Role Description Vertosoft is seeking a driven and relationship-focused Government Account Executive to support growth initiatives aligned to the Virginia Information Technologies Agency (VITA) contract portfolio and related Virginia state government opportunities. This role is responsible for driving pipeline development, customer engagement, partner collaboration, and full-cycle sales execution across Virginia public sector accounts. The Government Account Executive works closely with state agencies, manufacturer partners, channel stakeholders, and internal Vertosoft teams to support technology modernization initiatives and contract-driven growth throughout the Commonwealth of Virginia. This is an excellent opportunity for a public sector sales professional with experience supporting Virginia government customers and navigating state procurement environments. Qualifications - Bachelor’s degree in Business, Marketing, or related field (or equivalent experience) - 5+ years of sales, account management, or business development experience - Experience supporting Virginia state government customers and/or VITA-related opportunities - Demonstrated success meeting or exceeding sales targets - Working knowledge of public sector procurement processes and state contract vehicles - Strong communication, presentation, and negotiation skills - Experience using CRM platforms such as PipeDrive, Salesforce, or similar systems - Ability and willingness to travel throughout Virginia as needed Requirements - Develop and execute account strategies aligned to VA VITA-supported opportunities - Build and maintain relationships with Virginia state agencies, procurement stakeholders, and partners - Identify and develop new business opportunities within the Virginia public sector ecosystem - Generate pipeline through prospecting, networking, partner collaboration, and industry engagement - Manage opportunities through the full sales lifecycle including discovery, qualification, proposal support, negotiation, and close - Coordinate with manufacturer and channel partners to develop compliant and competitive solutions - Support pricing strategy and deal execution aligned to company objectives - Navigate Virginia procurement processes, VITA requirements, and public sector contract vehicles - Maintain accurate CRM records, forecasting updates, and pipeline reporting - Collaborate cross-functionally with Operations, Contracts, Marketing, Finance, and Partner teams - Participate in customer meetings, partner engagements, and industry events throughout Virginia - Other duties as assigned Benefits - Competitive base salary plus commission/bonus opportunity - Pay commensurate with experience - Comprehensive benefits package including health, dental, and vision - 401(k) with company match - Paid Time Off (PTO) and all Federal holidays - Flexible remote work environment - Professional development and career growth opportunities

Role Description The Specialist Sales Executive – Data Protection will serve as an important part of the HPE Enterprise sales function by providing sales expertise in the areas of Data Protection (DP), Business Continuity (BC), Disaster Recovery (DR), and Cyber Resilience (CR). By building relationships across the ecosystem with HPE internal sellers, channel partners, ISV partners, and customers, this person will drive consistent revenue and market share growth across the data protection portfolio in their assigned territory. This role covers the Delaware, DC, and Maryland region and qualified candidates must reside within 50 miles of this location. Responsibilities: - Drive consistent revenue growth across the Data Protection portfolio of technologies including but not limited to: Zerto software, ISV data protection software, data protection storage, cyber vaults, professional services, and other ancillary solution components. - Collaborate internally with other HPE Sales Organizations to develop new opportunities and augment existing sales pursuits by introducing relevant DP/BC/DR/CR solutions where relevant and appropriate. - Direct and coordinate supporting sales activities related to pipeline hygiene through account managers, Presales, channel partners and other relevant stakeholders. - Effectively use internal sales tools to maintain a healthy pipeline and the account plan in a timely fashion. - Negotiate and drive profitable deals to ensure successful closure and a high win rate. - Establish a professional and consultative relationship with the client by achieving an advanced understanding of the unique business needs of the client within the industry. Work with clients up to and including the C-level for mid-to-large accounts. - Leverage advanced knowledge of competitors and industry trends to strategically position the company's products and services. - Focus on and work with the channel to forge relationships, provide enablement of key technologies, and co-sell to end-users. - Effectively lead, evangelize, and help to coordinate Zerto and Data Protection marketing campaigns (digital/new techniques) to ensure a successful launch and maintenance of the campaign momentum, in alignment with the account strategy. - Act as a trusted solutions consultant for the slated accounts/region. - Reinforce and articulate HPE's strategy and portfolio to partners and champions to uncover new business opportunities and contacts, including new logos when appropriate. - Effectively use references to craft a story that makes complex technologies seem simple and understandable for the customers. - Actively generate customer interest and anticipate customer's buying trends. Link business and financial benefits with technology offerings. Illustrate the ROI & TCO advantages of HPE offerings for the customer's business. - Cultivate and maintain positive relationships with customers to ensure account retention and growth, to position the company as the preferred vendor to meet business needs. Qualifications - 5+ years of field software solution sales experience. - At least 2 years of experience selling data protection and/or business continuity/disaster recovery and/or cyber resiliency solutions. - Successful Sales Executives who have worked at Value Added Resellers (VAR) with a demonstrated history of selling relevant solutions and technologies. - Highly consultative approach with a demonstrated history of managing complex $MM solutions from discovery through closure. - Demonstrated history of consistently exceeding quota objectives. - Experience selling to a multitude of industries and verticals is highly desirable. - Strong relationships in VAR/Reseller/Managed Provider ecosystem. - Cybersecurity knowledge and experience are a big plus. - Ability to demonstrate selling value solutions with proven methodology (MEDDIC / MEDDPICC / Force Management Preferred). - Ability to navigate large, highly matrixed organizations to create leverage and scale is highly preferred. Requirements - Must reside within 50 miles of assigned region. Benefits - Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing. - Personal & Professional Development: Specific programs catered to helping you reach any career goals you have. - Unconditional Inclusion: A culture that celebrates individual uniqueness and values varied backgrounds.

Role Description Nebulock is looking for a highly driven, entrepreneurial Enterprise Account Executive to build and own a strategic territory from the ground up. We’re looking for a hunter who thrives in building business and brand, creating momentum, and opening new markets. - Own and grow a defined enterprise territory, operating as the CEO of your region with full accountability for pipeline and revenue generation. - Build and execute a territory strategy that drives new logo acquisition and long-term customer expansion. - Develop and manage strategic channel and partner relationships to create leverage and accelerate market penetration. - Drive complex enterprise sales cycles from prospecting through close, engaging executive stakeholders and security leadership teams. - Partner closely with Sales Engineering to deliver compelling technical and business value throughout the customer journey. - Collaborate cross-functionally with Marketing, Product, and Leadership to provide market feedback and help shape go-to-market strategy. Qualifications - 4+ years of experience in enterprise or territory sales, ideally within cybersecurity or infrastructure technology. - Proven ability to prospect, build pipeline, and close complex enterprise deals. - Experience working with channel partners, VARs, MSSPs, or strategic alliances. - Strong executive presence with experience selling to CISOs, security leaders, and senior decision-makers. - Ability to adapt quickly, iterate in fast-moving environments, and thrive in ambiguity. - Highly motivated with a strong hunger for growth and achievement. - Team-first mentality with a low-ego, collaborative approach to building a company. Requirements - Cybersecurity industry experience (Nice to Haves). - Startup or early-stage company experience (Nice to Haves). - Experience selling emerging technologies or security operations solutions (Nice to Haves). Benefits - A dynamic startup environment with opportunities for rapid career growth. - A collaborative culture that values innovation and creativity. - Competitive salary and meaningful equity options. - Comprehensive benefits package, including 401(k). - Opportunities to travel for conferences, workshops, customer meetings, and team-building events.

Role Description We are looking for a full-cycle Account Executive. This is a hunter role with a clean inbound flow on top. Qualifications - 3-5 years as a full-cycle Account Executive at a B2B SaaS company. Linear career progression preferred. - Product-company background. You have sold software, not services. No agency-only careers. - US Eastern Time Zone work hours. Time-zone overlap on 9am-6pm ET is non-negotiable. - Professional English fluency. Every demo, email, proposal, and Slack message in English. - Hunger. You measure yourself by closed-won, not activity metrics. - Pirate operator mode. You are the kind of AE who DMs a prospect on LinkedIn after the demo with one specific question, not the kind who waits for “next steps.” - Public output is a plus. LinkedIn posts, deal-debrief content, podcast appearances, substack — operators leave a trail. Requirements - You were an early AE at a Series A or B sales-tech company (Apollo, Outreach, Salesloft, Gong, Lemlist, Clay, Reply.io, Cognism, HubSpot, ZoomInfo). - You have run cold outbound campaigns yourself, not just received SDR-generated leads. - You have used AiSDR or an AI SDR competitor as a buyer. You know what is real and what is theater in this category. - Professional sports or competitive-hobby background (triathlon, rowing, climbing, martial arts, esports at a serious level). We hire for discipline; sport correlates strongly. - You can name 3 specific objections you have heard about AI SDR products and the rebuttal you would use today. - HubSpot Solutions Partner ecosystem experience. What will you do - Days 1-30 (ramp): - Internalize the AiSDR sales playbook by shadowing 20+ recorded customer calls. - Run 15 first calls under co-pilot mode. Every call gets a 24-hour review. - Close 3-5 deals on the Explore plan ($900/month) or Grow plan ($2,500/month). - Build a working knowledge of HubSpot, Fathom, AiSDR (the product), Slack, and our quarterly-billing motion. - Days 31-60 (own the book): - Run 30-40 discovery calls per month. Maintain 3x pipeline coverage against your quota. - Hold 25%+ inbound-to-paid conversion. (Industry baseline 12-15%, our team average 22%.) - Average deal size: $2,700 to $7,500 quarterly billing. - Live in HubSpot. Every call has a Fathom recording linked, every note is searchable, every next step has a date. - Run AiSDR campaigns on your own seat. Yes, we dogfood. Your outbound is part of the inbound flywheel. - Days 61-90 (compound): - Close 12-18 deals in the quarter at minimum. - Source 3-5 named customer references for case studies. - Contribute weekly customer-feedback loops to product and marketing. - Identify and close one strategic enterprise deal (>$30K ACV) per quarter. - Standing responsibilities: - Full-cycle close: discovery, demo, proposal, negotiation, contract, hand-off. - Pricing negotiations: own them yourself. AiSDR rule on price: “I can’t do anything on the price. I can do it on the volumes.” - Clean hand-off of every closed-won deal to Customer Success within 24 hours of contract signature, with full conversation context. - Same-day response to every inbound demo request landing in your assigned territory. - Weekly pipeline review with the CEO and a monthly 1:1. - Quarterly retrospective on closed-won and closed-lost deals. - Industry presence: 2-3 LinkedIn posts per week on what you are seeing in the market. - Customer-led content: co-author one case study or customer-story post per quarter. - Product feedback: surface 5+ feature requests per quarter back to engineering, scored by deal impact. - Conference / event attendance: 2-3 per year (SaaStr, Pavilion, Inbound, or vertical-specific). Tools you will use daily - HubSpot CRM (deepest integration on the market, our system of record). - AiSDR (you will use the product to prospect for the product). - Fathom (every call recorded, summarized, searchable). - Slack (team communication, customer notifications). - Google Workspace (Calendar, Drive, Gmail). - LinkedIn Sales Navigator (or comparable). - Stripe (billing, you will share the buy links). - DocuSign (contract signing). - Loom (async demos, follow-up videos, custom walkthroughs). Benefits - Commission: uncapped. Top performers on our team run materially above OTE. - Equity: quarterly grant, 4-year vest, 1-year cliff. - Remote. US Eastern Time Zone. - Annual offsite in Lviv or Warsaw (your choice). - Health: Healthcare stipend (you choose the plan, we cover the premium). - Time off: 25 days paid, plus federal holidays. Join us!