Role Description Du kennst B2B Sales, weißt wie man Deals abschließt und willst nicht nur einen Job, sondern Teil von etwas aufbauen, das wächst? Dann schau dir Lotaro an. Wir sind der größte Anbieter von Live-Trainings im deutschsprachigen Raum und helfen Unternehmen durch professionelle Schulungen ihr Team zu entwickeln und ihre Performance zu skalieren. Jetzt bauen wir unser Sales-Team aus. Wir suchen einen Sales Manager / Closer, der großformatig verkauft und Deals abschließt. - Deals abschließen: Große B2B-Trainings-Pakete verkaufen an Unternehmen mit 100+ Mitarbeitern. Verhandeln, überzeugen, Verträge über die Ziellinie bringen. - Upselling: Kunden, die bereits bei uns sind, kennen deine Angebote. Du erkennst die Chance für mehr Trainings und bringst das rein. - Zugang zu deinen Sales-Tools: Wir haben eigene, richtig geile Sales-Trainings mit Rollenspielen und Smart-Tools zum Tracking. Das ist nicht nur für Kunden – du lernst damit auch selbst. - Nach Abschluss des Deals übernimmt unser Client Enablement Manager den Account. Du packst die nächsten Deals an. Qualifications - +4 Jahre Sales-Erfahrung - Echte Closing-Erfahrung - Sehr starke Kommunikations-Fähigkeiten – du kannst verhandeln, überzeugend sein und auch Grenzen setzen - A-Player-Mentalität: Du machst die Extra-Meile, ohne dass man dich bitten muss - Absolute Eigenverantwortung – Self-Starter, kein Mikromanagement nötig Requirements - B2B-Sales-Background (besser als B2C) - Erfahrung mit SaaS, Online-Services oder Training/Education - Team-Leadership-Erfahrung oder die echte Bereitschaft, später Menschen zu führen Benefits - 100 % Remote – Arbeite von überall aus, kein fixed Office - Sehr starke Vergütung – fair und leistungsorientiert - Reiner Sales-Job – Keine Admin, kein Account Management. Du verkaufst. - Eigenverantwortung & Selbstverwirklichung – Du machst das Ding, nicht wir - Wachstums-hungriges Team – 15 People, alle mit High-Performance Anspruch - Schnelle Umsetzung von Ideen – Wenn du was zu sagen hast, wird das gehört und umgesetzt - 1-2 Workations im Jahr – Mit dem gesamten Team - Investition in deine Skill-Entwicklung – Du hast Zugang zu unseren eigenen Sales-Trainings (Rollenspiele, Smart Tracking Tools, echte Lerntools)

• Identify, prospect, negotiate and close high value contract opportunities • Develop proposals for present to prospective chain prospects of 75+ locations • Maintain customer and prospect relationships through proactive communication and a pipeline management system • Manage and initiate complex proposals and service agreements for new and existing customers • Successfully achieve sales targets as established by senior leadership • Directly manage all aspects of the premier account prospect pipeline and provide accurate / timely forecasts and status updates on an ongoing basis • Utilize Company’s sales tools and prospect white space list to identify, pursue, and close new business opportunities • Establish and maintain collaborative relationships with the corporate office staff and all cross departmental teammates

• Cultivating EXL's presence in the market and growing business development opportunities with new clients. • Responsible for New Logo hunting and the sales cycle from deal origination to closure and successful handover to the Account Manager subsequently. • Build a predictable pipeline of new business to generate repeatable and profitable revenues across the various Business Units. • Execute go-to market plans via targeted campaigns and other sales channels including advisors, influencers, conference attendance, industry events, etc. • Can effectively identify and translate client needs into the company service offerings.

Role Description Surfline Coastal Intelligence (SCI) is seeking a Director of Sales to lead and scale revenue growth across our government and commercial business segments. This is a strategic leadership role responsible for building and managing the SCI sales function, driving pipeline development, and expanding partnerships with public sector and enterprise clients focused on coastal resiliency and safety. As an early leader within the SCI business, you will help shape go-to-market strategy, refine sales processes, and build a high-performing sales organization. You will work directly with government agencies, municipalities, and private sector partners to deliver innovative coastal intelligence solutions powered by Surfline’s industry-leading camera network, AI, and predictive modeling capabilities. This role reports to the General Manager of Surfline Coastal Intelligence and partners closely with Data Science, Engineering, Customer Success, and Camera Operations to drive long-term growth and client success. Under Surfline’s “Work from Anywhere” policy, this position may be performed on a full-time remote basis, with California-based candidates strongly preferred. What You’ll Do - Lead and manage the global SCI sales organization, including strategy, forecasting, and team development. - Manage a team of Account Executives and Sales Development Representatives across the U.S., Australia, and future international markets. - Drive revenue growth across government and commercial accounts, with a focus on long-term strategic partnerships. - Develop and manage a strong pipeline of opportunities across municipal, state, federal, and enterprise clients. - Lead complex sales cycles from prospecting through negotiation and close. - Build trusted relationships with government agencies, resiliency organizations, and coastal stakeholders. - Develop and improve sales collateral and pitch narratives while coaching the team to deliver compelling, high-impact presentations. - Partner cross-functionally with Customer Success, Product, and Data Science teams to deliver strong client outcomes. - Represent SCI at industry events, conferences, and client meetings to strengthen market presence and thought leadership. - Help establish scalable sales processes, tools, and reporting as the business grows. Qualifications - 10+ years of experience in sales, business development, or revenue leadership roles, including experience managing sales teams. - Strong track record of driving revenue growth and closing complex enterprise or government deals. - Experience selling into government organizations or public agencies; experience related to resiliency, safety, infrastructure, or environmental intelligence is a plus. - Ability to operate effectively in fast-moving, evolving environments and help build structure and process. - Excellent communication, relationship-building, and negotiation skills. - Highly organized, strategic, and results-oriented, with strong ownership and accountability. You May Also Have - Experience working in a startup or early-stage business environment. - Familiarity with public sector procurement processes and RFPs. - Interest in coastal resiliency, ocean technology, or environmental monitoring. - Personal passion for the ocean, beaches, or surfing. Compensation and Benefits - The base salary range for this position is $150,000 - $170,000, plus Sales incentives. - In accordance with applicable state laws, the range provided is Surfline’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. - Surfline offers a competitive and comprehensive benefits package including 100% company-paid healthcare (medical, dental, and vision), a 401(k) plan and match, ‘Use What You Need’ PTO, and more.