Role Description Tavily is seeking a motivated Commercial Account Executive to help expand our presence with mid-market and high-growth companies. In this role, you will own the full sales cycle, working with organizations that are building and scaling AI-powered applications and data platforms. You will partner with technical teams, product leaders, and business stakeholders to help them leverage Tavily’s AI-powered search and data capabilities. This role is ideal for someone who thrives in a fast-paced startup environment, enjoys building pipeline, and can drive deals from initial conversation through successful close. As an early member of the go-to-market team, you will play an important role in helping refine our commercial sales motion and scaling our customer base. - Own the full sales cycle from prospecting through close for commercial and mid-market accounts. - Identify and develop new opportunities through outbound outreach, inbound leads, and partnerships. - Build relationships with technical buyers, product leaders, and business decision-makers. - Lead discovery conversations and demonstrate how Tavily’s platform can solve customer problems. - Partner with Sales Engineering and Product teams to support technical evaluations and proof-of-concepts. - Manage pipeline, track opportunities, and maintain accurate forecasts in CRM. - Develop repeatable approaches for pipeline generation and deal execution. - Provide feedback from customers to help inform product development and go-to-market strategy. Qualifications - 3–7 years of B2B SaaS or technology sales experience, ideally selling to commercial or mid-market customers. - Proven ability to meet or exceed quota and manage a full sales cycle. - Strong prospecting and pipeline generation skills. - Experience selling into technical organizations or product-led companies. - Ability to clearly communicate the value of a technical product to both technical and business stakeholders. - Strong organizational, communication, and negotiation skills. - Self-starter mindset with the ability to operate in a high-growth startup environment. Requirements - Experience working with or selling into companies based in major tech hubs such as San Francisco or New York is preferred. Benefits - Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families. - 401(k) plan: Up to 4% company match with immediate vesting. - Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers. - Remote work reimbursement: Up to $85/month for mobile and internet. - Disability & life insurance: Company-paid short-term, long-term and life insurance coverage. Compensation We offer competitive salaries, ranging from 155k - 185k OTE based on your experience. What we offer - Competitive salary and comprehensive benefits package. - Opportunities for professional growth within Nebius. - Flexible working arrangements. - A dynamic and collaborative work environment that values initiative and innovation.

• Seeking out and developing new opportunities • Technical consultation with customers on 10x Genomics’ spatial solutions • Funnel management with strong hunting/prospecting and closing skills • Commitment to rigorous territory planning, market knowledge, both accurate and timely forecasting • Develop and manage a business plan to meet or exceed business goals for the territory • Understand scientific project and business needs of the customer to win the business • Consistently and accurately manage the sales process including, pipeline management, and sales tracking through the use of the CRM system and other designated IT tools • Develop and maintain current knowledge of genetic analysis markets, products, and buying practices required to effectively compete in the assigned territory • Utilize product and application knowledge across the genetic analysis portfolio to successfully conduct selling presentations • Ensure full customer satisfaction whilst representing 10x Genomics professionally, ethically and morally at all times

• Consistently meets activity goals and daily metrics with a hunter mindset/approach – outbound dials, sell time, live contacts, and created opportunities • Travel to meet clients face to face & walk the halls of new sites to maintain and grow sales relationships across the account hierarchy • Develop expertise on contract & coop availability within designated geographies • Influences on the spot pricing decisions in order to cultivate a seamless customer experience • Manage sales funnel to close opportunities • Effective Selling Skills: Utilizing professional selling skills, discover prospects incremental and programmatic needs, effectively communicates Staples value propositions, capabilities, products and assortments including all categories. Capable of overcoming objections and closing the sale. • Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Priority List, Tenfold, SFDC). • Internal Partnerships: Effectively work with customer support/set up teams and category specialists to progress deals forward to closed won. • Implements and ramps wins driving compliance to new account/program. • Expertise of prospect industry buying process’ and ability to support product selection and standardization.

Role Description Cellebrite is seeking an experienced Account Executive - SLG to sell digital intelligence hardware and software products and solutions to various SLG clients. - Develop prospects and interact with existing customers to increase sales of Cellebrite’s products, solutions, and training services to key State and Local Law Enforcement agencies. - Develop strategic account plans that define sales strategy to position Cellebrite to meet revenue objectives year over year. - Identify new business, conduct competitive analysis, and develop "win" strategies. - Maintain and generate new contacts within the territory and associated system integrators to build a pipeline for sales. Working with decision makers at State and Local Government agencies, as well as enlisting Cellebrite executives during sales cycles, the focus of this opportunity is to continually position and sell Cellebrite’s digital intelligence solutions across State and Local agencies. - Plan, organize, and lead sales growth, continued account penetration, especially within under-penetrated accounts, and maintain customer satisfaction on a long-term basis. - Demonstrate advanced knowledge and practice of the State and Local client sales cycle, procurement, and contracting processes. - Meet or exceed sales order booking objectives and build and maintain a pipeline of business opportunities. - Submit accurate and detailed weekly sales forecasts to sales management. - Provide quotes and present proposals to State and Local customers and engage in face-to-face meetings with key prospects, customers, and partners on a weekly basis. - Maintain detailed knowledge of Cellebrite software and hardware products, training offerings, competitive products, customer vertical industry, and have an in-depth understanding of agency missions. - Help customers make future solutions decisions based on product roadmaps. - Have a strong technical understanding of Cellebrite’s Digital Intelligence offerings and know when to engage assistance from engineering, marketing, and senior management. - Drive sales engagement between select resellers, Cellebrite, and end users within the State and Local market, while steering the teams to mutually beneficial customer successes. - Recommend new solutions, products, and product modifications to assure customer satisfaction. - Represent Cellebrite products and solutions at tradeshows, seminars, and other demand-generation events. - Exemplify professionalism and work to become a trusted advisor to customers and partners. Qualifications - Must have at least 7 years of Enterprise sales experience, with demonstrated expertise in selling solutions to law enforcement and public sector agencies. - Bachelor’s Degree or equivalent work experience. - General Information Technology background – experience with Windows/Linux environments, networking, SaaS, PaaS, IaaS, and storage systems. - Working knowledge and experience with Microsoft Office and Salesforce. - Extensive experience and key contacts within targeted State and Local agencies within the region. - Demonstrated creativity and ingenuity in developing successful strategies for business growth. - Ability to develop a strategic sales account plan in conjunction with the overall corporate strategic plan. - Demonstrated ability to communicate effectively orally and in writing with all levels of the organization and with external contacts. - Ability to create and deliver powerful and effective presentations. - Experience in selling forensics, cyber security, analytics, and software products is a plus. - 40%-50% Travel as required. Requirements - Must have at least 7 years of Enterprise sales experience, with demonstrated expertise in selling solutions to law enforcement and public sector agencies. - Bachelor’s Degree or equivalent work experience. - General Information Technology background – experience with Windows/Linux environments, networking, SaaS, PaaS, IaaS, and storage systems. - Working knowledge and experience with Microsoft Office and Salesforce. - Extensive experience and key contacts within targeted State and Local agencies within the region. - Demonstrated creativity and ingenuity in developing successful strategies for business growth. - Ability to develop a strategic sales account plan in conjunction with the overall corporate strategic plan. - Demonstrated ability to communicate effectively orally and in writing with all levels of the organization and with external contacts. - Ability to create and deliver powerful and effective presentations. - Experience in selling forensics, cyber security, analytics, and software products is a plus. - 40%-50% Travel as required. Benefits - Competitive salary and commission structure. - Comprehensive health benefits. - Retirement savings plan. - Professional development opportunities.