• Report to a Regional Sales Director and own a broad book of business, from new prospects to growing existing accounts. • Manage the full sales cycle for prospects, from discovery and solution alignment through negotiation and close. • Support GitLab for prospects by clearly articulating our DevSecOps value proposition and aligning it to customer business outcomes. • Analyze wins and losses, contribute to root cause analyses, and share lessons learned with account managers, marketing, and technical teams. • Document and maintain accurate buying criteria, buying processes, next steps, and owners to ensure a reliable, evidence-based pipeline. • Contribute to improving our sales handbook and processes by documenting best practices and opportunities for refinement. • Provide account leadership and direction across pre- and post-sales, partnering closely with technical teams and customer success. • Represent the voice of the customer by contributing product feedback and ideas to our public issue tracker.

Role Description Are you a go-getter who thrives on freedom, flexibility, and unlimited income potential? We’re looking for motivated, self-driven sales professionals to join our growing Xplor Pay Direct Sales team in the payment solutions industry. This is a 100% commission-based opportunity with residual income, perfect for those who want to be in control of their time and income. - Go door-to-door or visit local businesses to offer payment processing solutions - Educate business owners on how to save money and streamline transactions - Close deals and earn activation bonus and monthly commissions + long-term residuals - Work independently with full support and training Qualifications - Curious and empathetic people - Motivated by meaningful work - Resonate with our four core values - Positive outlook and comfortable with ambiguity - Thrives in an ever-evolving and complex environment - Minimum 2 years of business-to-business (B2B) outside sales experience (preferred) - Valid current driver’s license and auto insurance - Able to work well independently and as part of a team - Possess the ability to self-source leads through a combination of prospecting, cold-calling, and networking with a true hunter mentality - Align with our four core values, and you are simply a good human Requirements - Uncapped commission – top reps earn $100K+ annually - Residual income – get paid monthly on your active accounts - Flexible schedule – be your own boss - Sales training and mentorship provided - Activation bonuses paid weekly and residuals paid monthly - Presidents Club Incentive Trip and Annual Sales Conference - W2 Status, Health benefits and 401K Benefits - Health benefits - 401K match - Commission-only residual model with a portfolio ownership component

Role Description The Account Executive is a relationship-driven sales professional who manages and grows national insurance carrier and TPA relationships across Fortify's platform. This role uniquely blends strategic relationship management with tactical execution—you'll be both a strategic partner for key accounts and a hands-on executor who ensures exceptional customer service, smooth onboarding, and continuous program expansion. You will spend the majority of your time managing existing national carrier and TPA partnerships—handling everything from day-to-day inquiries to strategic business reviews—while dedicating 25–50% of your time to pursuing new carrier and TPA relationships that will drive Fortify's growth. This is a versatile, high-impact role for someone who thrives on building strong relationships, solving problems, and driving results. You understand that great account management requires both strategic thinking and flawless execution. You're comfortable engaging with operational contacts and program decision-makers alike. You bring the energy of a business developer with the discipline of a customer success professional. The ideal candidate has experience in the insurance ecosystem, particularly with national carriers or TPAs, and understands the nuances of managed repair programs, vendor relationships, and multi-location service delivery. This role reports to the Head of Carrier & Program Sales and works closely with cross-functional teams across operations, regional leadership, and corporate functions. Qualifications - 3–7 years of B2B sales, account management, or customer success experience - Background in insurance services, property restoration, P&C claims, TPAs, managed repair programs, or adjacent industries preferred - Track record of managing accounts and achieving growth targets - Experience with both strategic relationship management and tactical execution - Strong customer service orientation with attention to detail - Excellent communication and relationship-building skills - Self-directed work style with accountability for results - Bachelor's degree in Business, Marketing, or related field preferred Requirements - Manage a portfolio of national carrier and TPA relationships, serving as the primary contact and trusted partner. - Build relationships at multiple levels—from operational coordinators to program decision-makers. - Conduct regular business reviews and account check-ins to demonstrate value and identify opportunities. - Balance strategic relationship management with tactical day-to-day execution. - Provide exceptional, responsive customer service to carrier and TPA partners. - Lead program onboarding for new partners, ensuring smooth implementation and activation. - Coordinate across operations, regional teams, and brands to deliver on commitments. - Monitor program performance and proactively address issues. - Identify and pursue new national carrier and TPA relationships (25–50% of your time). - Research and prospect target organizations through networking and outreach. - Present Fortify's platform capabilities and develop compelling proposals. - Collaborate with leadership to advance and close new opportunities. - Identify opportunities to expand services and increase program utilization within existing accounts. - Work cross-functionally to design solutions addressing carrier and TPA challenges. - Track account health and progress toward growth targets. - Maintain accurate pipeline records and forecasting in CRM. - Execute account plans aligned with revenue targets. - Prepare proposals, presentations, and RFP responses. - Partner with Operations, Marketing, Technology, and regional teams to deliver results. - Serve as a liaison between carrier/TPA partners and internal Fortify teams. - Share customer insights and feedback to inform strategy. Benefits - Competitive executive compensation with performance incentives - Equity participation in a PE-backed growth company - Comprehensive health, dental, and vision coverage - 401(k) with company match - Generous PTO and 9 paid holidays

• Cultivate and maintain positive relationships with laboratory, pharmacy, infection control, nursing management, emergency department, risk management and physician partners within the Acute healthcare market • Drive demand for and adoption of new assays and instrumentation • Optimize cycle time by using Salesforce.com (CRM tool) to maintain customer and account activity