Role Description Use your problem-solving abilities and customer focus to evangelize the code quality management philosophy embraced by over 400,000 organizations. Utilize your proven sales skills to highlight product value, drive adoptions, and significantly expand our customer base. Engage with developers, decision-makers, and procurement in diverse industries and company sizes. Seize this opportunity to directly influence the direction and processes of our Sales Team and organization as we grow. This is your chance to drive sales success and impact our upward trajectory! What you will do - Pipeline Agency & Math: Taking full ownership of your revenue engine by managing 30–40+ active opportunities; you treat SDR support as a multiplier, not a crutch. - Manufacturing Urgency: Proactively pivoting long-cycle enterprise "evaluations" into 30-day transactions by identifying high-stakes "Why Now" business drivers. - SDR Partnership & Strategy: Collaborating with your SDR to map Tier 1 accounts, ensuring a relentless "hunter" mindset is applied to every target. - Friction Removal: Navigating complex security and legal hurdles for deals using standardized processes to prevent cycle bloat. - AI-Leveraged Execution: Using AI to re-engineer manual research and personalization tasks, allowing you to handle enterprise-level complexity at velocity. Qualifications - Enterprise Pedigree: 8+ years selling technical solutions into large/global companies with a track record of navigating complex stakeholder maps. - High-Volume Execution: Proven ability to thrive in a fast-paced inside sales environment. You're just as comfortable closing a $50k deal as you are navigating a $150k, $250k, or $500k opportunity — and you know how to manage both motions without losing momentum on either end. - Operational Discipline: Expert-level "pipeline math" fluency; you know your conversion ratios and take pride in a high-activity calendar. - Resilience & "Slickness": A "closer" mindset that prioritizes momentum over nurturing, with the professional confidence to disqualify slow-moving leads. - Digital Fluency: Advanced use of AI and modern sales tech to create leverage and speed in your daily workflow. Company Description Sonar is driving the future of agent-centric software development. As the leader in AI code review and verification, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. - Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin. - Helping over 75% of the Fortune 100 build trusted, reliable, compliant software. - Customers who use Sonar are 44% less likely to report an outage due to AI-generated code. - Industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us. - Products include SonarQube, SonarQube Foundation Agent, SonarSweep & Sonar Context Augmentation. - Global operations in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. - Over $400M in revenue and profitable, fast-paced growth.

Title: Account Manager, Spanish Speaking Location: Miami, FL Category: Major Markets Job Description: With millions of diners, 60,000+ restaurant partners and 25+ years of experience, OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a passion for helping restaurants thrive. Our world-class technology empowers restaurants to focus on what matters most – their team, their guests, and their bottom line – while enabling diners to discover and book the perfect restaurant for every occasion. Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global team and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture. The Account Manager manages a portfolio of restaurants and is responsible for the full customer lifecycle. Note: This is a Miami-based field role managing a portfolio of local accounts and requires the individual to be based in the Miami market. Bilingual Spanish proficiency is also required. Key Responsibilities and Duties: - Cultivate and build upon existing high-level relationships to serve as a trusted advisor to Restaurants. - Assist restaurant management with configuration to optimize reservation flow - Understand customer needs and identify sales opportunities to sell premium marketing tools - Build and utilize data-driven presentations for ongoing business reviews - Achieve company goals and sales objectives set quarterly. - Track weekly meeting activity in Salesforce - Monthly meetings with Elite members - Act as an advocate for restaurant customers and resolve cross-functional issues - Act as the high-level point of contact for restaurant customer concerns - Work with the Marketing team to help design and execute restaurant specific marketing programs and drive participation in promotional programs - Capture feedback from restaurants to suggest feature and functionality requirements for product upgrades - Educate operators about trends in the industry and offer actionable, data driven insights - Lead restaurant retention rate; aid in the re-signing of customers with expired contracts Experience and skills desired: - Account management or equivalent experience in a restaurant/hospitality environment; validated customer service skills - A good listener, capable of understanding restaurants business objectives - Deep expertise in restaurant operations and management including comprehension of P&L and financial statements - Ability to work across many departments to take on problems and achieve results - Keenly track economic and industry drivers and understand implications on the restaurant business, including identifying new business opportunities - Ability to handle objections and comfortable with a consultative sales approach - Confident in the delivery of training and speaking in front of groups - Excellent social and organization skills: task prioritization, effective time management - Strong writing, presentation and interpersonal skills - Analytical and data driven approach for making and supporting business decisions - Knowledge of Google Suite and understanding of Apple products and operating systems - Appreciate working in an unstructured and forward-thinking environment - College degree preferred - Valid driving license and transportation (all business related travel expenses reimbursed) - Must be located in the Miami metro area - Must be bilingual in Spanish and English Benefits and Perks - Work from (almost) anywhere for up to 20 days per year - Focus on mental health and well-being: - Company-paid therapy sessions through SpringHealth - Company-paid subscription to Headspace - Annual company-wide week off a year - the whole team fully recharges (and returns without a pile-up of work!) - Paid parental leave - Generous paid vacation + time off for your birthday - Paid volunteer time - Focus on your career growth: - Development Dollars - Leadership development - Access to thousands of on-demand e-learnings - Travel Discounts - Employee Resource Groups - Competitive retirement and health plans Note for MA applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. There are a variety of factors that go into determining a salary range, including but not limited to external market benchmark data, geographic location, and years of experience sought/required. The range for this United States located role is $80,000 - $90,000USD. We offer a competitive base salary and benefits including: health benefits; flexible spending account; retirement benefits; life insurance; paid time off (including PTO, paid sick leave, medical leave, bereavement leave, floating holidays and paid holidays); and parental leave benefits. This role is eligible to be considered for an annual bonus. Work Environment & Flexibility At OpenTable, we pride ourselves on fostering a global and dynamic work environment. As a team member with us, you will benefit from a schedule tailored to accommodate a global workforce operating across multiple time zones. While the majority of your responsibilities may align with conventional business hours, there will be instances where you are expected to manage communications - via calls, Slack messages, or emails - outside of regular working hours to effectively collaborate with international colleagues, respond to restaurant partners, and/or address urgent matters. OpenTable will always abide by and consider local laws and regulations.

Role Description Wir suchen einen erfahrenen Key Account Manager Frischelogistik (m/w/d) auf freiberuflicher Basis. Die Position ist zu 100 % remote und richtet sich an vertriebsstarke Persönlichkeiten, die nicht nur verwalten, sondern wirklich etwas bewegen wollen. Diese Rolle ist für echte High Performer im Vertrieb gedacht: - Menschen, die Verantwortung übernehmen - Aktiv neue Kunden gewinnen - Bestehende Potenziale erkennen - Den Ausbau unseres Geschäfts im Bereich temperaturgeführte Frischelogistik mit messbaren Ergebnissen vorantreiben Im Fokus stehen Unternehmen mit Bedarf an zuverlässigen Transport- und Logistiklösungen für Lebensmittel, Frischeprodukte, Kühl- und Tiefkühlware. Die Zusammenarbeit erfolgt freiberuflich mit Top-Vergütung auf Provisionsbasis und sehr attraktiven Verdienstmöglichkeiten bei erfolgreichen Abschlüssen. Qualifications - Mehrjährige Berufserfahrung im B2B-Vertrieb, idealerweise in der Frischelogistik, temperaturgeführten Logistik, Lebensmittel- oder Kühltransportbranche - Nachweisbare Erfolge in der Neukundengewinnung, Kundenentwicklung und im Abschluss von B2B-Verträgen - Sehr gutes Verständnis für Kühlketten, Frischetransporte, temperaturgeführte Lagerung und zeitkritische Lieferprozesse - Erfahrung im Vertrieb von Logistikdienstleistungen an Industrie, Handel, Großhandel oder Lebensmittelproduzenten - Ausgeprägter Leistungswille, hohe Eigenmotivation und klare Ergebnisorientierung - Mentalität eines High Performers: Sie wollen gestalten, abschließen und messbare Resultate liefern - Verhandlungsstärke, Abschlussorientierung und unternehmerisches Denken - Selbstständige, strukturierte und disziplinierte Arbeitsweise - Professionelles Auftreten sowie sehr gute Kommunikationsfähigkeiten - Sicherer Umgang mit digitalen Vertriebs-, CRM- und Kommunikationstools - Bestehendes Netzwerk in der Lebensmittel-, Handels- oder Frischelogistikbranche ist von Vorteil - Fließende Deutschkenntnisse; Englischkenntnisse sind von Vorteil Requirements - Aktive Akquise neuer B2B-Kunden aus Lebensmittelindustrie, Handel, Großhandel, Gastronomie, Produktion und verwandten Branchen - Aufbau, Pflege und Weiterentwicklung langfristiger Kundenbeziehungen - Betreuung und Ausbau von Key Accounts im Bereich Frischelogistik - Identifikation neuer Marktpotenziale im Bereich Frische-, Kühl- und Tiefkühllogistik - Entwicklung und Umsetzung eigener Vertriebsansätze zur Gewinnung neuer Kunden - Analyse individueller Kundenanforderungen an Kühlkette, Lieferzeiten, Qualität und Prozesssicherheit - Entwicklung passender Transport- und Logistikkonzepte für frische- und temperaturempfindliche Waren - Erstellung, Verhandlung und Abschluss von Angeboten und Verträgen - Eigenständiges Vorantreiben von Wachstum, Umsatz und neuen Geschäftsmöglichkeiten - Konsequentes Reporting zu Vertriebsaktivitäten, Pipeline, Forecasts und Ergebnissen Benefits - 100 % Remote-Arbeit mit flexibler Zeiteinteilung - Freiberufliche Zusammenarbeit mit hoher Eigenverantwortung - Top-Vergütung auf Provisionsbasis - Sehr attraktive Verdienstmöglichkeiten bei erfolgreicher Neukundengewinnung - Leistungsorientierte Provision pro vermitteltem und abgeschlossenem Auftrag/Kundenvertrag - Direkter Einfluss auf Wachstum, Umsatz und Geschäftsentwicklung - Gestaltungsspielraum beim Aufbau und Ausbau des Vertriebs im Bereich Frischelogistik - Kurze Entscheidungswege und direkte Kommunikation - Möglichkeit, eigene Branchenkontakte und Vertriebserfahrung gezielt einzubringen - Zusammenarbeit in einem wachstumsorientierten Markt mit hoher Nachfrage nach zuverlässiger Kühlkettenlogistik - Langfristige Zusammenarbeit bei erfolgreicher Entwicklung möglich

• Build and maintain strong relationships both externally with retail partners and internally across Axalta’s cross-functional teams. • Establish multi-level relationships across customer organizations (commercial, operational, and leadership) • Partner closely with internal teams, including Sales, Supply Chain, Marketing, Product, and Finance • Serve as the central point of coordination for all account-related activity • Lead regular alignment meetings to ensure clear communication of priorities, risks, and opportunities. • Drive growth through disciplined retail execution and category-focused strategies. • Lead assortment planning, line reviews, and assortment optimization to expand category presence. • Identify and execute incremental opportunities, including new item placement and distribution gains. • Drive off-shelf opportunities (end caps, displays, seasonal programs, tests, etc.) • Ensure strong execution of planogram resets and merchandising standards. • Develop and execute promotional plans aligned with retailer strategies and financial targets. • Support both new business growth and retention of existing business. • Operate as a strategic partner to the customer, aligning plans and delivering results collaboratively. • Develop and execute joint business plans that align with customer and company objectives. • Coordinate cross-functional execution of product launches, promotions, and key initiatives. • Ensure readiness across supply chain, inventory, and pricing to support retail execution. • Contribute to the customer’s broader category strategy and long-term growth plans. • Own account performance through data-driven decision making and continuous improvement. • Monitor sales, inventory, service levels, and promotional performance. • Identify risks and opportunities and translate them into actionable plans. • Drive improvements in in-stock performance, operational efficiency, and profitability. • Ensure alignment to financial targets and effective use of trade investment. • Conduct sales analysis and provide input into demand forecasting to support inventory planning, promotional execution, and overall business performance.