• Create pipeline from zero • Prospect into targeted dealer groups, break into competitive accounts, and generate new opportunities consistently • Run full-cycle sales from first call to signed deal • Sell transformation, not features • Build executive relationships with Dealer Principals, GMs, CFOs • Develop territory strategy • Represent VitalEdge in the market

Role Description Xello is looking for an Account Executive (California). This role is based remotely in California, USA. - Drive new business sales from school districts across North America. - Consistently prospect into territory to develop self-generated pipeline. - Collaborate with BDRs to support pipeline development goals. - Conduct discovery calls, sales presentations (primarily online) and run through the full sales cycle with prospects. - Manage and report on pipeline, status of the business, and forecast revenue. - Meet or exceed monthly, quarterly, and annual sales quota, and be accountable for results. - Use Salesforce to manage and report on pipeline and forecasting, ensuring all opportunities are kept up to date. - Attend client and industry-related events, such as conferences throughout the year to represent Xello. - Take an active role in weekly, monthly, and annual sales meetings and company functions as appropriate. - Protect the confidential and private information that you may come in to contact with in the course of your work and uphold the ethics and integrity of Xello’s code of conduct. Qualifications - 3+ years of B2B full-cycle (end-to-end) sales experience as an inside sales rep, territory rep, or in a business development role. - Experience developing a sales plan and building and managing a sales pipeline to convert prospects into sales. - An engaging and genuine manner of communicating. - A knack for connecting with prospects over the phone (warm leads and cold-calling). - Familiarity with web-based presentation tools such as Zoom and CRM tools. - A university degree and training in sales techniques for consultative selling. - Experience working in SaaS or the technology industry. Requirements - The compensation for this role offers an OTE ranging from $106,000 - $130,000 USD, with a 70/30 split between base salary and incentive. - The final offer will be determined based on the candidate's experience and expertise, as assessed during the interview process. Benefits - For our Canadian based staff: - Flexible work arrangements including hybrid and remote. - 4 weeks of vacation. - Employer-paid health and dental benefits. - 4-month top-up for parental leave. - Group RRSP with 3% matching. - For our US based staff: - Remote work environment. - 4 weeks of vacation. - 80% employer-paid health benefits. - 4-month top-up for parental leave. - 401(k) with 3% matching. - For our UK based staff: - Remote work environment. - 28 days annual leave (including 3 days at Christmas) + bank holidays, with additional annual leave days added to reward long service. Company Description We are Xello (CASCAID in the UK), the leading developer of future readiness programs in North America and the UK and soon the world! Our mission is to help anyone, anywhere in the world to create a successful future through self-knowledge, exploration, and planning. We believe that by bringing our best selves to our work and collaborating with one another, we can change the world. We are a very diverse group of individuals who work hard, laugh often and share in each other’s lives. We are an inclusive, equal opportunity employer. Embracing agile practices, an innovative mindset, and keeping our users at the heart of what we do, are just a few of the keys to our success. In addition to working with leading technologies, we are committed to continuous learning and growth through internal/external training and mentoring, which includes a PD budget for every employee.

• Develop and maintain a robust pipeline of qualified opportunities through outbound prospecting, referral generation, networking, and lead follow-up. • Conduct discovery calls and meetings to understand business challenges, technical requirements, and stakeholder priorities. • Qualify prospects based on budget, authority, need, and timing or similar frameworks. • Develop and present proposals, including ROI models and solution overviews, that align with customer objectives and Integris service offerings. • Partner with CX and internal teams to scope and price tailored technology solutions. • Own the sales process from initial contact through close, with consistent follow-up and clear next steps throughout the cycle. • Accurately track all prospecting, opportunity, and sales activity in ConnectWise or other CRM platforms. • Meet or exceed monthly and annual sales quotas and KPIs related to pipeline growth, conversion rates, and client acquisition. • Participate in team meetings, training sessions, and sales reviews to continuously improve sales effectiveness and stay current on product knowledge. • Maintain professional expertise by studying industry trends, customer needs, and competitive positioning.

• RADs are responsible for the initial launch of Team Velocity products, services, and overall strategy with new clients, as well as the management and retention of existing clients. • RADs provide digital marketing strategy, website & lead performance optimization, analytics & reporting, and additional in-store training to help dealers achieve sales and service objectives. • RADs are proficient in building comprehensive, performance-based digital marketing strategies. • RADs closely monitor and report on client campaign effectiveness utilizing proprietary company technology platforms and work closely with the Client Services and Production Teams to ensure all campaign deliverables are accurately executed on deadline and all projected revenue is accounted for each month.