Role Description We’re excited to announce an opening for a Lead EDU Account Executive for the Italian & Iberian market. In this role, you will need to: - Develop and be responsible for your own annual, quarterly and monthly territory business plan for the region’s education vertical. - Find new prospects from both inbound and self-sourced leads. - Run qualification calls with C-level executives and department leaders in the education sector. - Consistently close both new and install base business at or above quota. - Sell through internal champions to multiple stakeholders, as well as directly to C-level executives. - Work collaboratively with HubSpot's marketing and technology teams to evolve our sales strategy tailored to the education vertical when new features and products are introduced. - Run online and occasionally in person product demonstrations. - Help shape the future of HubSpot's mission, particularly in the education sector, with your perspectives, ideas, and skills. Qualifications - 3-5 years in a quota carrying role. - Fluency in English, Italian and Spanish. - Knowledge of the education vertical (not required but a plus). - Experience in a complex selling environment. - Unmatched consultative selling and closing skills. - Accurate forecasting and pipeline management. - Proven track record as a high performer (e.g. over quota, President's Club). - A sharp focus on your goals and a strong approach for achieving them. Requirements - Strong communication, time management and adaptability in order to be set up for success in a hybrid working environment. - Experience working in a high-growth, "scale up" environment. - Passion for helping businesses grow and curiosity about the tech and education industry. - Humility and enthusiasm in their work. - An understanding of how technology can address challenges faced by educational institutions (a plus). Benefits - Flexibility to be remotely located in Spain, based on individual preference. - Support for candidates who may need alternative arrangements.

• Drive growth of Cisco’s Collaboration Devices portfolio across Public Sector accounts by partnering with account teams, engineering resources, and customer stakeholders to develop and close strategic opportunities • Lead customer engagements focused on workplace modernization, hybrid collaboration, and secure meeting experiences across Federal, State & Local Government, and Education environments • Position Cisco’s collaboration devices solutions against key competitors by leveraging deep industry knowledge, technical credibility, and business-value selling strategies • Collaborate across Cisco architectures and limited pooled SE resources to independently support technical discussions, demonstrations, and customer solution development • Influence long-term customer collaboration strategies by building trusted advisor relationships and aligning Cisco’s innovation roadmap to evolving Public Sector collaboration needs

Role Description Elastic, the Search Analytics company, is seeking a dynamic Enterprise Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems. As a dynamic Enterprise Account Executive, you will be an integral part of our growth strategy. You will drive net-new revenue and expansion within Enterprise Accounts in an assigned territory. This is an opportunity for those passionate about empowering companies through cutting-edge search technology and analytics, enabling them to unlock the full potential of their data. What You Will Be Doing - Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within (new) Enterprise accounts while deepening engagement with existing ones. - Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights. - Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. - Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face. - Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings. - Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently. - Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth. - Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles. - Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. - Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. Qualifications - The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller. - Proven Track Record: Success in SaaS subscription sales in Enterprise accounts, evidenced by overachievement. - Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical. - Executive negotiation & closing: Lead high-stakes contract and pricing discussions. - Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization. - Relationship Building: Adept at establishing credibility with both technical developers and executive leadership. - Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date. - AI Mindset: Use new technologies for performance advantage and deal structuring. - Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions. Benefits - Competitive pay based on the work you do here and not your previous salary. - Health coverage for you and your family in many locations. - Ability to craft your calendar with flexible locations and schedules for many roles. - Generous number of vacation days each year. - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service. - Up to 40 hours each year to use toward volunteer projects you love. - Embracing parenthood with a minimum of 16 weeks of parental leave.

• Work in a fast-paced, growing industry to help families and professional referral sources with seniors urgently needing to be discharged into a community meeting their needs or with a home care agency as they transition out of a hospital or skilled nursing facility • Deliver on your target quota of families selecting a senior care option each month by generating daily qualified patient referrals from your assigned market plan accounts • Currently maintains a portfolio of clients (social worker, case managers, and discharger planners) specifically in hospitals and skilled nursing centers within this open territory • Develop, own, and grow your book of accounts to increase referral volume in your territory • Cultivate new contacts within each account through networking, cold calls, and service presentations, following up with each referral source on discharge outcomes to reinforce the value A Place for Mom delivers • Educate families on their care options and how they will work with you and a Healthcare Senior Living Advisor to find the right senior living option as they are discharged • Work with your partner Healthcare Senior Living Advisors to deliver on your target quota of families in moving into a community or hiring in home care • Leverage and analyze reports in our CRM and internal structure to develop and manage your pipeline • Pilot new initiatives, tests, and processes (e.g., account scoring, CRM changes) in your territory and provide feedback to improve the tools and resources at your disposal