• In partnership with the Field Application Engineer, present and sell RTI software and engineering services to current and potential customers within the assigned territory. • Seek new business proactively in key industries through prospecting, cold calling, networking with partners and exhibiting at relevant trade events. Also collaboration with RTI’s Sales Development Representatives to scale outreach. • Plan, schedule meetings, and consult with customers onsite to understand their technical and business problems and challenges. • Work with RTI Product Management and Engineering staff to develop software solutions. • Communicate with decision makers and influencers. • Work with the Customer Success Manager and Professional Services team to onboard and integrate new customers and develop existing customer relationships. • Build trust-based professional relationships with key decision makers and be the primary point of contact. • Conduct all business discussions with the customer, including pricing, licensing and negotiations. • Drive customer retention, upsells, and customer satisfaction. • Work with Marketing to plan and conduct key events (seminars, lunch & learns) in the assigned territory. • Forecast and track key territory metrics. • Meet sales goals by closing business in the assigned territory.

• Assist Producers in the placement of new and renewal business. • Prepare and send Future ACORD applications to market for Renewal indications, per AE/Producer instructions. • Assist with the marketing of New Business. • Provide direct customer service support for commercial lines clients. • Issue appropriate documentation, as needed including certificates of insurance, auto insurance ID cards, etc. • Compose or assist in composition of highly technical or sensitive correspondence. • Ability to translate highly technical information for the client’s understanding. • Compile applications, negotiate with underwriters and prepare proposals for new and renewal business proposals/offerings • Contact clients and/or underwriters to obtain additional information or answer questions. • Resolve policy and coverage related concerns for clients, insurance carriers, and Producers. • Ability to communicate negative actions to the client, while offering a solution to remedy the situation. • Bind or place coverage with acceptable carriers adhering to appropriate carriers binding authority. • Stay current on company insurance products and offerings. • Be cognizant of developments in the marketplace, including product line offerings, changing insurance consumer trends and needs when advising clients. • Set up and maintain electronic file information in the Agency Management System including data entry and client & policy database maintenance.

Role Description The Strategic Account Management organization is looking for a customer-facing leader to manage our Strategic Account Managers within our US Food and Beverage vertical. This manager will lead a team focused on the retention and growth of some of Square’s largest restaurants. You will support and continue to build a data-driven and motivated team whose efforts will continue Square's journey up-market within the food and beverage vertical. You will directly manage 8-10 Strategic Account Managers while directing the overall revenue growth and logo retention of your team’s portfolio. You will provide 1:1 coaching and performance management for Square’s senior Account Managers. You will help develop processes and insights to grow the team today and influence program design for the future. You will identify and help build ongoing training programs and go-to-market product initiatives for Account Managers, as well as influence the tooling Account Managers need for success. You will also manage impactful cross-functional projects for the greater company with autonomy. You will have recent experience leading high performing teams in the mid-market or enterprise segment, with proven success serving as a player/coach for your portfolio. You will also have experience leading projects, driving revenue growth, and advocating internally for customers. Stand-out candidates find their energy from coaching talent, building from scratch, engaging with customers and feel comfortable operating in the unknown. You Will: - Lead a distributed team of up to 8-10 senior Account Managers focused on food and beverage sellers, each with a book of business of 30-50 accounts - Retain your portfolio in a challenging and competitive environment - Provide 1:1 coaching and performance management to your team members - Serve as an escalation point for customer challenges, including meeting with customers in-person weekly to monthly - Act as a vertical expert and engage with product teams to serve as the customer voice for upmarket sellers with past success working with executive internal stakeholders - Create efficiencies through stream-lined repeatable processes and operational excellence - Foster cross-functional collaboration through beta programs, co-marketing, product insights and more Qualifications - 15+ years total experience in Business Development, Sales or Account Management, ideally in the food and beverage industry - 5+ years experience directly managing metrics-driven customer-facing teams within a high-growth technology company - Experience identifying opportunities and independently developing plans of action on behalf of your team - Excellent written communication for all audiences, including internal senior stakeholders - Experience working cross-functionally with product teams to serve as the voice of the customer - Experience serving as a direct senior escalation point for customers to diffuse challenges and identify mutual wins Pay Transparency Block takes a market-based approach to pay, and pay may vary depending on your location. U.S. locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future. To find a location's zone designation, please refer to this resource. If a location of interest is not listed, please speak with a recruiter for additional information. - Zone A: ($174,240 - $261,440) - Zone B: ($162,080 - $243,040) - Zone C: ($153,360 - $230,000) - Zone D: ($148,160 - $222,240) Application Guidelines Candidates may submit up to 9 active applications within a 60-day period. Reapplications to the same role are accepted 90 days after a previous application has been reviewed. Use of AI in Our Hiring Process We may use automated AI tools to evaluate job applications for efficiency and consistency. These tools comply with local regulations, including bias audits, and we handle all personal data in accordance with state and local privacy laws. Benefits - Remote work - Medical insurance - Flexible time off - Retirement savings plans - Modern family planning Company Description Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people. - Square makes commerce and financial services accessible to sellers. - Cash App is the easy way to spend, send, and store money. - Afterpay is transforming the way customers manage their spending over time. - TIDAL is a music platform that empowers artists to thrive as entrepreneurs. - Bitkey is a simple self-custody wallet built for bitcoin. - Proto is a suite of bitcoin mining products and services. Together, we’re helping build a financial system that is open to everyone.

• Own a portfolio of accounts, managing the post-sale lifecycle including QBRs, renewals, and expansions. • Build and maintain multi-threaded relationships across economic buyers, executives, and champions within each account. • Proactively identify upsell and cross-sell opportunities and drive net revenue retention above 120%. • Partner with Customer Success Managers to ensure product adoption, time-to-value, and health scores are on track and gross revenue retention above 93%. • Lead executive business reviews and translate platform data into business-relevant insights for C-suite stakeholders. • Forecast renewal and expansion revenue accurately in Salesforce on a monthly and quarterly basis. • Serve as the voice of the customer internally — surfacing product feedback, risks, and opportunities to Product and Leadership. • Navigate complex contract negotiations and procurement cycles with legal and finance stakeholders.