Title: Account Executive, Mid-Market Location: Boston MA US Job Description: Come join the leader in cyber third-party risk intelligence! Black Kite gives organizations a comprehensive, real-time view into cyber ecosystem risk so they can make informed risk decisions and improve business resilience while continuously monitoring more vendors, partners, and suppliers in an ever-changing digital landscape. Through an automated process, and a combination of threat, business and risk information, Black Kite provides cyber risk intelligence that goes beyond a simple risk score or rating. Black Kite serves more than 3,000 customers in a wide range of industries and has received numerous industry awards and recognition from customers. Looking to work with the best folks in cyber third-party risk management? We are seeking a motivated West Coast based Account Executive (AE) to drive new business and revenue growth within commercial and mid-market accounts. This role manages the full sales cycle, from prospecting and pipeline development to closing deals. The ideal candidate is eager to build relationships, grow expertise in cybersecurity, and consistently contribute to meeting and exceeding sales goals. Key Responsibilities - New Business Sales Generation: Generate new business by targeting and managing commercial and mid-market customer accounts. - Sales Process Management: Manage the full sales cycle, including prospecting, qualifying opportunities, leading product demonstrations, and closing deals. - Collaboration with Teams: Partner with sales engineering, channel, and customer success teams to deliver a seamless onboarding and customer experience. - Pipeline Development: Build and maintain a healthy sales pipeline, converting qualified leads into closed opportunities. - Customer Engagement: Develop and nurture relationships with decision-makers and key contacts in commercial accounts to drive growth and retention. - Channel Partner Support: Collaborate with Channel Managers and reseller partners by engaging in joint sales activities and supporting partner-led opportunities. - Reporting and Forecasting: Maintain accurate account and opportunity information in Salesforce (SFDC), contribute to forecasts, and participate in business reviews. - Market and Field Collaboration: Share customer feedback and market insights with Marketing and Product to support future growth initiatives. Qualifications - 4+ years of sales experience, ideally in cybersecurity, SaaS, or IT solutions, with a focus on mid-market accounts. - Understanding of the sales process and ability to manage a book of commercial business. - Strong customer-facing and presentation skills. - Ability to identify customer needs and align them with Black Kite’s value proposition. - Organized, detail-oriented, and able to manage multiple deals at once. - Familiarity with Salesforce or other CRM systems. - Demonstrated ability to achieve or exceed sales targets. - Team-oriented mindset and eagerness to collaborate across sales, marketing, and product functions. The expected total compensation range for this role is $160,000-$200,000 (base pay + commission). This role is eligible for equity as well. Actual compensation will depend on factors such as experience, skills, and location.

• Lead integrated communications programs across earned, influencer and social • Serve as a senior strategic partner to clients and guide brand storytelling • Oversee multiple client relationships and large-scale accounts • Mentor teams to ensure high-quality work • Identify opportunities for innovation, growth and long-term partnership • Act as a trusted advisor to clients and lead discussions on campaign strategy

Role Description We are looking for a high-performing Account Executive with strong consultative sales experience to own the full sales cycle for autism clinics and behavioral health providers. This is not a transactional sales role — you’ll be guiding clinical directors, practice owners, and administrative stakeholders through a multi-call discovery and decision-making process for a high-ticket VR therapy platform that many clinics may not yet realize they need. Key Responsibilities - Own the full sales cycle from discovery through close for autism clinics and behavioral health organizations. - Conduct highly consultative discovery calls that uncover operational, clinical, and financial pain points. - Build relationships with multiple stakeholders including clinical directors, clinic owners, administrators, and financial decision-makers. - Guide prospects through a structured 3-call sales process with clear next steps and momentum. - Adapt sales conversations in real time instead of relying on rigid scripts or templated pitches. - Educate clinics on the value of VR therapy solutions in a market where demand creation is essential. - Maintain accurate CRM documentation including stakeholders, pain points, buying process, and implementation timelines. - Consistently manage pipeline health, stage progression, and forecasting. - Collaborate closely with founders and leadership in an early-stage, fast-moving sales environment. - Contribute insights to help refine messaging, sales processes, and go-to-market strategy. KPI Targets - Generate 5–10 qualified opportunities per week. - Maintain a 60–75% call stage progression rate. - Achieve 70%+ Discovery → Demo conversion rates. - Maintain 25–40% Demo → Close conversion rates. - Average sales cycle target of 21–30 days. - Engage 2–3 stakeholders minimum per deal. - Ensure 100% of calls conclude with a scheduled next step. - Maintain complete CRM records for every active deal. Qualifications - Proven experience as a closer in a full-cycle Account Executive or consultative sales role. - Strong discovery and objection-handling skills with the ability to uncover deeper business challenges. - Experience managing multi-stakeholder B2B sales conversations. - Excellent spoken and written English with U.S.-friendly communication skills. - Ability to sell confidently without relying heavily on scripts. - Comfortable introducing innovative or category-creating solutions to prospects unfamiliar with the product category. - Experience using HubSpot or similar CRM platforms. - Proficiency with Zoom and virtual selling tools. - Ability to work during EST/CST business hours. Nice-to-Have Experience - Experience selling into autism clinics, ABA providers, behavioral health organizations, or healthcare practices. - Medical, healthcare, or health-tech sales experience. - High-ticket consultative sales background. - Experience selling innovative or disruptive technology solutions. Benefits - Competitive base salary plus uncapped performance-based commission tied to closed revenue. - High earning potential with strong upside for top performers. - Fully remote role with flexible work environment. - Direct ownership of the autism clinic sales vertical as the company scales. - Opportunity to shape the sales process inside a fast-growing healthcare technology startup. - Clear progression path into leadership, including the opportunity to hire and manage future team members. - Work alongside founders in a collaborative, high-impact environment. - Contribute to meaningful healthcare innovation improving therapy experiences for autism clinics and patients.

Title: Regional Account Executive Location: TX-HOUSTON Job Description: *About USS Salary Range $65,900.00 – $98,900.00/yr plus uncapped commission. United Site Services is the industry leader in comprehensive site services, committed to creating partnerships that help enable our customers’ project and event success. Our deep industry expertise, excellence in process management, and dedication to corporate responsibility are pillars of our value proposition; each supported by tangible, best-practice programs. Our success is fueled by the dedication and collaboration of our diverse team, which includes field technicians, customer care representatives, sales professionals, and functional experts. Each member of our team plays a vital role in ensuring a seamless and reliable experience for our customers. By joining United Site Services, you will be part of an organization that values continuous improvement, teamwork, and excellence in every aspect of our business. Primary Purpose The Regional Account Executive is responsible for supporting and expanding client relationships within designated territories, delivering efficient and scalable solutions for local and regional clients By focusing on proactive client management and delivering tailored services, the Regional Account Executive will drive account retention and revenue growth. The role involves engaging with clients to understand regional requirements, coordinating with internal teams for effective service delivery, and maximizing satisfaction through consistent follow-up. Essential Functions - Cultivates and strengthen relationships with existing accounts and builds relationships with new clients, making educated recommendations on product offerings, and ensuring client needs are met - Prospect and generate leads for target accounts to increase new revenue - Mine existing parent accounts for service expansion opportunities - Wins new projects and sites from existing parent accounts - Identifies and pursue opportunities to convert competitor customers to our products - Increases product and unit sales outside of initial scope - Collaborates with internal stakeholders to ensure equipment availability, timely delivery, and proper servicing - Manage account plans within assigned regional/local territories, identifying growth opportunities and implementing strategies to improve client satisfaction and retention - Meets or exceeds regional revenue goals - Provides tailored solutions that align with client requirements and maximize cross-selling or upselling within accounts - Drives relationship for clients in the region/locally, ensuring effective communication, problem resolution, and proactive support for ongoing projects - Works with internal teams to coordinate service delivery, address any client service issues, and ensures consistent client experience - Presents recommendations and service options to clients to demonstrate product benefits, pricing, and value-added services available within the region - Leverages company offerings, providing solutions to a wide range of issues and tailoring service to client needs - Meet or exceed established sales quotas - Lead the sales process from initial contact through proposal, negotiation, and finalization, ensuring smooth transactions and client satisfaction - Maintain in-depth knowledge of the full range of solution offerings - Provide exceptional customer service throughout the sales cycle and post-sales - Stay informed about industry trends and developments - Allocate resources efficiently to maximize outcomes and client satisfaction - Approximately 35% travel - Have reliable transportation to visit clients or potential client sites - Perform other duties as assigned SUPERVISORY RESPONSIBILITIES This position does not have direct supervisory responsibilities. Qualifications QUALIFICATIONS EDUCATION Min/Preferred Education Level Description Minimum 4 Year / bachelor’s degree Bachelor’s degree or equivalent education or training EXPERIENCE Minimum Years of Experience Maximum Years of Experience Comments 5 Years of sales experience - minimum of 3 years outside sales experience or equivalent combination of education, training and work experience ADDITIONAL KNOWLEDGE, SKILLS, AND ABILITIES - Knowledge of equipment rental agreements and coordination - Ability to manage multiple clients in different phases of the sales process while maintaining quality of service - Proficient in Microsoft Office 365 (Excel, PPT, Word, Outlook, Teams, SharePoint) - Problem-solving skills - Ability to identify and recommend effective solutions - Exceptional communication, interpersonal, and negotiation skills - Ability to build and foster strong client relationships - Ability to learn and adapt in a fast-paced environment - Ability to work well in a team environment and develop collaborative relationships with colleagues - Ability to build and maintain relationships across organizations - Effective client communication and presentation skills, with a focus on building regional client relationships and managing local account needs - Proficient knowledge of sales processes and CRM systems (e.g., Salesforce) for tracking sales activity, managing contacts, and supporting business development - Ability to balance multiple clients within a region, adapting quickly to changing priorities or client needs while maintaining service quality Physical Requirements - Office / Hybrid Outside Sales requiring minimal to moderate physical activity including extended time sitting in a car or at a desk Time will also be spent standing and walking while visiting sites - This job will operate part of the time in a regular office environment Position will also require extended periods of driving to visit client sites, which may involve exposure to inclement weather, drastic temperature changes, dust, fumes, loud noise, and uneven terrain - Use hands and fingers to handle, control or feel objects tools or controls - See details of objects that are less than a few feet away - Speak clearly so listeners can understand. - Understand the speech of another person. - Focus on one source of sound and ignore others. - Hear sounds and recognize the difference between them. - See differences between colors, shades and brightness. Benefits Summary All full-time employees working an average of 30 hours or more per week are eligible for the following benefits: - Holiday & Paid Time Off (pro-rated for Part-Time employees) - Medical/Pharmacy - Dental - Vision - Employer-Paid Short-Term Disability - Employer-Paid Employee Basic Life & Accidental Death and Dismemberment - Voluntary Employee Life & Accidental Death and Dismemberment - Voluntary Spousal Life - Voluntary Dependent Life - Hospital Indemnity, Accident and Critical Illness - Commuter/Transit Account - Healthcare Flexible Spending Account - Dependent Care Flexible Spending Account - Health Savings Account - 401(k) with employer match - Employer-Paid Employee Assistance Program (EAP) - Employee Discounts Salary Range $65,900.00 – $98,900.00 / year Pay Transparency Statement At United Site Services, our salary ranges reflect the minimum and maximum base pay for the posted position applicable to all locations across the US. Within the posted salary range, individual pay is determined by the geographic location, job related skills, experience, education, and certifications. Our total compensation package includes base pay plus a comprehensive benefits program.