• Schedule five (5) “1st new meetings” per week. • Deliver five (5) “1st new meetings” per week. • Schedule and hold a weekly meeting with a corresponding Sales Development Representative (SDR) to plan and execute territory strategy for pipeline creation. • Build $20,000-$40,000 in new sales opportunities each week, depending on territory assignment. • Maintain all Current Quarter Opportunities with accurate contacts, close dates, and Firm Future Commitments (FFCs). • Make incremental progress to successfully attaining annual quota by year end. • Manage a fully ramped annual sales quota of $600,000 - $800,000 and a sales pipeline of $1.5-2M. • 25-50% Travel within assigned territory. • Creating, Implementing, and Maintaining a quarterly territory plan • Executing a prospecting methodology as part of their regular routine • Managing an enterprise solution sale with a 6 to 12 month purchasing cycle and multiple buyers. Quarterbacking the sale through the entire sales process ending after the transition to a Customer Success Manager. • Continually learning about new products and improving selling skills. The Account Executive (Parchment Pathways) is required to attend training events throughout the year and expected to participate in self-paced tutorial learning when appropriate. • Providing regular reporting of pipeline and forecasts using Salesforce. • Keeping abreast of competition, competitive issues and products. • Attending and participating in sales meetings, product seminars, and trade shows. • Preparing written presentations, reports, and price quotations. • Conducting and managing contract negotiations. • Ability to upsell and sell additional products/services into existing clients.

• Independently manage full sales cycles with small and mid-size companies, both creating leads from outbound efforts and converting inbound inquiries including negotiations, initial close, upsell and renewal. • Team selling model requiring internal collaboration with sales development, field engineering, partner ecosystem, product marketing, customer success and leadership cohorts to delight our customers. • Commission-based role requiring consistent quota attainment. • Sales professional that finds & guides prospects through the Vectara buyer’s journey aligning relevant use cases and authoring tailored value propositions. • Convincingly articulate the Vectara business value proposition to technical & business decision makers. • Effectively manage a large pipeline of leads and opportunities in our CRM tool, maintaining accurate and relevant data on prospects and interactions. • Travel as required to meet with clients and attend industry / field marketing events.

Role Description We are seeking a California-based Account Executive (AE) to drive net new growth during a pivotal phase of scale. As an AE, you will own the full sales cycle - from outbound prospecting to deal close - while playing a critical role in expanding Apono’s footprint across the cloud security landscape. This is a rare opportunity to join a category-defining company early, sell a truly differentiated product, and make a direct impact on revenue. - Own the full sales cycle: prospecting, discovery, demo, negotiation, and close. - Own customer relationships from initial contract through value realization and expansion. - Drive new logo acquisition across mid-market and enterprise accounts. - Work closely with SDRs to generate qualified pipeline. - Tailor Apono’s value proposition to technical and security-focused buyers (CISOs, DevOps, Cloud Architects). - Maintain a healthy pipeline and accurate forecasting in HubSpot. - Collaborate with marketing and product to improve messaging, collateral, and feedback loops. - Serve as the voice of the customer to inform roadmap and go-to-market strategy. Qualifications - 5–7 years of full-cycle SaaS B2B sales experience, ideally in cybersecurity or infrastructure. - Proven track record of exceeding quota in a closing role. - Experience selling to technical stakeholders in security, devops, or infrastructure. - Strong discovery, objection handling, and value-based selling skills. - Process-driven approach to pipeline management and forecasting. - Coachable, collaborative, and motivated by early-stage challenges. - Excellent written and verbal communication skills. Requirements - Experience in early-stage startups or building a territory from scratch. - Background in cybersecurity, access management, or developer tools. - Familiarity with MEDDICC or other enterprise sales methodologies. Benefits - $320,000 OTE (50/50 split) + uncapped commission + equity

• Primary focus is to make outbound cold calls to prospective customers for interest in products provided by Republic Services that generate quality leads and close sales. • Work with Account Executive (AE) team to facilitate and resource targeted lead lists. • Facilitate AE team huddles by BU in conjunction with the Sales Manager to focus on lead feedback and results. • Utilizes the Company’s Salesforce CRM tool to accurately track leads, opportunities, customer records, reporting and all other information to properly use the system as trained. • On a daily basis, tracks prospects, identifies decision makers, timelines, and enters data accurately and consistently into Salesforce as trained or required. • Utilize Salesforce phone software to log customer calls both inbound and outbound for accurate call activity. • Manage sales leads and opportunities in Salesforce to accurately reflect opportunity stage forecasting. • Strong time management skills, providing schedules and calendars to AE team for lead calling and coordinating with AEs. • Collaborate and share with AAE Team for best practices for overall team success. • Attends sales meetings and/or training and maintains open communication with sales team members to maintain current understanding of all company products and services. • Participates in learning and training opportunities when appropriate to continuously build sales knowledge, skills and abilities. • Participate in team-focused calling initiatives based on the needs of the area. • Performs other job-related duties as assigned or apparent.