• Technical point of contact in sales for ORBIS interface solutions (especially HL7, IHE/FHIR) • Support for tenders and new customer acquisition (technical input, clarification of requirements) • Support of existing customers together with the sales representatives • Development of interface and integration concepts (clear from a technical and functional perspective) • Independent planning, execution and follow-up of product presentations • Identification and preparation of KPIs and performance parameters for proposal preparation • Training/enablement of sales representatives on interfaces, value propositions and requirements • Participation in trade fairs and professional conferences • Close collaboration with product management, service and partner organizations

Account Executive Sacramento, CA Full Time Entry Level About Us As a women-led, Sacramento-based public affairs firm, Lucas Public Affairs is known for its high-level reputation, issue management, and strategic communication campaigns. On every project, we lead with smart strategy, diversity of thought, and deep-rooted connections to get the right people to care about issues that define California’s future. LPA is also a member company of Public Policy Holding Company, Inc., providing us with the unique ability to collaborate with both domestic and international leading government relations and public affairs firms to best serve client needs, and to provide employees with the benefits that come from working in a publicly traded company (London Stock Exchange). Position Overview The Account Executive (AE) plays a key role in supporting client accounts by coordinating strategic public affairs and communications efforts. The AE will manage key strategic aspects of account work, as well as assist with administrative duties. This role has regular communication and contact with clients and helps supervise junior staff, delegating essential client support activities. This role requires occasional travel to attend client meetings and/or events. Ideal candidate possesses issue expertise in water, natural resources, energy or related field and experience supporting communications on large-scale infrastructure projects. As an Account Executive, you will: - Develop and maintain general knowledge of public affairs and strategic communications strategies and tools. - Support senior staff through coordinating and managing key client account activities, work deliverables and strategic planning. - Translate complex technical, environmental and policy information into clear communications materials for stakeholders, media and public audiences. - Draft and schedule social media content, supporting development of digital communications that align with client messaging and campaign objectives. - Draft, proof, and manage jobs-in-progress, project calendars, client files, and other organizational tools to ensure client projects remain organized and on schedule. - Develop and execute against media plans including research analyses, press releases, and outreach; pitch content to reporters. - Monitor, track, and analyze news and social media coverage on client-related topics and key issues. - Organize and participate in client meetings; propose strategies, take diligent notes, update agendas, and coordinate follow-ups. - Assist with client billings, staff utilization and contract developments, and monitoring client payments. - Support the supervision and delegation of tasks to junior staff including but not limited to tracking news clips, maintaining and updating key client files, documenting client updates, and other essential client support activities; oversee quality of work deliverables. - Perform other duties as needed to achieve departmental and company goals. To be successful, you will need: - Bachelor's degree from an accredited university - A minimum of 3 years of experience in public affairs, government affairs/lobbying, journalism, or related experience - Strong knowledge and understanding of California’s political and public affairs environment, regulatory issues, and the news media - Ability to work with technical subject matter and translate information for non-technical audiences - Demonstrate social and digital media enthusiasm and have proven success delivering innovative ways to leverage the latest trends and platforms - Industry knowledge and experience related to: water, natural resources, infrastructure, environmental policy, or other complex public policy and regulatory environments - Proven track record of implementing/executing strategic communications programs - Ability to simultaneously manage multiple projects and collaborate with senior level staff - Excellent interpersonal and communications skills (e.g., verbal, written, and over the phone) - Superior organizational skills and attention to detail - Ability to work in a fast-paced environment We prefer that you have: - Bachelor’s degree with a major in public affairs, government relations, journalism, or related degree field - Agency experience, specifically in public affairs/public policy, is highly preferred - Fluency in Spanish (written and verbal) with the ability to communicate effectively with Spanish-speaking audience and translate complex information clearly and accurately. - Community outreach and engagement experience, including building relationships with diverse stakeholders, coordinating events or initiatives and fostering meaningful community participation. Schedule - Typical office hours - Monday through Friday, 8:30 am - 5:30 pm - Hybrid – Minimum of three days per week at client location in Sacramento Compensation - $28-$34 per hour What We Offer - Unlimited vacation policy and 6 sick days - Medical/Dental/Vision coverage for employees and families with opportunity to enroll in HSA - 401K plan with traditional and Roth options - $100 monthly phone stipend and company paid parking - Company paid basic life insurance of $50,000, long-term disability, and short-term disability coverage - Professional development, mentoring, and community engagement opportunities - Company paid access to a wide range of health and well-being resources and services including telephonic counseling, legal advice, and other services

Available Location: Salt Lake City, UT About the Role We are seeking a highly accomplished and strategic Account Executiveto join our Enterprise/Field Sales team. In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security). As an Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about Cloudflare's products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales. You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives. What You'll Do - Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments. - Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership. - Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions. - Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives. - Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery. - Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations. - Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the "why," communicating the whole picture to both internal and external stakeholders. - Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities. - Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work. Share learnings proactively to build trust across the organization. - Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking. Examples of Desirable Skills, Knowledge, and Experience - 8+ years of advanced experience selling complex technology solutions in a B2B enterprise model, with a significant track record of consistently exceeding multi-million dollar quota targets. - Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets). - Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales. - Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure. - Exceptional strategic communication and presentation skills, with a focus on articulating the "why" and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one). - Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals. - Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts. - Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes. - Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve. - Highly self-motivated, entrepreneurial, and resilient, thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals. - Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework application). - Bachelor's degree required, with a technical background (e.g., engineering, computer science, MIS) highly preferred. - Ability to travel as required to engage with key customers and internal teams. Compensation Compensation may be adjusted depending on work location. - For Colorado, Illinois, Maryland and Minnesota based hires: Estimated annual salary of $232,000-$370,000 This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. Equity This role is eligible to participate in Cloudflare's equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits - Medical/Rx Insurance - Dental Insurance - Flexible Spending Accounts - Commuter Spending Accounts - Fertility & Family Forming Benefits - On-demand mental health support and Employee Assistance Program - Global Travel Medical Insurance Financial Benefits - Short and Long Term Disability Insurance - Life & Accident Insurance - 401(k) Retirement Savings Plan - Employee Stock Participation Plan Time Off - Flexible paid time off covering vacation and sick leave - Leave programs, including parental, pregnancy health, medical, and bereavement leave

• Drive the adoption of Tempus's MRD testing services within the specified territory, focusing on major U.S. cancer centers, health systems, and community practices. • Engage with Key Opinion Leaders (KOLs), clinicians, and decision-makers to establish and expand business opportunities. • Develop strategic plans for acquiring new clients and retaining existing ones, maximizing client-bill contracting opportunities. • Implement laboratory services agreements (LSAs) with institutions that opt for client billing. • Collaborate with various sales roles within Tempus to ensure the attainment of company goals and objectives. • Identify and develop partnership opportunities between oncology clients and Tempus, promoting the integration of MRD testing into clinical practice. • Provide feedback to Tempus leadership based on market analysis and competitive landscape within assigned accounts. • Develop and implement a comprehensive business plan for the territory, including budgets, travel, territory management, and goal setting. • Represent Tempus's company culture with integrity, respect, and trust to both external and internal stakeholders.