• Develop deep insights into the Federal Systems Integrators customer base • Collaborate closely with AWS and NetApp account teams • Educate and enable a network of AWS Solution Architects and Engineers • Deliver compelling presentations and demos • Drive continuous learning and improvement within your team • Build and deepen executive relationships across Federal Systems Integrators • Drive contract capture by aligning FSxN to federal mission requirements

• You are responsible for end-to-end sales success: team leadership, processes, pipeline & forecast, go-to-market development and a sustainable closing culture – for a customer base ranging from small shops to large brands • Leadership, coaching & culture: lead and develop the sales team (coach/mentor, clear goals, feedback, enablement) • Strengthen a closing culture: pragmatic, accountable, performance-oriented – without “sales theater” • Evolve roles, responsibilities and (if necessary) team structure including hiring/onboarding • Develop and implement the sales strategy to scale PAQATO further in the SaaS space • Strategic new business acquisition including active personal involvement (hands-on) • Own and execute active outbound new business acquisition (cold outreach): identify target accounts, set up outreach sequences and conduct regular outbound calls to schedule meetings and generate pipeline • Responsible for the entire sales funnel: pipeline transparency, forecast quality, revenue projections • Establish/expand KPI-driven work (e.g. conversion, cycle time, win rates, pipeline coverage) • Work closely with Customer Success on retention, cross-sell and upsell strategies • Continuously monitor the market and competitors to identify new approaches and clearly position PAQATO • Tight integration with Marketing to increase revenue: sharpen ICP, messaging, funnel feedback

Role Description Join American Commercial Barge Line as a Sales Director and lead the development and execution of strategic marketing and sales initiatives that support long-term business growth. In this role, you’ll: - Build and maintain long-term customer relationships through meetings, site visits, and contract negotiations. - Understand customer industries and economic drivers to tailor logistics solutions. - Develop forecasts and strategic plans using data and cross-functional input. - Identify growth opportunities and new markets with existing and potential customers. - Present marketing and sales performance reports to leadership and stakeholders. - Collaborate with internal teams to resolve service issues and improve customer satisfaction. - Develop KPIs to track traffic data, forecast volumes, and evaluate customer performance. - Represent ACBL at trade shows, conventions, and industry events. - Perform all other duties as assigned. Qualifications - Strong analytical, problem-solving, and decision-making skills. - Excellent communication and presentation abilities. - Ability to collaborate across departments and build consensus. - Proficiency in Microsoft Office Suite. - Experience with CRM platforms and data visualization tools (e.g., Salesforce, Power BI) is a plus. - Willingness to travel up to 30%. Requirements - Bachelor’s degree in Marketing or Business Administration (preferred). - 10+ years of marketing/sales experience in commercial services.

• Conduct consultation and sales meetings with prospective clients independently • Maintain a minimum closing rate of 30% • Conduct client consultation sessions • Plan, prepare and follow up on appointments