• Manage complex sales-cycles and present to C-level executives. • Close net new logos and expand existing accounts. • Identify and close quick, small wins while managing longer, complex sales cycles. • Exceed activity, pipeline, and revenue targets. • Track all customer details including use case, purchase time frames, next steps, and forecasting in Salesforce. • Use a solution-based approach to selling and creating value for customers. • Promote Databricks; enterprise cloud data platform powered by Apache Spark. • Ensure 100% satisfaction among all customers. • Prioritize opportunities and applying appropriate resources. • Build a plan for success internally at Databricks and externally with your accounts.

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. We are looking for an Enterprise Account Executive to lead efforts and expand Toast’s market share and presence in the Sports & Entertainment industry through establishment and cultivation of ongoing relationships at the Senior Leadership level. This person will create demand by educating prospects on the Toast value proposition through demonstrations and presentations of products and services by communicating a compelling purchase rationale. The Enterprise vertical is in major growth mode for Toast and this position will have high visibility to Senior leadership! A day in the life (Responsibilities) - Cultivate relationships with business partner counterparts and account managers who sell and support complementary applications and services to point of sale systems serving the Sports & Entertainment and Food Service Management industries. - Plan, direct and coordinate sales support activities, including management of the sales pipeline throughToast sales tools (Salesforce) - Ensure all targeted prospect/client contacts and engagement opportunities are recorded in the Toast sales tools (Salesforce) - Involved in all phases of the sales lifecycle including: identifying and developing leads; meeting with clients; developing value propositions; financial deal structuring; to contract negotiation and closing - Conduct market research to identify selling possibilities and evaluate customer needs - Actively seek out new sales opportunities through cold calling, networking and social media - Working with senior management to establish sales goals and increase market share & revenue growth within assigned accounts - Work closely with the Client Success team to develop upselling and account growth within the accounts assigned - Understand the competitive landscape (strengths, weaknesses, benefits) and determine how to position Toast to win What you'll need to thrive (Requirements) - Combination of SaaS, Credit Card processing and 8+ years of selling into the Sports & Entertainment Industry; Technology experience is required - 8+ years of relevant successful technology or professional services sales leadership experience at the C-level is required - Previous experience with MEDDPICC is a plus - Previous success in selling/leading sales efforts in environments with 9 to 18 month sales cycles - Proven sales skills in complex deal development, financial structuring, negotiations and closing with both new and existing clients - Comfortable with process driven sales, reporting and tracking - Strong written and presentation based communication skills are required - Must have the ability to work with minimal supervision - Comfortable working in an entrepreneurial environment - Travel 50% or more AI at Toast At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. Our Total Rewards Philosophy We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits. The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Zone A $217,000—$347,000 USD Zone B $188,000—$301,000 USD Zone C $169,000—$271,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid Working We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for an experienced Account Executive to join our UK/I team in London, reporting to a Regional Director within the Sales and Go-to-Market Department. The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to drive a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world. What you’ll do (Role Expectations) - Manage an assigned territory focused on net new logo and upsell opportunities across the UK market within mixed verticals - Drive revenue growth by selling into Public Sector accounts - Partner closely with Sales Engineering, Solution Architecture, Value Consulting, and Transformation Teams throughout your sales cycles Who You Are (Success Profile) - You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful. - You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution. - You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact. - You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust. - You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. What We’re Looking for (Minimum Qualifications) - 5+ years of experience working with enterprise technology - Proven track record of building new logos from scratch - Direct experience navigating and selling within the Public Sector market - Experience selling a complex SaaS solution - Demonstrated experience and leadership within complex sales cycles What Will Make You Stand Out (Preferred Qualifications) - Bachelor degree - Cyber security experience #LI-Hybrid #LI-FO1 At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: - Various health plans - Time off plans for vacation and sick time - Parental leave options - Retirement options - Education reimbursement - In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

Company Description Scaled Agile, Inc., (SAI) is a global training and enablement platform equipping enterprises with the capabilities needed to compete in an era defined by rapid change, digital complexity, and AI-driven work. Through SAFe®, the world’s most trusted system for enterprise agility, and a growing portfolio of enterprise AI education and enablement programs, we help organizations make better decisions, accelerate value delivery, and build adaptable, high-performing teams. Job Description This role is built for sellers who know how to change customer thinking and move deals forward—not wait for perfect alignment or hide behind process. As a Full Cycle Account Executive, you will manage the entire sales cycle for enterprise and upper mid-market customers, including partners collaboration, new deals and expansion opportunities with current customers. You’ll close transformation deals that typically range from $50,000 to $200,000 annually, with a clear path for ongoing growth and expansion. You’ll sell Scaled Agile’s enterprise solutions by challenging how customers approach Agile, AI adoption, Lean Portfolio Management, and organizational change. Your work will help leaders move from stalled intent to decisive action. This is a high-autonomy role for someone who thrives in messy buying environments, where urgency must be created, value must be quantified, and decisions rarely arrive fully formed. What You’ll Do - Lead insight-driven sales conversations - Teach customers something new about the risks of the status quo and the opportunity cost of delaying enterprise change. - Expand accounts intentionally - Actively engage with your designated strategic accounts to deeply understand their business needs and deliver a personalized SAFe experience, ensuring their satisfaction, success, retention, and growth. - Own the full deal lifecycle - Prospect, qualify, advance, negotiate, and close opportunities with discipline and urgency. - Create momentum in mid-sized enterprise deals - Drive opportunities forward when buyers are uncertain, divided, or overloaded. - Navigate real buying groups - Engage directors, VPs, and executives across technology, product, finance, and transformation roles—aligning stakeholders without waiting for consensus. - Build business cases that resonate - Translate Agile and AI transformation into economic, operational, and leadership outcomes that buyers care about. - Collaborate across teams - Work closely with marketing, partners, and delivery to ensure deals close cleanly and customers launch successfully. - Represent Scaled Agile externally - Engage in industry events and conversations where credibility and point of view matter more than product demos. Qualifications What You Bring to the Table - 2+ years of quota-carrying experience in B2B sales, ideally in technology, services, or transformation-focused offerings - 2+ years of account management experience, leveraging existing contacts to build a substantial book of business - End to end sales cycle management, owning the entire sales process, from prospecting and qualifying leads, to closing new business, to growing existing customers - Proven success closing $50K–$200K deals involving multiple stakeholders - Comfort leading conversations with directors, VPs, and executive sponsors - Strong discovery and qualification skills—you know when an opportunity is real - Ability to create urgency without being pushy - Experience collaborating with partners or internal specialists to advance deals - Consistent record of meeting or exceeding targets - Familiarity with Agile, AI, or organizational change concepts (you don’t need to be an expert—you need to be credible) - Confidence, curiosity and stellar communication skills Additional Information Where you’ll be working: This role requires you to be located in the United States. We proudly support a collaborative remote environment for our globally distributed teammates, while also using our Boulder office as a resource. #LI-Remote Compensation: Scaled Agile is committed to fair and equitable compensation practices. The annual on-target compensation range for this role is $125,000 to $180,000, including base salary and any related variable compensation. Final compensation for this role will be determined by various factors such as a candidate's relevant work experience, skills, industry knowledge, certifications, and location. Wondering if you should apply? As a company that helps organizations embrace and turn change into opportunity, we’re looking for teammates with diverse experiences who thrive on applying their knowledge in new ways. You don’t need to meet every listed qualification to apply. If you’re motivated by an iterative approach to growth, learning, collaboration, and relentless improvement, we want to hear from you. Work Differently. Build the Future.