Role Description Das Sammeln und Verifizieren von Nachweisen für Compliance oder Nachhaltigkeitsanforderungen ist für Unternehmen heute eine gewaltige operative Hürde. Das Nachweis-Management ist oft fragmentiert und manuell. Sunhat schließt diese "Proof Gap". Wir sind die Collaborative Proof Platform, die verstreute Daten in eine zentrale, verifizierte Proof Library überführt. Als strategische Schnittstelle begleitest du unsere Enterprise-Kund:innen auf Augenhöhe. Du kombinierst dein tiefes Fachwissen im Bereich ESG mit ausgeprägter SaaS-Produktintuition. Du verstehst die Pain Points von Nachhaltigkeitsteams bei Ratings oder Audits und sorgst dafür, dass sie Sunhat tief in ihre täglichen Prozesse integrieren, um den maximalen Nutzen aus der Plattform zu ziehen. Qualifications - Deep ESG & Compliance Expertise: Du bringst ein tiefes Verständnis für moderne Nachhaltigkeits-Frameworks, Offenlegungsstandards und Ratingsysteme mit (z. B. ESRS/CSRD, EcoVadis, CDP, MSCI, ISS oder ISO-Standards) und durchdringst deren Datenstrukturen. - Customer Success & SaaS Experience: Du hast einen klaren Track Record in einer kundenzentrierten Rolle (z. B. Customer Success Management, Account Management oder Consulting). Du weißt, wie man Enterprise-Kund:innen strategisch betreut und die Software-Adoption in komplexen Großorganisationen treibt. - Communication & Presence: Du bist kommunikativ, gehst proaktiv in den Austausch und agierst absolut sicher im Umgang mit anspruchsvollen Fachabteilungen und dem Management. - Analytisches Mindset: Datenstrukturen liegen dir. Du liebst es, komplexe regulatorische Anforderungen in logische, digitale Prozesse zu übersetzen. - Sprachen: Du kommunizierst auf C1-Niveau (oder besser) auf Deutsch und Englisch, um sowohl unsere Kernmärkte als auch die interne Kommunikation sicher zu bedienen. Ein Plus ist Französisch für unseren wachsenden Markt in Frankreich. Requirements - Implementation & High-Touch Onboarding: Du führst Neukund:innen durch den Prozess und stellst sicher, dass Sunhat fachlich und prozessual perfekt in deren Organisation verankert wird. - Strategic Advisory: Du bist Sparringspartner:in für die Sustainability-Teams. Du erklärst ihnen nicht nur die Plattform, sondern hilfst ihnen aktiv, komplexe Frameworks effizient in Sunhat abzubilden. - Adoption & Value Creation: Du analysierst die Plattformnutzung über Daten und erkennst proaktiv Hürden, damit die User den maximalen geschäftlichen Nutzen (z. B. ein besseres EcoVadis-Rating) erzielen. - Product Influence: Als „Voice of the Customer“ übersetzt du regulatorische Neuerungen und das Feedback der Kund:innen in konkrete Impulse für unser Produkt-Team. Benefits - Competitive Pay & Equity: Wir bieten dir ein marktgerechtes Gehaltspaket und Optionen für Unternehmensanteile. - Work your way: Du kannst vollständig remote innerhalb Deutschlands arbeiten oder unsere Offices in Köln, Hamburg und Berlin nutzen. - Trust & Flexibility: Wir unterstützen deine Work-Life-Balance durch hohe zeitliche und örtliche Flexibilität für deinen individuellen Lifestyle – egal ob mit Familie, für den Sport oder deine persönlichen Projekte. - Tech Stack & Tools: Von Macbook bis Software – du bekommst alles, was du brauchst, um richtig durchzustarten. - Continuous Learning: Du profitierst von einem Weiterbildungsbudget für Kurse, Konferenzen und mehr. - Feelgood Budget: monatlich 50 € steuerfreier Sachbezug für Shopping-Gutscheine oder deine Urban Sports Club Mitgliedschaft.

Role Description At AlgoSec, what you do matters. AlgoSec helps the world’s leading organizations secure application connectivity across hybrid and multi-cloud environments. Trusted by more than 2,200 global organizations, our platform delivers visibility, security policy management, risk reduction, and compliance automation across complex enterprise networks. As we continue to expand our cloud and enterprise business globally, we are looking for a high-impact Sales Manager to drive growth in the region. This is an opportunity to join a profitable, growing cybersecurity company with strong market traction, a collaborative culture, and significant growth potential. Reporting To: Director Sales Location: Italy (Home office) Direct Employment What You’ll Do: - Prospect and qualify new potential customers within assigned territory. - Consistently deliver against targets. - Drive opportunities at the strategic and tactical level. - Identify and close deals with corporates, PSU’s and central government agencies through face-to-face in person meetings. - Build strong executive relationships with enterprise customers and strategic partners. - Be accustomed to all aspects of business development from lead generation, through pricing, proposal generation, and closing. - Keep informed on new products, services, and other general information of interest to customers through successful participation in AlgoSec web-based training and other forms of knowledge transfer. - Stay informed of customer business opportunities, current conditions, future prospects, and competitive issues. - Regularly brief AlgoSec management on status, prospects, and current needs of top customers across Enterprise and Public Sector. - Collaborate cross-functionally with Sales Engineering, Customer Success, Product, Marketing, and Channel teams to deliver customer impact. - Expand and strengthen strategic partner engagement across the territory. Qualifications - Minimum 10 years of successful selling in related IT/Cybersecurity field. - Bachelor's degree in Business, Management, Marketing, or related field. - Experience in selling to Enterprise, government and public sector. - Challenger’s mindset and a Can-Do approach, discipline and resilience. - Proven, consistent track record of success as evidenced by achieving and exceeding both quarterly as well as annual quota. - Consistent and disciplined use of Salesforce and industry-leading formal sales methodologies. - Strong computer, written and interpersonal communications and presentation skills. - Strong rolodex. - Experience in Workflow Automation, Change Management and PM systems. - Experience in selling cloud security solutions. - Strong relationship with the local channels and system integrators. - Excellent verbal and written communication skills in both English and Italian. - Willingness to travel up to 50%. Nice to Have - Experience in selling complex cybersecurity solutions, SAAS and platform-based solutions. - Relationships with strategic partners such as Cisco, Optiv, NTT, or Presidio. Company Description AlgoSec is an Equal Opportunity Employer committed to creating a friendly, diverse, and inclusive company culture.

• Leading the end-to-end sales process for high-potential and strategic restaurant and retail partners - from prospecting to closing. • Identifying new business opportunities, market trends, and categories that can accelerate Wolt’s growth. • Managing and optimizing the sales pipeline, ensuring strong forecasting accuracy and data-driven decision-making. • Negotiating partnership terms with key stakeholders and ensuring long-term, profitable collaborations. • Partnering with cross-functional teams (Mx Services, Account Management and Marketing) to ensure smooth onboarding and lasting partner success. • Using insights from data to refine acquisition strategies and continuously improve sales effectiveness.

Senior Solutions Sales Executive - Sustainability locations Paris Remote - France job requisition id R11837 The Senior Solution Sales Executive is responsible for obtaining new business and customer expansion sales opportunities from Executive-level buyers and influencers in either private or publicly traded companies. Solution sellers are focused on a specific portfolio of Workiva solutions and collaborate with other Workiva sales teams to deliver multi-solution sales. Successful candidates will build relationships and identify Workiva products and solutions that meet customer needs to drive customer acquisition within an assigned territory. Sales growth is attained through new customer subscriptions, professional services, delivery and training. What You’ll Do - Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline - Utilize information gathered during the needs analysis phase to deliver a compelling demonstration of the Workiva platform - Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges - Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition - Regularly and promptly update customer relationship management tools to report customer contacts - Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales - Develop and execute a sales strategy with purposeful action to secure the sale - Rally internal support to pursue an account and optimize internal resources - Prioritize selling activities and ensure timely follow-through - Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset - Share knowledge, successes, lessons learned and best practices with peers across teams What You'll Need Minimum Qualifications - 6+ years experience in a related role - enterprise technology or similar complex solution sales across large customer accounts - Undergraduate Degree or equivalent combination of knowledge and related career experience Preferred Qualifications - Understanding of the Software as a Service (SaaS) business model - Ability to demonstrate complex software applications - Demonstrated experience navigating and delivering sales success across large, enterprise organizations - Strong business acumen and an ability to understand complex business challenges - Executive presence and an ability to communicate at the most senior level - Ability to identify and understand the power of influencers versus buyers and how to navigate the nuances of each during the sales cycle. - Ability to manage multiple complex sales cycles simultaneously - Demonstrated experience navigating and delivering sales success across large, enterprise organizations - Ability to negotiate pricing with a focus on retaining value - Capability for achieving (and exceeding) sales quota targets Travel Requirement & Working Conditions - Up to 30% travel for regular customer meetings and events - Reliable internet access required for any period of time working remotely and not in a Workiva office Why Join Workiva Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations. Our AI-powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world. At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny. If you’re energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we’d love to meet you. Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, or any other protected characteristic. Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com. Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards. #LIHM1