• Responsible for negotiating and converting prospects into paying clients via a consistent consultative sales approach • Prospect SME (small to medium enterprise) organizations and establish relationships with key stakeholders at the company via omnichannel outreach • Qualify prospects utilizing a strong understanding of InEvent's ICP (Ideal Customer Profile) and mastering industry-specific use cases • Keep detailed records of sales outreach in all InEvent operating systems including PipeDrive, Hubspot, Wingman, and Warfare • Ensure monthly, quarterly and annual targets are achieved by maximizing inbound leads but also prospect outbound as and when required • Build strong social networks via consistent, valuable, and relevant content and conversation pieces on LinkedIn

• Develop and maintain relationships with commercial clients and prospective customers • Identify new business opportunities through networking, prospecting, referrals, and outbound outreach • Present and sell managed services solutions including IT support, cloud services, cybersecurity, infrastructure, networking, and related technologies • Conduct discovery meetings to understand client pain points, business objectives, and technology needs • Create proposals, pricing, and service agreements tailored to client requirements • Manage the full sales cycle from lead generation through close • Collaborate with internal technical and operations teams to ensure successful solution delivery and client satisfaction • Maintain accurate pipeline activity, forecasts, and client information within CRM systems • Meet or exceed monthly and quarterly sales goals • Stay current on industry trends, technology solutions, and competitor offerings

• 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.