Role Description Xello is looking for an Account Executive, Field Sales - California. You are a highly driven sales professional with integrity, a great work ethic, and excellent interpersonal skills. You are confident in leveraging consultative and strategic sales techniques to consistently convert prospects into sales. You take a thoughtful and thorough approach to the discovery process and are proud of the value you deliver to clients. Guided by your positive attitude and persistence, you thrive in a results-oriented culture. Please note that the successful candidate for this role will be based remotely in California, USA. What you’ll do… - Drive new business sales from school districts across California - Consistently prospect into territory to develop self-generated pipeline - Collaborate with BDRs to support pipeline development goals - Conduct discovery calls, sales presentations and run through the full sales cycle with prospects - Manage and report on pipeline, status of the business, and forecast revenue - Meet or exceed monthly, quarterly, and annual sales quota, and be accountable for results - Use Salesforce to manage and report on pipeline and forecasting, ensuring all opportunities are kept up to date - Build and maintain a strong in-state presence across California through client visits, in-person meetings, product demos, relationship-building, and participation in key local events, conferences, and district meetings - Take an active role in weekly, monthly, and annual sales meetings and company functions as appropriate - Protect the confidential and private information that you may come in to contact with in the course of your work and uphold the ethics and integrity of Xello’s code of conduct Qualifications - 3+ years of B2B full-cycle (end-to-end) sales experience as an inside sales rep, territory rep, or in a business development role - Experience developing a sales plan and building and managing a sales pipeline to convert prospects into sales - Willing and able to travel up to 30% within California - An engaging and genuine manner of communicating - A knack for connecting with prospects over the phone (warm leads and cold-calling) - Familiarity with web-based presentation tools such as Zoom and CRM tools - A university degree and training in sales techniques for consultative selling - Experience working in SaaS or the technology industry Requirements - The compensation for this role offers an OTE ranging from $115,000 - $150,000 USD, with a 70/30 split between base salary and incentive. - The final offer will be determined based on the candidate's experience and expertise, as assessed during the interview process. Benefits - For our Canadian based staff: - Flexible work arrangements including hybrid and remote - 4 weeks of vacation - Employer-paid health and dental benefits - 4-month top-up for parental leave - Group RRSP with 3% matching - For our US based staff: - Remote work environment - 4 weeks of vacation - 80% employer-paid health benefits - 4-month top-up for parental leave - 401(k) with 3% matching - For our UK based staff: - Remote work environment - 28 days annual leave (inc. 3 days at Christmas) + bank holidays. With additional annual leave days added to reward long service Company Description We are Xello (CASCAID in the UK), the leading developer of future readiness programs in North America and the UK and soon the world! Our mission is to help anyone, anywhere in the world to create a successful future through self-knowledge, exploration, and planning. We believe that by bringing our best selves to our work and collaborating with one another, we can change the world. We are a very diverse group of individuals who work hard, laugh often and share in each other’s lives. We are an inclusive, equal opportunity employer. Embracing agile practices, an innovative mindset, and keeping our users at the heart of what we do, are just a few of the keys to our success. In addition to working with leading technologies, we are committed to continuous learning and growth through internal/external training and mentoring, which includes a PD budget for every employee. Like what you hear? Apply Now!

• This individual will be responsible for developing and maintaining strategic business relationships with Oncology departments and practices • Build and maintain relationships across accounts that result in opportunities to benefit patients, physicians, and other HCPs within the geography • Consistently partner with in-house and cross-franchise leaders, collaborating to identify, design and adapt appropriate approaches and tactics • Deliver effective on-label technical and scientific presentations utilizing approved data • Serve as lead US Commercial contact with targeted accounts in assigned geography • Collaborate with AbbVie and co-promotion counterparts to provide excellent customer support for physicians • Build, implement, communicate, and regularly update strategic and tactical business plans for targeted accounts • Monitor and report sales progress

• Candidates must be located within the territory, and the territory covers New York City, NY. • This individual will be responsible for developing and maintaining strategic business relationships with Oncology departments and practices consisting of interactions with Oncologists, Hematologists, Pharmacists, Nurses, Executive level personnel, Department heads and Managers, and various other support staff in a highly academic geography. • Business relationships will be focused on increasing education on product benefits/risks consistent with approved label, developing new business, improving resource utilization, and growing sales and market share by achieving sales plan for the assigned Oncology product and indications. • Uses opportunities to understand and address customer needs. Build strong relationships that provide market intelligence and support development of compliant and innovative programs and initiatives. • Consistently partners with in-house and/or cross-franchise leaders, and collaborates with such partners to identify, design and/or adapt appropriate approaches and tactics demonstrating resources within geography. • Delivers effective on-label technical and scientific presentations utilizing approved data, to appropriately highlight the benefits and risks of the product resulting in sales quota achievement. • Serve as lead US Commercial contact with targeted accounts in assigned geography and collaborate with all AbbVie and any co-promotion Counterparts including Brand and Strategic Marketing, GPO team, Thought Leader Liaisons, and MSLs, and contracted SPPs to provide excellent customer support for physicians to the benefit of their patients. • Such support should include site support and addressing any potential customer issues. • Build, implement, communicate and regularly update strategic and tactical business plans for targeted accounts. In collaboration with sales leadership and other appropriate AbbVie or Co-Promote partners, facilitate site physician/treatment team training on approved and safe use of AbbVie’s products. Monitor and report on sales progress. Provide routine communications with all internal and external (as applicable) partners. • Act as AbbVie key point of contact to each account. Respond to or direct customer to the appropriate service or point of contact for their questions or requests and actively follow-up. • Take lead in coordinating and ensuring any needed or requested support is delivered in a timely manner and to the satisfaction of the account by the best person withing AbbVie or copromote partner. • Attend and actively participate in local clinician boards, societies, and other HCP meetings when appropriate. Represent AbbVie and assigned products at such venues, build/improve new/existing relationships. Channel key information, developments or findings to internal partners/stakeholders. All communications in these forums are on labels. • Remain current on all clinical, market, and payer developments, trends, and issues specific to oncology and disease areas. • Complete all AbbVie required training and maintain adherence to all company policies and OEC/Legal procedures. • Within assigned accounts and geography, seeks out important information and articulate implications to our business and to our customers’ business’. • Transfers knowledge to appropriate internal partners and integrate standard methodologies that have tangible value for customers and patients across assigned indications/brands to benefit the geography and AbbVie Oncology. • Establishes and maintains a complete understanding of approved product label and disease state knowledge for impactful use with customers. • Optimizes both external and internal data, resources, and tools to identify sales opportunities and program strategies for customers in assigned territories. • With the approval of legal/OEC, actively participates in relevant organizational programs in local markets. • Develops a strong command of available selling resources and tools; fully demonstrates those resources to support selling strategies and maximize impact. • An essential requirement of the position is to meet health care industry representative credentialing requirements to gain entry into facilities and organizations that are in assigned territory. These HCIR credentialing requirements may include, but are not limited to, background checks, drug screens, and proof of immunization/vaccination for various diseases.

• Achieve annual revenue targets through consultative sales to new clients and renewals of existing policies • Build and manage a portfolio aligned with Coface’s strategic growth and retention objectives • Develop a robust pipeline of qualified prospects through direct outreach • Market and sell specialized financial products • Provide ongoing service to clients by monitoring coverage and program performance • Conduct market research to identify new business opportunities