• Develops profitable new business account relationships and increased profitability from existing accounts. • Identifies business opportunities based on knowledge of clients, markets, products, and services. • Makes sales presentations to existing and prospective clients informing them of benefits of using the organization's products and services to meet their needs. • Implements and maintains an effective referral network and call program to promote sales.

• Prospect and develop new advertising opportunities across SMB, regional, and mid-market accounts, with exposure to select national advertisers and agencies • Generate pipeline through outbound outreach, relationship-building, networking, referrals, and market research • Develop fluency in Rockbot’s place-based media inventory across audio, TV, and digital signage offerings • Identify advertisers with strong contextual or event-based alignment opportunities across Rockbot venues and audiences • Qualify opportunities, pitch solutions, develop media plans, negotiate terms, and close business • Manage advertiser relationships from first conversation through renewal and account expansion • Educate advertisers and agencies on the value of reaching consumers in high-dwell, real-world environments • Partner cross-functionally with Ad Operations and Account Management to support campaign execution and advertiser success • Meet or exceed monthly and quarterly revenue goals through disciplined pipeline management and consistent outbound activity • Balance hunting new business with managing renewals, repeat business, and account growth opportunities • Learn how different advertiser verticals, deal structures, and campaign objectives impact sales strategy and execution • Use campaign performance insights and client feedback to identify optimization and upsell opportunities • Maintain accurate opportunity tracking, forecasting, and pipeline hygiene in Salesforce and HubSpot • Prioritize high-potential opportunities using data, market insights, and advertiser demand signals • Contribute market feedback, competitive insights, and advertiser trends during team planning discussions • Operate effectively in a lean, evolving environment where sales reps maintain significant ownership over the customer experience

• As an Account Executive (m/f/d) at Aufinity, you are a closer through and through. You know how to open doors no one else has opened, stay persistent when others give up, and see cold calling not as a burden but as an opportunity. At Aufinity, you bring a digital solution into car dealerships that creates real impact — and you actively shape our growth. • Own pipeline: You identify, qualify, and develop leads in the automotive segment from first contact to a successful close. • Outbound with substance: Whether by phone, email, or LinkedIn, you find your way to the customer and convince them with personality, speed, and consistency. • Consultative approach instead of a standard pitch: You quickly understand your customers' challenges and clearly show how our solution delivers real value. • Team play with impact: You work closely with Product and Marketing to make the most of opportunities and close deals successfully together. • Clear targets: You work data-driven, use our CRM professionally, and celebrate successes with an ambitious team.

• Develop and execute strategic sales plans to achieve and exceed assigned sales quotas. • Identify and prospect new business opportunities within the assigned territory or market segment. • Build and maintain strong relationships with key stakeholders, including decision-makers, influencers, and technical contacts. • Conduct thorough needs assessments to understand client challenges and present tailored solutions that demonstrate the value of Instructure's products (e.g., Canvas LMS, MasteryConnect). • Deliver compelling presentations and product demonstrations, both virtually and in-person, to diverse audiences. • Manage a robust sales pipeline, accurately forecasting sales opportunities and maintaining up-to-date records in the CRM system. • Negotiate contracts, pricing, and terms to ensure mutually beneficial agreements. • Collaborate cross-functionally with internal teams, including sales engineering, product, marketing, and customer success, to ensure a seamless client experience. • Stay informed about industry trends, competitive landscape, and Instructure product updates to effectively position our solutions. • Act as a trusted advisor to clients, providing ongoing support and identifying opportunities for expansion.