Executive, Business Development - West - Remote, California, United States of America - Remote, Utah, United States of America - Remote, Arizona, United States of America   Full time This is a pure business development role focused on winning new enterprise distribution agreements within the target health systems in the assigned region. The Key Account Executive is accountable for originating, advancing, and closing large, multi-year committed distribution contracts that expand Thermo Fisher Scientific’s enterprise presence. Success is measured by signed agreements, contracted revenue growth, pipeline strength, and enterprise penetration within targeted health systems. This role requires a strategic hunter who thrives on pursuing complex opportunities, breaking into new executive relationships, and converting high-value prospects into long-term contractual partnerships. The individual must independently drive opportunity creation, lead sophisticated negotiations, and mobilize cross-functional teams to secure profitable, enterprise-level agreements. The position is remote and requires approximately >50% travel.   What will you do? - Own a regional new-business target focused exclusively on securing signed, multi-year committed distribution agreements within target health systems. - Proactively identify, target, and penetrate priority health systems not under committed agreement. - Build and execute aggressive account acquisition strategies that result in measurable contracted revenue growth. - Develop executive-level relationships (C-suite, Supply Chain, Laboratory, Finance, Clinical Leadership) to create enterprise alignment and sponsorship. - Generate, qualify, and maintain a robust, high-value pipeline of enterprise opportunities. - Lead complex negotiations from initial engagement through signed agreement, including pricing strategy, contract structure, and performance commitments. - Develop and defend internal business cases to secure executive approval for strategic pursuits. - Orchestrate cross-divisional resources to deliver compelling financial, operational, and clinical value propositions. - Drive disciplined opportunity management, milestone execution, and forecast accuracy. - Monitor market consolidation, competitive displacement opportunities, and emerging health systems initiatives to proactively create new entry points. - Develops comprehensive strategic account plans and drives disciplined execution in partnership with the local team and the customer to achieve defined business outcomes. - Successfully navigates and delivers results within a complex, matrixed organization, demonstrating strong capability in leading and influencing without direct authority.     Performance Expectations - Achieve annual contracted revenue and margin targets tied to new enterprise agreements. - Deliver a defined number of signed multi-year distribution contracts annually. - Maintain a healthy, forward-looking pipeline (3–5x quota coverage). - Increase enterprise penetration within assigned target health systems year over year. - Shorten sales cycle timelines through proactive stakeholder alignment and deal control.     How will you get here? Education & Experience - Bachelor’s degree required; MBA or advanced degree preferred. - 7+ years of progressive commercial experience with at least 5 years in enterprise business development, strategic accounts, or complex healthcare sales. - 2+ Years of leadership experience is a plus - Demonstrated success closing large, multi-million-dollar, multi-year agreements within IDNs or corporate healthcare systems. - Proven “hunter” track record — evidence of breaking into new accounts and converting them into contracted customers. - Strong history of meeting or exceeding aggressive revenue and contract acquisition targets. - Experience within diagnostics, clinical laboratory, healthcare distribution, or related industry strongly preferred. - Experience operating effectively within a matrixed, enterprise organization.   Knowledge, Skills & Competencies - Enterprise account penetration strategy expertise. - Advanced negotiation and deal structuring capabilities. - Strong financial acumen (ROI modeling, margin analysis, long-term contract economics). - Ability to navigate complex IDN decision-making hierarchies. - Executive presence and persuasive communication skills. - High resilience, urgency, and competitive drive. - Self-starter mentality with disciplined pipeline management. - Proficient in Microsoft Office Suite (Excel, PowerPoint, Word), PBI and SFDC   Compensation and Benefits The salary range estimated for this position based in California is $143,900.00–$196,300.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes: - A choice of national medical and dental plans, and a national vision plan, including health incentive programs - Employee assistance and family support programs, including commuter benefits and tuition reimbursement - At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy - Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan - Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

Role Description Independent Sales Representative – Public Safety AI Radio (Commission Only, Travel Paid) We are looking for a driven, self-starting Independent Sales Representative to take Mermaid AI directly into the field—meeting with firehouses, police departments, and decision-makers to demonstrate and sell our technology. This is not a desk job. This is a boots-on-the-ground, relationship-driven role where you will be in front of real users, solving real problems. If you’re someone who thrives on independence, believes in what you’re selling, and wants uncapped income potential—this role is built for you. What You’ll Be Doing: - Visit firehouses, police departments, and public safety facilities to introduce Mermaid AI - Conduct live, in-person demonstrations of our AI-powered radio solution - Build relationships with chiefs, officers, and municipal decision-makers - Identify opportunities and move deals through the full sales cycle - Attend regional events, trainings, and industry meetups - Act as the face of Mermaid AI in your territory - Provide real-world feedback to help shape product evolution Qualifications - A self-motivated closer who doesn’t need a base salary to perform - Comfortable walking into a firehouse or police department and starting a conversation - Strong communicator who can translate technical innovation into real-world value - Organized and disciplined in managing your own pipeline - Excited about selling a new category of AI technology Requirements - Background in public safety (firefighter, police, EMS) - Experience in radio communications, RF, or telecom - Experience in government/municipal sales - Experience with in-person, field-based sales - Familiarity with how public agencies evaluate and purchase equipment Benefits - Highly generous commission structure (uncapped earnings) - All travel expenses fully covered (transportation, hotels, meals) - Early-stage opportunity with significant upside - Sell a product with a clear, compelling value proposition