• Identify prospective partners in your territory and build meaningful and durable revenue-generating relationships with a diverse group of prospective clients, from elected officials to private-sector business leaders. Lead execution and strategy for full-cycle Sales efforts across your territory, working to make transit better for your community, and your region’s communities. • Strategically navigate your market’s unique buying landscape using research strong analytical skills to build compelling, data-driven business cases for our platform and demonstrate our value proposition across a range of verticals. • Be a thought partner to prospective clients by educating and consulting with them to develop regional transit plans and find funding mechanisms within your market. • Champion our mission and technology as the “face of Via” by leading local marketing campaigns, speaking at conferences, and providing consistent thought leadership in the mobility space.

• Manage the entire Sales Cycle in the assigned territory - Opportunity creation to close • Research and analyze target accounts to identify key decision-makers and influencers • Prospect, develop and close a rolling pipeline of opportunities • Identify and develop upsell and cross-sell opportunities, expanding relationships within existing accounts • Continuously refine and improve sales strategies and processes for greater efficiency and effectiveness • Work closely with the account team, including Account Executives, Customer Success Managers, and Business Development Representatives, to ensure seamless execution of goals • Prepare and deliver sales projections/forecasts to management • Conduct impactful sales meetings with key accounts to showcase value, address challenges, and secure commitments

Role Description The Account Executive (AE) role in Zyte is considered a business critical position. It’s this cohort of the sales organisation that drives new business acquisition and top-line revenue growth. The Sales team is highly target oriented, tasked with achieving monthly and quarterly booking, while also strategically driving growth in areas dictated by strategic business needs. In your role, you will be primarily responsible for winning business in net new accounts. You will create opportunities through outbound campaigns focused on strategic targets. This isn’t about waiting for leads to land in your lap—it’s about aggressive, strategic territory conquest. Your aim will be to understand the customer's business goals and needs and meet target expectations by offering Zyte products that are qualified as ‘best fit’ given your expert product knowledge. Key Responsibilities - Possess significant experience in outbound sales with complex Enterprise level organisations. - Build your pipeline by finding entry points into the most strategic accounts and deliver strong tailored value propositions. - Generate appointments by means of email, phone, social media, and networking to qualify and market Zyte solutions to potential customers. - Proactively contact strategically important prospects to create opportunities and win business. - Use strong selling and influencing skills to gain customer commitment, progress opportunities, and close deals. - Have experience dealing with complex architecture and deep POCs. - Have a polished sales methodology, ideally with knowledge of Command of the message and MEDDPICC. - Log, track and maintain customer contact records and generally update the CRM system to a very high standard. - Physically attend customer meetings and conferences where required. - Have a mindset of owning your territory and business. Qualifications - 5+ years of experience in an outbound sales role in the Enterprise space. - Demonstrated ability to meet and/or exceed determined sales and activity quotas. - Energy, enthusiasm, and the ability to work under pressure to meet deadlines and demanding targets. - Strong deal closing and negotiation skills. - Ability to work effectively in a team environment and collaborate. - High level of analytical and organisational skills and excellent attention to detail. - Understanding of data harvesting / web crawling is a plus - but not required. - Previous experience working in a SaaS / PaaS Account Management or Sales position, specifically selling to Enterprise accounts. - Excellent communication and interpersonal skills. - Exceptional discovery skills and ability to tailor strong value propositions. - Creativity, and initiative combined with commercial awareness. Benefits - Become part of a self-motivated, progressive, multi-cultural team. - Have the freedom & flexibility to work remotely. - Get the chance to work with cutting-edge open source technologies and tools.

• Own and grow strategic relationships - Build, expand, and deepen relationships with key enterprise clients. Drive new business, renewals, and multi-year expansion opportunities across your portfolio. • Lead consultative enterprise sales cycles - Own complex, multi-stakeholder deals across large financial institutions, often spanning regions, business lines, and senior decision-makers. • Set account strategy and drive execution - Develop and execute thoughtful, multi-year account plans aligned to client priorities and Addepar’s broader GTM strategy. • Operate as a cross-functional leader - Work closely with Sales Engineering, Client Success, Services, and Partnerships to deliver a coordinated, “one team” experience—minimizing friction and maximizing client impact. • Engage at the executive level - Build trusted relationships with C-level stakeholders within client organizations and partner with Addepar’s leadership team when appropriate to advance strategic opportunities. • Contribute to how we go to market - Bring perspective from your experience and from the field—sharing best practices, shaping engagement models, and helping evolve how we serve enterprise clients. • Maintain strong pipeline and forecasting discipline - Ensure timely, accurate pipeline management and forecasting to support internal alignment and planning.