• Drive top-line revenue growth by acquiring new commercial customers and developing innovative strategies for account expansion. • Take ownership of net new logo acquisition as the primary driver of success in this role, proactively sourcing and building your own pipeline of opportunities. • Manage and nurture customer relationships ensuring maximum satisfaction and retention, and promoting long-term strategic partnerships. • Proactively identify and pursue opportunities to cross sell additional products and services to existing customers to optimize account revenue and profitability. • Leverage data insights, customer intents, and adoption history to effectively prospect new clients and enhance retention strategies, leading to improved conversion rates in new business pipeline and increased retention and expansion of existing clients. • Understand and convey the benefits of Zendesk products ensuring alignment with customers’ business objectives to secure customer satisfaction and product expansion. • Lead complex and competitive sales cycles utilizing your strong communication skills and value selling to articulate compelling business cases. • Consistently develop a robust pipeline of qualified opportunities and maintain an accurate forecast to exceed quarterly and annual revenue goals. • Establish and maintain executive sponsorship, leveraging your industry expertise to build relationships with decision-makers and champions. • Collaborate with internal teams to enhance sales strategies and streamline sales execution. • Exceed revenue goals on a quarterly and annual basis leveraging weekly and monthly KPIs.

• Responsible for driving capital and consumable product portfolio sales that addresses respiratory surgical complications to the Operating Room area of care, as well as the C-Suite level of a hospital. • Lead territory opportunity development and activities that translate to accurate monthly, quarterly, and annual projections. • Maintain sole ownership of providing accurate forecasts to their Regional Business Manager each reporting period for their territory. • Identify, qualify, prepare, and execute effective sales strategies that maintain the existing base of business and support the close of competitive and revenue growth opportunities. • Probe, develop, and close all related product sales inquiries/leads with existing customers within assigned geographic territory. • Coordinate and collaborate with regionally aligned field sales team to drive incremental RMS revenue and achieve target sales goals. • Develop, negotiate, close, and manage profitable agreements. • Effectively utilize and update sales tools to accurately address trends in existing base of business, create call strategies, and to manage territory and strategic business plans. • Effectively deliver strategic messaging in a variety of settings, including trade shows, presentations, and board meetings. • Provide product feature and benefit application consultation, drive value messaging, as well as clinical support. • Lead the local team in the coordination and support of clinical evaluations and pre-sales support. • Conduct post-sales activities, including implementation, product education, in-servicing, and ongoing support. • Maintain and build customer relationships to understand, align, and support customer initiatives. • Maintain detailed level of knowledge of related products and applications. • Maintain a comprehensive understanding of related programs and value-added offerings. • Utilize Specialist and Clinical resources in an efficient and cost-effective manner to optimize sales process. • Inform Regional Business Manager and local area team members of new account opportunities. • Complete all assigned projects and administrative duties in a timely manner. • Consistently maintain all Vendor Credentialing requirements.

• Establish a strategic and tactical sales plan and ensure sales targets are met • Identify new opportunities in defined geographic and sector areas • Identify client-specific needs and conduct presentations, discussions, and demonstrations • Create and prepare quotes, negotiate, and close deals • Coordinate with presales resources throughout the sales process • Manage the sales process from first contact to close and maintain client relationships for recurring opportunities • Review market analysis to determine customer needs and volume potential, and develop sales activities to support company goals • Partner with marketing on lead generation, campaigns, messaging, and case studies • Represent the company at trade association meetings and trade shows • Support responses to RFPs • Report opportunities and sales cycle status in Salesforce • Analyze and control expenditures to conform with budgetary requirements • Prepare periodic sales reports showing sales volume and potential sales • Maintain relevant competence regarding clients’ needs and our products and solutions

Role Description At Firefly, we are looking for a talented Mid-Market Account Executive to join our global sales team. As a full-time remote Account Executive, you’ll step into a rare early stage opportunity with a fast-growing company. As the architect of a modern outbound strategy, you’ll: - Accelerate inbound prospects - Lead pipeline generation sprints - Close software sales across diverse industries In an environment rich with velocity and value motions, you’ll thrive where product-market fit is exceptional. This is a fully remote position, open to candidates located anywhere in the United States. Responsibilities - Create detailed business plans to reach predetermined goals and quotas - Identify, qualify, negotiate, and close new business opportunities - Manage and drive the sales cycle from an initial stage to securing a deal - Demonstrate the Firefly product to potential customers using a ‘consultative selling’ approach and demonstrating value according to customer needs - Negotiate with relevant stakeholders in the prospect organizations (procurement, legal, and more) - Collaborate with sales leadership and Sales Engineers to create and refine the lead qualification process Requirements - Have proven experience as an Account Executive of at least three years from a startup/tech company - Lead generation and account management experience - Have good familiarity with the Cloud ecosystem - Terraform, CloudFormation, or IaC knowledge - Have experience working with DevOps / SRE teams - a big advantage - Have excellent communication, presentation skills, and interpersonal skills - Experience in hunting and nurturing relationships with key stakeholders - Have knowledge of market research, sales, and negotiating principles - Have outstanding knowledge of CRM software (e.g. HubSpot) - a plus Company Description Firefly is an Automated Cloud Resilience platform that helps platform and DevOps teams automate, govern, and recover cloud infrastructure using Infrastructure as Code (IaC). We work with mid-to-large enterprises running complex cloud environments and speak directly to highly technical audiences across Platform Engineering, DevOps, SRE, and Cloud Infrastructure teams. Firefly is committed to a diverse and inclusive workplace. Firefly is an equal opportunity employer and does not discriminate against any employee or job applicant on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.