Role Description This role is built for sellers who know how to change customer thinking and move deals forward—not wait for perfect alignment or hide behind process. As an Account Executive, you will manage the entire sales cycle, including new deals and expansion opportunities, for enterprise and upper mid market customers. You’ll close transformation deals that typically range from $50,000 to $200,000 annually, with a clear path for ongoing growth and expansion. You’ll sell Scaled Agile’s enterprise solutions by challenging how customers approach Agile, AI adoption, Lean Portfolio Management, and organizational change—helping leaders move from stalled intent to decisive action. This is a high-autonomy role for someone who thrives in messy buying environments, where urgency must be created, value must be quantified, and decisions rarely arrive fully formed. What You’ll Do - Lead insight-driven sales conversations - Teach customers something new about the risks of the status quo and the opportunity cost of delaying enterprise change. - Expand accounts intentionally - Actively engage with your designated strategic accounts to deeply understand their business needs and deliver a personalized SAFe experience, ensuring their satisfaction, success, retention, and growth. - Own the full deal lifecycle - Prospect, qualify, advance, negotiate, and close $50K–$200K opportunities with discipline and urgency. - Create momentum in mid-sized enterprise deals - Drive opportunities forward when buyers are uncertain, divided, or overloaded—keeping deals moving without over engineering them. - Navigate real buying groups - Engage directors, VPs, and executives across technology, product, finance, and transformation roles—aligning stakeholders without waiting for consensus. - Build business cases that resonate - Translate Agile and AI transformation into economic, operational, and leadership outcomes that buyers care about. - Collaborate across teams - Work closely with marketing, partners, and delivery to ensure deals close cleanly and customers launch successfully. - Represent Scaled Agile externally - Engage in industry events and conversations where credibility and point of view matter more than product demos. Qualifications - 2+ years of quota-carrying experience in B2B sales, ideally in technology, services, or transformation-focused offerings. - 2+ years of account management experience, leveraging existing contacts to build a substantial book of business. - End to end sales cycle management, owning the entire sales process, from prospecting and qualifying leads to closing new business. - Proven success closing $50K–$200K deals with multiple stakeholders. - Comfort leading conversations with directors, VPs, and executive sponsors. - Strong discovery and qualification skills—you know when a deal is real. - Ability to create urgency without being pushy. - Experience collaborating with partners or internal specialists to advance deals. - Consistent record of meeting or exceeding targets. - Familiarity with Agile, AI, or organizational change concepts (you don’t need to be an expert—you need to be credible). About You - You’re confident, curious, and comfortable challenging customer assumptions. - You know rapport is earned through insight, not likability. - You simplify complexity and help buyers make decisions. - You adapt your message naturally to different audiences. - You take ownership of your pipeline, your deals, and your outcomes. - You care deeply about customer results, not just closing the deal. Additional Information Where you’ll be working: We proudly support a collaborative remote environment for our globally distributed teammates, while also using our Boulder office as a resource. #LI-Remote Compensation: Scaled Agile is committed to fair and equitable compensation practices. The annual on-target compensation range for this role is $120,000 to $210,000, including base salary and any related variable compensation. Final compensation for this role will be determined by various factors such as a candidate's relevant work experience, skills, industry knowledge, certifications, and location. Wondering if you should apply? As a company that helps organizations embrace and turn change into opportunity, we’re looking for teammates with diverse experiences who thrive on applying their knowledge in new ways. You don’t need to meet every listed qualification to apply. If you’re motivated by an iterative approach to growth, learning, collaboration, and relentless improvement, we want to hear from you. Work Differently. Build the Future.

Role Description KickUp is looking for an Account Executive to join a team that is reimagining how school districts grow their most valuable asset: their people. KickUp is on a mission to help every educator thrive throughout their career. Our platform helps educational leaders capture data about teacher growth and use it to drive better outcomes for students. On your first day, you should show up ready to: - Navigate a complex B2B software sale, with multiple stakeholders, where the end user is not always the decision-maker. - Know and execute on the full sales process, from discovery calls, demoing, overcoming objections, contracting, all the way to closing. - Talk with Professional Learning, Human Resources, Teaching & Learning and Technology leaders in school districts about educator growth! What you’ll learn more about after you’re hired: - The unique features of the platform we’ve built, the results we’re seeing, and our robust CSM model that supports implementation. - How our sales process has worked and how to replicate its successes. - Our philosophies around educator growth and the impact of actionable data. With your first week, you will: - Introduce yourself on Slack to your new coworkers! - Meet with folks from different departments to get a better understanding of the user journey. - Try out our platform, take a look at key use cases, and read through and watch customer testimonials, call recordings, and case studies. With your first month, you will: - Join sales calls and begin taking and setting up those calls yourself! - Begin moving deals along the sales cycle and building your pipeline. - Use the sales and client success team’s wealth of knowledge around current best practices, common themes and narratives, and info about existing customers and impact cases to leverage on your calls. - Be able to effectively communicate value propositions and know how to best position KickUp based on needs analysis. With your first three months, you will: - Attend conferences to network with school district leaders and build your book of business. - Work closely with marketing to hone any region-, product-, or persona-specific campaigns you’d like to run in your territory. - Track close rates and pattern match to help with projections and pipeline management. - Share techniques and best practices with other members of the sales team. - Share your insights with the product team to help us better serve our users. With your first year, you will: - Close multiple sales and share wins with the whole team! - Meet and exceed individual and team sales goals. - Cultivate long-standing relationships with districts in your region. - Know our CRM (Hubspot) like the back of your hand and use it to forecast pipeline and communicate revenue performance. - Have an eye towards market trends and identify opportunities for growth in years to come, with a focus on refining existing sales processes and building out a pipeline during the “off-season”. Qualifications - Minimum of 2 years of experience in sales, with at least 1 year specifically in the K-12 EdTech sector. - Motivated by driving revenue growth. - Hungry to grow and learn -- open to feedback and seeks to continuously improve. - A natural at building relationships. - Persistent and meticulous in follow-through. - Comfortable with ambiguity. - Demonstrates a sense of ownership and pride in both personal and company performance. - Team player attitude and contributes by working effectively with individuals of diverse backgrounds. Requirements - This is a remote, full-time position that can be performed anywhere within the midwest US territory. - Some travel is expected relating to conferences, in-person events, and meetings in your region. - Candidates must be legally eligible to work in the United States. - This position involves both base and variable compensation. Base compensation for this position ranges between $80,000- $115,000 with On-Target-Earnings ranging between $115,000 - $170,000 and no cap on commissions. Benefits - Stock options in our growing company. - 401(K) plan with employer matching. - Universal paid parental leave. - A variety of medical, dental, and vision insurance options. - An annual stipend for professional learning. - Flexible PTO policy, extended holiday break, summer Fridays, and “Focus Fridays” – a day with limited Slack and meetings throughout the year.

• You'll be the go-to expert for converting leads into happy, loyal clients. • Run Winning Demo Calls – Show prospects what GigRadar can do and why we’re the Upwork growth partner they’ve been waiting for • Close Deals Like a Boss – Seal the deal and help us (and our clients) grow like wildfire • Build Relationships That Stick – Earn trust, solve problems, and make clients feel like VIPs • Keep CRM Tidy & Powerful – Organize, update, and optimize pipelines in HubSpot like a sales scientist • Upsell Without the Hard Sell – Spot new needs and pitch solutions that make everyone win • Stay in Touch – Keep the communication flowing with clients, teammates, and partners • Be a Thought Partner – Collaborate cross-functionally to improve the way we sell, serve, and scale

• Set the strategic vision for a portfolio of brands, guiding long-term planning and integrated decision-making. • Deliver senior counsel to VP/C-suite client partners on brand, business, and portfolio strategy. • Provide direction and oversight for strategic narratives, positioning, and integrated program design. • Lead enterprise-level opportunity identification, pitch strategy, and growth planning. • Serve as executive relationship owner, maintaining trusted partnerships with senior clients. • Anticipate needs, shape business priorities, and drive alignment across complex stakeholder groups. • Ensure a unified client experience across creative, strategy, medical, and delivery teams. • Oversee an $8M+ portfolio and ensure strong topline, margin, and forecast performance. • Establish and manage fiscal goals across brands; partner with finance to drive accuracy and rigor. • Identify growth opportunities within existing businesses and guide pursuit strategy for new opportunities. • Influence cross-vertical decisions, resource allocation, and enterprise planning. • Ensure operational systems, forecasting discipline, and delivery models support consistent, high-quality execution.