• Own the entire sales cycle from cold outreach through close • Focus exclusively on new business acquisition using a consultative, value-driven approach • Spend significant time in the field meeting face-to-face with restaurant and bar owners • Hold 1–4 in-person meetings per day, demonstrating the SpotHopper platform and tailoring solutions to operator needs • Manage and dominate a defined territory (roughly a 45–60 minute radius, territory-dependent) • Partner closely with Customer Success post-sale while maintaining accountability for deal quality

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description Our Enterprise Account Executive will parlay their strong P&C insurance industry and SaaS sales expertise into achieving assigned sales targets, maintaining profitable growth, and completing overarching sales and corporate objectives. They will also be responsible for managing the entire sales/buying process, including lead generation, qualification, solution development/presentation, negotiations, and close. - Generate new leads and opportunities - Attend trade shows and industry events - Identify expansion and upsell opportunities within existing accounts - Translate technical and operational billing challenges into clear business value and ROI - Work to qualify/close leads sourced by marketing and/or inside sales - Maintain a pipeline of active opportunities - Manage opportunities to closure to achieve quota - Strategically orchestrate resources both internally and externally throughout the sales process - Accurately capture and report all aspects of account and opportunity information within a sales force automation (SFA) application - Accurately report on forecast/pipeline - Manage the deal review process - Stay up-to-date on industry and job-related trends and standard methodologies, including reading relevant publications, articles, blogs, etc. - Collaborate closely with Marketing on account-based marketing initiatives and target campaigns Qualifications - 5 years of previous SaaS sales experience in the SaaS/Data Analytics space recommended - Strong understanding of billing use cases including Direct Bill, Agency Bill, and Premium Finance - P&C insurance experience in the carrier space particularly with mutual companies - Sales experience with billing related products - Consultative sales process - Bachelor’s degree or equivalent work experience - Excellent verbal and written communication skills - Previous marketing experience is desirable - Strong presentation skills, both in-person and virtually - Strong focus on relationship building and problem-solving - Experience with Salesforce and social media platforms (ie. LinkedIn) Benefits - Work Where You Thrive: Flexible work environment options (remote, in-office, or hybrid) - Take Time When You Need It: Open PTO Policy - Benefits That Start on Day One: Comprehensive health coverage and employer-matched retirement savings - Award-Winning Onboarding: Designed to set you up for success - Grow Your Career from Within: Over 20% of open roles are filled by internal candidates - Mentorship That Matters: Connect with experienced leaders - Stay Connected with Coffee for Two: Internal networking program - Keep Learning, Always: Full access to LinkedIn Learning and Kaplan - Invest in Your Future—And Your Family’s: Discounted tuition through the University of Arizona Global Campus - Earn When You Refer: Employee Referral Bonus program

• Cultivate and maintain enduring relationships with State Gov clients • Utilize data analysis to pinpoint areas for improvement and make data-driven recommendations. • Provide regular progress updates to management regarding client accounts. • Monitor and report on key performance metrics, including client retention and revenue growth. • Maintain a high level of client satisfaction by consistently exceeding expectations. • Work collaboratively with internal teams to devise solutions for complex challenges. • Address and resolve client issues in a timely and efficient manner. • Keep clients informed about new product features, updates, and enhancements relevant to their needs. • Identify growth opportunities within existing accounts and work towards expanding Salesforce services. • Collaborate closely with clients to formulate customized account strategies. • Educate clients on how Salesforce can empower them to streamline operations and enhance service delivery. • Stay informed about industry trends, government regulations, and competitive offerings. • Develop an in-depth understanding of Salesforce products and solutions. • Conduct regular meetings and check-ins to assess client satisfaction and identify areas for improvement. • Act as the primary point of contact, ensuring that client inquiries and concerns are addressed promptly.

• Develop and execute a targeted hunting strategy for enterprise and mid-market accounts within the installed base. • Build internal networks inside customer organizations to generate introductions, referrals and access to new stakeholders. • Pursue and close net-new opportunities across security services, managed compliance, enclave offerings, Secure AI, and cloud security. • Partner with CSMs to leverage QBR insights, risk findings and unmet needs — without taking over their renewals or upsell responsibilities. • Collaborate with marketing to convert campaign engagement into pipeline from existing accounts. • Perform enterprise-level consultative selling, including deep discovery, ROI framing, solution alignment, and executive presentations. • Lead complex sales cycles involving multiple stakeholders, procurement teams, and technical evaluators. • Maintain precise pipeline records, forecasts and opportunity documentation in Salesforce. • Represent CyberSheath at customer meetings, events and industry briefings. • Consistently meet or exceed installed base sales quotas, including multi-six-figure annual targets.