• Develop and maintain strong relationships with executive-level client contacts, serving as the primary point of contact for a portfolio of approximately 10–15 bswift clients. • Regularly engage with clients to understand their strategic business objectives, challenges, and evolving employee benefits needs. • Partner with Client Services and other internal departments to proactively address concerns, resolve issues, and ensure consistent client satisfaction and loyalty. • Actively identify opportunities for clients to adopt additional bswift products and services, adding measurable value to their employee benefits programs. • Lead contract renewal efforts for assigned clients, ensuring bswift is well-positioned for successful renewals with a minimum 12–18 month runway. • Monitor and analyze key performance indicators, including client satisfaction, retention, and revenue growth. • Provide expert guidance on benefits program design in coordination with bswift system configuration and implementation teams. • Advise clients on benefits compliance, regulatory considerations, and industry trends. • Leverage benchmarking and analytics, in partnership with internal Data Analytics, to position new products and services and support strategic client decisions. • Offer insights on best practices to help clients remain competitive in their benefits offerings. • Build and participate in regular client and internal executive report-outs, including Stewardship Meetings and Quarterly Business Reviews. • Clearly communicate the value delivered through bswift services using data-driven insights and performance metrics. • Collaborate with Sales to support expansion opportunities and the pursuit of new clients when appropriate. • Serve as a client advocate internally, representing client feedback and priorities across bswift teams. • Lead the resolution of client escalations or conflicts in a diplomatic, professional, and effective manner, leveraging appropriate internal resources.

• Prospect and engage new B2B cannabis and cannabis-adjacent accounts via phone, email, and video conferencing • Qualify inbound and outbound leads and manage the full inside sales cycle from discovery through close • Educate prospects on products/services while ensuring compliance with state and local cannabis regulations • Build and maintain strong relationships with licensed operators and key decision-makers • Maintain accurate pipeline activity, forecasts, and customer records in CRM software • Collaborate with other departments and teams as needed to optimize sales strategies • Meet or exceed monthly and quarterly sales quotas and activity metrics • Stay informed on cannabis market trends, regulations, and competitive offerings • Support account handoffs to account coordinators as needed • Support sprint initiatives when/if we send Alchemists to meet with stores in person in various markets • Other duties as assigned

Role Description BigPanda is seeking an enterprise sales rep who is process-oriented, has an exceptional commitment to detail, is customer-obsessed, and looking for career growth and challenge. The role requires that you build relationships and credibility with clients and partners through proactive prospecting, conducting product demonstrations, and helping prospects evaluate BigPanda’s solutions to help solve for their IT-related pains. BigPanda is a team environment where you will be working as an individual contributor with support from a crew of highly experienced and repeatedly proven professionals. There is a firm commitment to our sales process, persistent and value-added prospecting on a daily basis, and a focus on customer success. There also exists a commitment to professional and personal development for the entire team, and we will seek out individuals who welcome feedback and challenge. What you will do: - Manage a complex sales cycle and share the value of BigPanda’s platform solution to prospective clients. - Build and develop relationships with enterprise companies while helping them evaluate their own requirements and BigPanda’s value. - Work in a team environment with exceptional communication, accurate forecasting, and overachieve revenue goals by helping grow BigPanda’s stable of satisfied customers. Qualifications - Experienced SaaS sales pro with a consistent track record of overperformance. - Exceptional communication skills and executive presence. - A strong commitment to development and growth as a sales professional. - Proven record of overachieving sales quotas. - Experience selling SaaS solutions, ideally in a startup environment. - Sales methodology training and experience managing a forecast. - Demonstrated commitment to thoughtful and value-added prospecting. - Experience leading a sales cycle from Prospecting to Close, including presenting to C-Level Executives. Benefits - Competitive equity. - Remote-first environment. - Unlimited PTO. - Comprehensive health benefits. - #PandaParent support: Combined total of 18 weeks fully paid leave for all new parents. - Financial planning services. - Employee learning & development budget. - Values-based recognition (quarterly and annually). - Social community & ERG programs. - Dog friendly office. - Lunches provided in office. - Flexible work environment. - Values-based culture. - Market competitive salary with an anticipated OTE compensation range (salary + commission target) of $280,000 - 320,000. - This is a commission-eligible position, and the pay mix for this role is 50/50. - BigPanda offers a generous total rewards package that includes base pay, commission, equity, and a world-class benefits program. - We run two (2) compensation review cycles per year to ensure that managers can recognize employees without much lag between achievement and reward. - BigPanda has a significant focus on career development that is at the core of our employee experience.

Role Description The Account Executive serves as the primary point of contact and is responsible for managing all facets of the relationship with key named accounts in the Public Sector while ensuring revenue goals are met. The AE requires strategic thinking/planning coupled with tactical execution of identified business opportunities. Maintains contact at relevant levels in the accounts, focusing on the strategic and tactical nature of the relationship. Must be able to build and maintain relationships effectively and communicate at all levels within the organization. Develops opportunities across assigned accounts, effectively selling solutions and services using technical, organizational and customer knowledge to influence and build trusting relationships. Principal Duties and Essential Responsibilities - Primary point-of-contact for major account(s) regardless of accounts’ geographic location. - Maintains consistent executive contact with account at a high, executive level, focusing on the strategic nature of the relationship. - Sells Verint products or services and maintains relationships with existing named accounts. - Maintain effective relationships with established customers and partners. - Evaluation and coordination of RFP responses. - Responsible for working with assigned named account(s) to develop short and long term account plans to include new product acquisition, major and minor product upgrades and associated strategic services. - Develop and maintain internal document strategic account plan. - Responsible for expanding and retaining named accounts while ensuring ongoing customer service. - Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats. - Prepares proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision-making processes and overcomes objectives to close. - Maintain up-to-date knowledge of industry, technical developments and government regulations that affect target vertical markets. - Determine sales strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts. - Assume a leadership role in coordinating account strategy and tactics for sales support team (inside sales, pre-sales, sales management). - Develop and maintain detailed account profiles including organizational charts for all accounts to be reviewed by management on a quarterly basis. - Develops strategy for sustained management and success of business and coordinates resources to ensure goals are met. - Provides regular updates to senior sales and operations staff concerning account issues, financial status. - Meet and exceed sales quotas and revenue goals. - Manages the account day in day out in Verint CRM. - Consistently achieves quarterly and annual revenue forecasts. - Maintains up to date and accurate forecasts. - Considered a trusted resource by customer base and an expert in the field. - Has credibility to influence at senior levels within named account e.g. Senior Executive/Board/Chair. Qualifications - Bachelor's Degree or equivalent work experience. - Five (5) years of sales experience and success in selling high-value, complex, and long sales cycle enterprise software and/or high-value services. - Public Sector (State and Local government, DoD, Federal/Civilian). - Proven and successful sales track record of quota attainment. - Must be able to effectively prospect and identify business opportunities, conduct needs analysis, and present and close solutions sales to targeted accounts. - Effective and Professional presentation and communication skills, both written and verbal are required with the ability to penetrate and establish relationships with customer’s senior-level executives. - Must possess excellent negotiation and closing skills with the proven ability to qualify prospects from both an operational and financial standpoint. - Experience and knowledge of the public safety market, radio recording, and quality programs. - Travel approximately 50-75%. - Successful completion of a background screening process including, but not limited to, employment verifications, criminal search, OFAC, SS Verification, as well as credit and drug screening, where applicable and in accordance with federal and local regulations. - The ability to obtain the necessary credit line required to travel. Preferred Requirements - Experience with selling and delivering automation and AI into Public Sector (State and Local government, DoD, Federal/Civilian) agencies. - Multiple years of consistent quota attainment and/or overachievement in past 5 years. - Working knowledge of value-added ROI business process sales engagements. - Knowledge of Workforce Engagement, Workforce Management, Quality Management, Citizen Experience and Customer Experience Automation and/or CRM/ERP software background desired. Company Description Verint Systems Inc. is an equal opportunity employer and is committed to maintaining a workplace free from discrimination, retaliation, and sexual and any other form of harassment. Verint has a zero-tolerance policy against any form of discrimination, retaliation, or harassment including sexual harassment or any other form of harassment based on race, color, religion, sex, age, national origin, genetic information, disability, veteran status, and any other classification or characteristic protected by applicable federal, state or local laws. Verint operates in accordance with all anti-discrimination laws and affords equal opportunities to employees and applicants without regard to any characteristic or protected class in our hiring, promotion and termination practices.