Role Description The Institutional Account Manager is responsible for driving revenue growth within an assigned territory. This role focuses on sourcing new subscription sales, securing renewals, and expanding existing accounts. - Drive revenue growth within an assigned territory by meeting or exceeding subscription sales targets and maintaining strong renewal and retention rates. - Identify, source, and develop new subscription sales opportunities while maintaining an active and robust pipeline of prospective institutional clients. - Manage and renew existing accounts to sustain and grow revenue, ensuring high levels of client satisfaction and retention. - Identify and execute opportunities to upsell additional products, services, and enhanced subscription offerings to existing clients. - Negotiate, secure, read and publish agreements, including open access and bundled deals, aligned with organizational goals. - Conduct virtual presentations and product demonstrations to prospective and existing clients. - Build and maintain strong relationships with key stakeholders, including librarians, researchers, and institutional administrators. - Collaborate cross-functionally with internal teams, including Marketing, Editorial, and customer service, to support client needs and maximize account growth. - Track, analyze, and report on sales activities, territory performance, and market trends, ensuring accurate and timely reporting. - Extract, manage, and analyze large datasets from multiple sources, translating insights into actionable recommendations to support decision-making. - Contribute to additional projects and initiatives as required to support the broader Strategy & Growth team. Qualifications - Bachelor’s degree with a minimum of 2 years of sales experience, or an equivalent combination of education and experience. - Experience selling into post-secondary institutions, with a strong preference for working with libraries and librarians. - Strong digital aptitude with the ability to proactively identify and solve problems. - Demonstrated ability to thrive in a dynamic, complex environment. - Proven ability to work both independently and collaboratively within a team setting. - Creative, solution-oriented mindset with the ability to think critically and approach challenges in innovative ways. - Excellent presentation, communication, and time management skills. Benefits - Fully remote work (within Canada) with a flexible work environment. - Employer-sponsored health benefits and generous leave allowance. - Ongoing learning and development opportunities. - A small team where your work makes a real impact.

• Own renewals and expansion across your portfolio • Drive Net Revenue Retention (NRR) and identify growth opportunities • Serve as the primary point of contact and trusted advisor • Lead regular check-ins and business reviews • Align customer goals with NinjaCat capabilities • Proactively identify risks and coordinate resolution • Partner with Solutions Engineers, Product, and Support to deliver outcomes

• Demonstrate the ability to manage and guide the target account through a noticeable increase in demand generated on Sapphire systems. • Demonstrate the ability for the target account to view you as their go-to Velo technical engineer for current and future programs and applications. • Work in a fast-paced, growing company to lead target accounts into manufacturing production using Velo3D’s end-to-end manufacturing solution. • Take ownership of target accounts through education and project/program management of all aspects for critical programs and applications from the early design phase and then from the prototype phase into full-scale production. • Ability to leverage previous experiences in design and manufacturing engineering to help target accounts visualize a manufacturing path forward to the final desired production manufacturing plan. • Design, modify, and analyze complex geometries in CAD and use Velo’s print preparation software to obtain estimated print times and costing quotes to present to target accounts. • Advanced problem solving and conflict resolution of complex and multi-entity situations, including but not limited to internal engineering teams, external engineering/manufacturing teams, and external customers/Contract Manufacturers (CMs) operating a Velo Sapphire. • Ability to document statement of work and customer acceptance criteria to communicate externally and internally. • Educate customers on known Velo3D part design allowables, including understanding physical and economic implications that could present themselves with printing vs. incumbent mfg. process. • Consult customers on potential design optimization and challenges for desired part geometries and effectively communicate this both visually and verbally. • Work with Applications Engineering on parts and applications that are not part of the current design allowables by effectively communicating the problem statement. • Work closely and effectively with teams across multiple departments on technical projects. • Maintain strong organizational skills concerning documentation, software analysis, and project management.

• Identify, generate, qualify, and close new business for customers and prospects in a defined territory. • Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business). • Develop new and existing accounts within defined territory. • Establish and deliver a sales strategy which outlines a roadmap to quota attainment • Sales forecasting, lead generation, prospecting, and strategic relationship development • Upsell ‘New Product’ to existing customers. • Work with assigned Account Executive – Enterprise Assist’s to intelligently cover and proactively hunt for Add-on opportunities within territory. • Maintain whitespace for all focus customers. • Partner closely with Vice President, SE’s, PM’s and wider POD to deliver strategic goals • Align with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible • Align with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts) • Attend corporate trade shows and events • Maintain sales pipeline activity in Salesforce • Schedule and conduct product demonstrations and detailed presentations to prospects, customers and partners • Lead RFP responses for your accounts