Role Description We are looking for an Account Executive to support Autenti’s growth in the Czech Republic and Slovakia. This is an individual contributor role with full ownership of the entire sales process—from lead generation through closing to handover. You will work with mid-market and enterprise clients in an international environment, closely collaborating with marketing, product, and customer support teams based in Poland. This position offers a high level of autonomy and a direct impact on revenue growth in key European markets. Key Responsibilities - Actively prospect and acquire new B2B customers. - Own and manage the full sales cycle end-to-end: outreach, lead qualification, presentations, negotiations, closing, and handover. - Build and manage a strong sales pipeline in CRM (HubSpot). - Deliver individual sales and revenue targets. - Grow Autenti’s presence in the Czech and Slovak markets by identifying key industries, customer needs, and sales opportunities, monitoring competitors and market trends, and sharing insights with internal teams to improve go-to-market activities. - Work closely with the marketing team on lead generation and campaigns, as well as with product and customer success teams to ensure smooth onboarding and customer satisfaction. - Support the development of sales materials and messaging tailored to specific markets. Qualifications - Solid experience in B2B sales (preferably in SaaS, tech, or digital solutions). - Comfortable with proactive prospecting and independently managing sales processes. - Experience selling to mid-market and enterprise customers. - Familiar with an international sales environment, especially in the Czech Republic and Slovakia. - Ability to work independently, take ownership, and learn quickly. - Easily build relationships and communicate confidently with decision-makers. Language Requirements: - Czech and/or Slovak – C2 (native or full professional proficiency) - English – minimum C1 (full professional proficiency) - Polish – minimum B2 Benefits - Location: Poland, Czech Republic, Slovakia (remote-friendly) - Flexible working hours - In line with pay transparency principles, selected candidates will receive information about the salary range at the first stage of the recruitment process. Company Description Autenti is a European trusted services platform that connects people and businesses in the digital space, bringing speed, convenience, and security. We help companies manage documents - from e-signatures (Autenti eSign), through identity verification (Autenti eID), to e-delivery and archiving (Autenti eDelivery, Autenti eDocument). Thousands of organizations across Europe choose our solutions, including companies in demanding sectors such as banking and healthcare. At Autenti, we believe great solutions are built together. We value trust, cooperation, and respect, and we do our best to create an environment where people feel safe to share ideas, take ownership, and grow. At the same time, security and compliance are at the core of everything we do. By following proven standards and continuously improving our practices, we build solutions our customers can rely on.

• Prospecting, qualifying, selling and closing new business to state and local public sector. • Account and Customer Relationship Management, Sales and Software License, Services Revenue and Subscription Revenue. • Achievement / exceed quota targets for both On Premise and Cloud software, Services and Renewals. • Develop effective and specific account plans to ensure revenue target delivery and sustainable growth. • Establish strong relationships based on knowledge of customer requirements and commitment to value. • Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. • Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. • Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. • Maintain CRM system with accurate customer and pipeline information.

Role Description As a Commercial Account Executive at Dremio, you will be 100% focused on selling Next Gen Dremio Cloud (SaaS) to commercial customers (sub-3,000 employees). This is a pipeline-driven, outbound-oriented SaaS sales role. While inbound interest and marketing support exist, success in this role requires consistent self-sourced pipeline generation through outbound prospecting, targeted account outreach, and partner-led motions. Commercial AEs at Dremio own the full sales cycle—from pipeline creation through close—and are expected to operate with urgency, discipline, and accountability. - Achieve sales quotas for allocated accounts on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional territory plan. - Own pipeline generation through outbound prospecting, account-based outreach, partner motions, and targeted campaigns. - Actively build and manage account plans for your customer accounts. - Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Dremio solution. - Embrace AI sales tools to drive prospecting and customer strategies for success. Develop Points of View (POV) for customer engagement. - Prospect qualification and the development of new sales opportunities and ongoing revenue streams. - Arrange and conduct Executive and CxO discussions and events. - Sales process management and opportunity closure with Salesforce.com and Clari. - Ongoing account management to ensure customer satisfaction and drive additional revenue streams. - Be familiar with solution-based selling, have experience managing a complex sales process and possess excellent presentation, listening, organization, and contact management skills. - Sell Next Gen Dremio Cloud (SaaS) exclusively to commercial customers. - Maintain healthy pipeline coverage through consistent outbound activity driving to exceed 3x coverage ratios. - Execute 3–6 month SaaS sales cycles with strong deal velocity. - Lead structured discovery, qualification, demos, and close processes. - Partner with Solutions Architects as needed to support technical validation while maintaining momentum. - Accurately manage pipeline, forecasting, and CRM hygiene. Qualifications - 3-5 years of experience in pipeline-driven SaaS sales roles, managing and closing your own deals. - Demonstrated ability to self-source pipeline consistently, not rely solely on inbound leads. - Proven success closing $75K–$300K ARR SaaS deals. - Experience in carrying and achieving $800K+ Annual Recurring Revenue (ARR) quotas. - Strong outbound prospecting, discovery, and qualification skills. - High-activity, high-ownership mindset with strong execution discipline. - Ability to thrive in a fast-paced, high-growth environment with high energy/positive attitude. - Excellent verbal and written communication, presentation, and relationship management skills. - Experience selling into LATAM and Brazil markets. - Experience working with regional partners and building a partner network. - Fluency or working proficiency in Spanish and Portuguese. - Willingness and ability to travel on-site as required. - BA/BS required. Preferred Experience - Experience with consumption-based or cloud-native SaaS models. - Familiarity with lakehouses, data warehouses, analytics, AI, and/or modern data platforms. - Exposure to open-source ecosystems. What we value At Dremio, we hold ourselves to high standards when it comes to People, Thinking, and Action. Our Gnarlies (that's what we call our employees) communicate with clarity, drive accountability, and are respectful towards each other. We confront brutal facts and focus on results while operating with a sense of urgency and building a "flywheel". People who like to jump in and drive momentum will thrive in our #GnarlyLife.

• Develop and execute a strategic sales plan to grow HDPE sheet sales within an assigned territory or customer segment. • Identify, qualify, and close new business opportunities with distributors, OEMs, fabricators, and industrial end-users. • Manage and expand existing customer accounts by understanding application needs, pricing requirements, and growth opportunities. • Serve as the primary point of contact for customers, providing product knowledge, commercial guidance, and ongoing account support. • Collaborate cross-functionally with Operations, Product Management, Engineering, and Customer Service to ensure customer requirements are met. • Effectively communicate HDPE sheet product capabilities, grades, sizes, and performance attributes to customers. • Negotiate pricing, contracts, and terms within established guidelines to maximize margin and long-term value. • Track sales activity, pipeline, and forecasts using CRM tools; maintain accurate and timely records. • Monitor market trends, competitive activity, and customer feedback to support continuous improvement and product development. • Represent the company at trade shows, customer visits, and industry events as needed.