Role Description As Key Accounts Manager (Wholesale & Chains), you will drive Vivazen’s national expansion by hunting, winning, and scaling high-impact wholesale and large chain retail partnerships. Your focus will include: - Regional and national wholesalers across beverage, tobacco, wellness, and general merchandise. - Large chain customers such as convenience, specialty retail, and multi-unit operators. These partnerships are designed to materially expand Vivazen’s footprint, unlocking thousands of new retail doors and step-change volume growth. You will own the full commercial lifecycle, including: - Identifying and opening doors with senior decision-makers. - Negotiating complex agreements. - Onboarding new partners. - Building long-term growth plans. In this role, you will: - Actively prospect and close strategic accounts. - Build and manage a high-quality enterprise pipeline. - Lead multi-stakeholder negotiations covering pricing, margins, volume commitments, promotions, and merchandising. - Develop and execute account-specific growth strategies and joint business plans that drive velocity, distribution expansion, and sustainable profitability. - Spend significant time in the field building executive relationships, pitching at trade shows and industry events. - Work cross-functionally to ensure launches are executed cleanly, first shipments land on time, and reorder performance scales. - Maintain disciplined CRM hygiene, deliver accurate forecasts, and surface market insights that inform Vivazen’s broader commercial strategy. Qualifications - 7–10+ years of experience closing large-scale wholesale and/or chain retail agreements in convenience, tobacco, beverage, wellness, cannabis, or adjacent categories. - Proven track record of landing multi-million-dollar accounts reaching 1,000+ retail doors and generating $5M+ in annual run-rate within 12–18 months. - Established executive relationships across regional and national wholesalers and/or large retail chains. - Strong command of margin management, trade-promotion mechanics, and joint business planning. - High-EQ communicator and skilled negotiator who thrives in face-to-face selling environments. - Proficiency with CRM tools and experience using data and analytics (e.g., Nielsen, IRI) to support sales strategy. Requirements - Strategic Closer: Thrive in complex, high-stakes negotiations and influence senior decision-makers with confidence. - Wholesale & Chains Insider: Understand how distribution and large retail organizations work, including margin structures, trade spend, and operational realities. - Growth-Oriented Hunter: See whitespace as opportunity and enjoy building relationships where none existed before. - Disciplined Operator: Run a clean pipeline, forecast accurately, and execute with consistency. - Mission-Driven: Believe in natural wellness and want to build something meaningful, not just move boxes. Benefits - A competitive base salary. - Lucrative bonus plan based on performance. - Commission based on revenue. - Full medical benefits. Company Description Vivazen launched with a disruptive idea: that a small, plant-powered shot could outperform the synthetic stimulants dominating convenience counters. Over a decade later, we’ve not only proven it—we’ve defined the category. As the original brand to bring kratom-based products to market, we’ve since expanded into a powerful portfolio of clean, effective botanical blends—with more than 700 million servings sold nationwide. Retailers rely on Vivazen to drive real revenue in minimal space. Consumers trust us for fast-acting, feel-good energy they can count on. And behind it all is a business built for speed, ownership, and performance. At Vivazen, you won’t wait for permission or promotion. From day one, you’ll run a real territory with clear goals, visible numbers, and the support to win. As we enter a new phase of rapid growth, we’re building a team that’s as ambitious as the opportunity.

• Serve as a primary contact for day-to-day client inquiries and service needs. • Collaborate with internal teams to resolve complex issues and deliver timely, accurate responses. • Communicate updates related to high-cost claimants, notable claims activity, service issues, and plan performance to internal and external stakeholders. • Troubleshoot and resolve a variety of client and member issues, including claims, eligibility, Rx discrepancies, ID cards, and utilization review concerns. • Coordinate and distribute standard and ad hoc client reports. • Support the development and delivery of quarterly review materials and other client-facing updates. • Identify service gaps or trends and proactively escalate concerns to senior team members. • Track status of outstanding items and ensure closure through proper documentation and communication.

Role Description Runware is looking for a Senior Partnerships Manager to own and scale our strategic relationships with the world’s leading AI model providers. This person will ensure we have the strongest possible commercial terms, roadmap visibility, product access, market insights, and strategic value from our model-provider ecosystem. They will be the central owner for model-provider partnerships and will work closely with Product, Engineering, Sales, Marketing, Finance, and Legal to turn external AI partnerships into measurable business value. This is a senior, cross-functional commercial role for someone who is an excellent negotiator, a trusted relationship-builder, and a fast learner in a rapidly changing AI market. The ideal candidate can build deep relationships externally, negotiate hard commercially, and translate model-provider capabilities into internal product decisions, customer-facing value, and improved unit economics. What You’ll Do - Own and negotiate strategic model-provider relationships: Manage and deepen relationships with leading generative media model providers, including Google, OpenAI, Black Forest Labs, ElevenLabs, Luma AI, ByteDance, Runway, and Ideogram. - Negotiate best-in-market commercial terms: Lead negotiations on pricing, volume commitments, credits, preferred access, support levels, SLAs, roadmap visibility, co-marketing, launch support, enterprise terms, and non-standard strategic deal structures. - Turn partnerships into business value: Identify and execute opportunities that improve product capabilities, reduce costs, improve margins, accelerate model launches, enhance customer experience, or differentiate Runware in the market. - Coordinate across internal teams: Act as the connective tissue between model providers and Product, Engineering, Sales, Marketing, Finance, Legal, and leadership. - Maintain AI market intelligence: Track new model releases, benchmark shifts, pricing changes, context-window improvements, multimodal capabilities, latency and reliability tradeoffs, enterprise terms, ecosystem moves, and competitor access. - Drive partner-led launches on the commercial side: Coordinate timing with model creators, secure preferred or exclusive access, align launch narratives across Marketing and Sales, and partner with Product and Engineering on the integration build. - Support GTM and customer communication: Help Sales and Marketing translate model-provider updates into customer-facing value, launch narratives, partner comparison notes, competitive positioning, sales enablement, and customer-ready messaging. - Build a scalable partnership operating rhythm: Create and maintain partner account plans, executive relationship maps, QBRs, negotiation trackers, pricing and terms databases, launch calendars, model-update summaries, escalation paths, and partnership performance reporting. Qualifications - 7+ years of experience in strategic partnerships, business development, partner management, commercial strategy, enterprise sales, vendor management, or a related role. - Strong track record negotiating complex commercial agreements with strategic partners, vendors, platforms, infrastructure providers, SaaS companies, cloud providers, API companies, or technology ecosystems. - Excellent commercial judgment, including the ability to evaluate pricing, usage commitments, deal structures, margin impact, and long-term strategic value. - Proven ability to work cross-functionally with Product, Engineering, Sales, Marketing, Finance, Legal, and executive stakeholders. - Strong communication skills, with the ability to simplify complex technical and commercial information for different audiences. - High ownership, strong follow-through, structured execution, and comfort operating in a fast-moving, ambiguous market. Requirements - Experience in AI, machine learning, cloud infrastructure, developer platforms, API businesses, SaaS, data infrastructure, or enterprise software. - Understanding of the AI model ecosystem: frontier labs, open-source models, inference providers, multimodal models, model pricing, latency, context windows, enterprise deployment needs, and AI application architecture. - Technical fluency sufficient to discuss model performance, API capabilities, inference requirements, context windows, multimodality, fine-tuning, evaluation, latency, reliability, and model launches. - Prior experience negotiating with large technology vendors, cloud providers, platform partners, or strategic ecosystem partners. - Experience building partner programs, partner operating cadences, QBRs, partner scorecards, or executive-level relationship maps. Benefits - Generous paid time off – vacation, sick days, public holidays. - Meaningful stock options – share in the upside you create. - Remote-first setup – work from home anywhere we can employ you. - Flexible hours – own your schedule outside core collaboration blocks. - Family leave – paid maternity, paternity, and caregiver time. - Company retreats – twice-yearly gatherings in inspiring locations.

• Directs all aspects of a service area within an assigned vertical line of business "LOB." • Accountable for the development and maintenance of a safety conscious organization within all assigned customer sites. • Manages the financial and operating performance of assigned customer sites to ensure profitability and operational goals are achieved. • Responsible for the successful management of customer service issues and assisting in identifying potential contract/service enhancements. • Documents best practices and lessons learned and implements at customer locations.