The role & it's impact: As a payments expert, you will join Xero with a deep understanding of the payments landscape, navigating its complexities to drive commercial success. Your role is two-fold: leading the commercial relationships with large accounting and bookkeeping firms and championing Melio alongside our broader payment offerings to modernise how these organisations manage their cash flow. You will act as a strategic consultant, managing the full sales cycle and helping enterprise firms move away from manual processes toward automated, high-efficiency cloud solutions. By navigating complex sales cycles and providing subject matter expertise on payment rails and digital automation, you will empower our prospects and partners to optimize their workflows and scale their operations effectively. The team & how they connect: You will join a collaborative enterprise team, working closely with Partner Success Managers and Consultants to design and execute growth strategies for our most significant partners. This role serves as the vital link between our payments technology and our largest accounting partners, ensuring a coordinated approach to landing and expanding the full platform. Initially, you will focus on: - Driving sustainable adoption and revenue growth of the Melio payments hub across an allocated territory. - Analysing manual payment workflows to build compelling business cases for digital automation and integrated accounting. - Executing targeted outbound campaigns and office blitzes in collaboration with the wider enterprise sales team. - Utilising Salesforce and modern sales tools to maintain a predictable pipeline and accurate forecasting. Where and how you can work: This is a remote position based in the United States. We offer a flexible working environment that allows you to manage your territory effectively while staying connected with the team through virtual collaboration and occasional in-person events or workshops. Here are some of the things we are looking for: - As a payments expert, you possess a deep, "in and out" understanding of the payments landscape, including payment rails and digital automation. - You bring a wealth of knowledge in B2B SaaS or Fintech, specifically within accounts payable and receivable environments. - A proven track record of exceeding targets in a partner or channel sales model is something you can demonstrate. - You possess a natural ability to consult with high-level stakeholders, from CFOs to practice leaders, telling a persuasive story about digital transformation. - Navigating complex sales cycles using established methodologies like MEDDIC or Challenger is second nature to you. - Your approach is highly collaborative, with an enthusiasm for working across teams to ensure partner success and long-term retention. Compensation: At Xero, we value the impact and skills you bring to the team. We don’t just hire for a role; we invest in people. We believe in a Total Package philosophy - which means your value isn't just a single number on a paycheck. While base salary is a core component, we look at your compensation through a holistic lens that includes equity, performance incentives, and world-class benefits. The expected base salary range for this role in: - California, New York and Washington: $120,000 - $150,000 - All other US States: $116,200 - $145,200 Individual pay is determined by various factors, including geography, level of experience, and the specific skills you bring to the role.In addition to base pay, Xero’s roles are eligible for the following forms of variable compensation: - Variable Pay: Permanent employees are eligible to participate in our annual bonus and equity (RSU) programs. You may also be eligible for performance-based cash or equity (RSUs) incentives depending on your role level, and company performance. - Comprehensive Benefits: Medical, dental, vision, 401(k) match, and 21 days PTO, 10 days of Wellbeing leave, 5 days of Xtra Leave, 1 volunteer day, 12 paid holidays, paid parental leave. Further information included on our Xero Perks page. Apply even if your experience isn't a perfect match! At Xero, we hire based on your skills, passion, and the unique perspective you can bring to enhance our culture and team.

• Prospecting and reaching out to potential clients in the travel industry. • Conducting product demonstrations and highlighting the value of WeTravel's platform. • Managing the sales pipeline and closing deals to meet or exceed targets. • Collaborating with the onboarding team to ensure a smooth transition for new clients. • Providing feedback to the product team based on client interactions and needs.

Your role at DynatraceWe are looking for a candidate to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will drive sales growth through targeted acquisition and expansion efforts across various industry segments. It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 7 to 10 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 5 to 8 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success. - Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts. - Collaborative pre-defined SE support based on region. 7-10 customers, 5-8 prospects, with 18 total accounts. - Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts. - Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition. - Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events and account specific initiatives. - Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively. - Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs. - Ensure your customers’ implementations are wildly successful. What will help you succeedMinimum Requirements: - You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer. - You can manage sales cycles within complex organizations, while compressing decision cycles. - You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills). - You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - You have proven experience in acquiring new business. - You thrive in high-velocity situations and can think/act with a sense of urgency. - You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. - You know how to build and execute business plans and sales plays. - You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPIC). You are familiar with the observability and modern application market. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and RewardsCompensation and rewards - The base salary range for this role is $140,000 - $180,000. When determining your salary, we consider your experience, skills, education, and work location. - Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. - We also offer medical/dental benefits, and a company matching 401(k) plan for retirement. Equal Employment OpportunityAll your information will be kept confidential according to EEO guidelines. We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.

The main goal of the Enterprise Account Executive is to grow Rapid7's top revenue generating customers within the North Carolina region while partnering with the channel to penetrate greenfield accounts. In this role you will partner cross functionally with internal teams to ensure customers realize a return on investment, leading to continued growth and expansion. This is a quota carrying role and critical to the continued success of Rapid7. In this role you will: - Manage and nurture relationships with Rapid7's customers in the North Carolina region, including subsidiaries. - Build, develop and maintain relationships with key regional partners - Maintain responsibility for both net new sales and renewals within the Large Enterprise segment. - Collaborate closely with counterparts in Customer Success, Sales Engineering, Sales Operations, and Rapid7's executive leadership to ensure the health, retention, and growth of key customer accounts. - Conduct executive business reviews (in person where possible) with top strategic accounts to assess customer satisfaction and identify opportunities for enhancement. - Initiate renewal conversations 4-6 months in advance of the renewal date to ensure the continuity of existing business. - Proactively project customer needs to the business and corral resources to ensure needs are addressed. - Establish account success plans in partnership with Customer Success - Accurately maintain systems to reflect activity, forecast, and opportunity information in Salesforce Account Profile: - Parent Accounts: 60-75 - Existing Customers: 30% - Whitespace: 70% - Organizations with 1,500 employees and above. The skills and qualities you'll bring include: - Proven success with 3+ years of experience selling at Rapid7 in enterprise environments - 5+ years of experience in the cybersecurity industry. - Ability to travel up to 25% to client meetings as needed. - Understand customer selection criteria for budgeted and unbudgeted needs. - Proven ability to navigate complex enterprise accounts - Demonstrated success in achieving sales targets and driving revenue growth. - Exceptional communication and presentation skills, with the ability to articulate the value of Rapid7 solutions to key stakeholders. - Comprehensive understanding of both new sales and renewal processes in the enterprise context. - 3+ years of experience in selling through the channel - Strong organizational and project management skills to handle multiple accounts effectively. - Proactive and self-motivated with the ability to thrive in a fast-paced, dynamic environment. - Knowledge of the wider cybersecurity ecosystem. - Embody our core values to foster a culture of excellence that drives meaningful impact and collective success. #LI-PK2 #LI-Remote About Rapid7 At Rapid7, our vision is to create a secure digital world for our customers, our industry, and our communities. We do this by harnessing our collective expertise and passion to challenge what's possible and drive extraordinary impact. We're building a dynamic and collaborative workplace where new ideas are welcome. Protecting 11,500+ customers against bad actors and threats means we're continuing to push the envelope just like we' ve been doing for the past 20 years. If you 're ready to solve some of the toughest challenges in cybersecurity, we're ready to help you take command of your career. Join us. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.