Role Description IDnow is a leader in digital identity and fraud prevention in Europe with a mission to transform trust into the most powerful asset in the digital world, empowering enterprises with AI-driven, SaaS-based identity solutions that deliver scalable security, adaptive compliance, and real-time fraud prevention. In this role, you are not just a salesperson - you are an architect for growth. - Develop and implement Go-to-Market strategies for new business fields and target industries. - Build and maintain a high-quality sales funnel — from lead qualification to deal closing — and regularly exceed revenue and growth targets. - Identify cross- and upselling potentials with existing customers and systematically develop them further. - Build trusting relationships with decision-makers, including C-level executives, and position IDnow as a Trusted Advisor. - Manage the complete sales cycle: lead generation, negotiation, contract conclusion, and handover to implementation/onboarding. - Monitor market and competition, derive opportunities from it, and bring new impulses for our business development. - Work cross-functionally with marketing, product management, customer success, and legal to create customer-centric solutions. Qualifications - 5–7 years of experience in B2B sales, particularly in new customer acquisition and account expansion - ideally in the SaaS or tech environment. - Extensive experience with complex sales cycles as well as enterprise deals and contract negotiations. - Familiarity with sales methodologies such as MEDDPIC and practical application of them. - Understanding of the identity verification market or similar compliance/trust topics; industry knowledge (e.g., FinTech, telecom, e-commerce) is a plus. - Ability to work independently, structured, and results-oriented; familiarity with CRM systems (e.g., Salesforce) is essential. - Fluent in German and English; additional European languages are welcome. - Strong communication skills, particularly in presentations and negotiations at the decision-maker level. - Customer-oriented, reliable, analytical, and enjoys collaborating with stakeholders at all levels. Benefits - Flexible working hours and remote options with equipment as needed. - Access to our mental health platform with 1:1 sessions. - Access to training resources (e.g., through Udemy - unlimited access to courses and certifications). - Regular team events, summer parties, and onsite gatherings. - Special leave for special occasions or family needs. - Work-cation opportunities for more work-life flexibility. - An inclusive company culture - we stand for equality and diversity and uphold a fair, non-discriminatory hiring policy.

Role Description Abnormal AI is seeking a Mid-Market Account Executive to join its dynamic Sales organization in our Belgium team. This team is responsible for driving new business growth by acquiring small to medium-sized customers and expanding Abnormal’s footprint in the market. This is a full-cycle sales role, where the Account Executive will own the entire sales process, from initial prospecting through to deal closure, within a defined territory. The ideal candidate will bring a strong hunter mindset, a genuine passion for cybersecurity, experience collaborating in team-selling environments, and the drive to make an immediate impact. - Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota. - Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. - Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them to hit sales targets. - Work with Customer success to ensure a timely renewal and expansion sale opportunities. - Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue. Qualifications - 2+ years of experience selling in cybersecurity. - 4 Years in an individual contributor role. - Disciplined pipeline generation across channels (prospecting, marketing, referrals, partners). - Strong at qualifying needs and presenting ROI-driven value to stakeholders. - Executes a repeatable sales process with focus and time management. - Navigates internal and customer buying processes effectively. - Gathers and applies customer insights to improve execution. - Thrives in early-stage, resource-constrained environments. - Collaborates cross-functionally (SEs, Marketing, Product, CS). Nice to Haves - MEDDIC, MEDDPICC, or Command of the Sale sales methodology training. Company Description Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law. For our EEO policy statement please click here. If you would like more information on your EEO rights under the law, please click here.

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Role Description Version2.ai has 175+ clients deploying our Virtual Engagement Officer (VEO) — an autonomous AI that manages one-to-one donor relationships at scale for universities, nonprofits, and healthcare foundations. Most of those clients started with one VEO to manage a portfolio of 1,000 donors, and their success has begun leading to rapid expansion to cover more of the tens of thousands of donors who could benefit from VEO engagement. We're hiring an Account Executive, Expansion & Renewal to actively own two things within our customer base: - Growing accounts through additional VEO deployments - Ensuring renewals close cleanly and on time This role will closely partner with CSMs on identifying expansion opportunities, join QBRs where opportunity exists to build relationships with decision makers, and drive expansion conversations and timelines. On the renewal side, they'll work alongside the CSM to negotiate terms, execute paperwork, manage timing, and engage executive stakeholders when a renewal needs senior attention. They'll be responsible for quarterly goals across both motions. This is a farmer role, not a hunter. Your pipeline is already installed. Your job is to cultivate it. What You'll Own - Senior Relationship Development - Map the decision-making structure at each assigned client account — identify the VP, CDO, or executive who controls budget for expanded deployments - Build and maintain direct relationships with senior leaders across our full customer base collaboratively with the account's CSM - Position yourself as a strategic partner to leadership, not a vendor checking in — bring data, peer benchmarks, and ROI framing to every conversation - Stay close enough to each account that expansion conversations happen proactively, not reactively - Partnering with Customer Success - Work hand-in-hand with the assigned CSM on each account. A solid partnership with this team is critical to success in this role. - Let the CSM surface performance data, use case gaps, and expansion signals; you translate those into a business case for senior leadership - Never disrupt the CSM's relationship with the organization — your outreach to leadership should feel coordinated and additive, and in tune with the customer's health - Participate in QBRs to identify upsell timing and framing - Upsell & Renewal Execution - Develop tailored expansion proposals for each account — additional VEOs, new program areas, broader donor segments - Work with CSMs to plan and carefully coordinate renewal conversation timing, joining business reviews and ensuring early renewal contract executions - Lead pricing conversations, negotiate terms, and close expansion and renewal agreements - Manage HubSpot opportunity records for all active upsell deals with accurate staging and forecasting - Coordinate contract paperwork on expansion orders and renewals with our Deal Desk — ensuring nothing stalls on the administrative side Qualifications - 3–7 years of SaaS sales experience, with meaningful time in an expansion, renewal, or account management role — not just new logo hunting - Meaningful exposure to fundraising, advancement, or development — either as a practitioner (gift officer, development director, annual giving manager) or through sustained sales experience selling specifically into higher education, nonprofit, or healthcare advancement offices - Demonstrated ability to build relationships with VP and C-suite buyers - Track record of closing upsell or expansion deals, not just managing accounts - Emotional intelligence to navigate a two-relationship structure - Strong written and verbal communication - Experience presenting to executive leadership teams - HubSpot or equivalent CRM proficiency - Available for occasional travel to meet our customers at conferences and industry events Nice to Have - Experience managing multi-stakeholder deals where you navigated both a day-to-day relationship and a separate executive decision-maker - Experience at a company with fewer than 500 employees where you had to build process, not just follow it What This Is Not This is not a new logo role. You won't be cold-calling prospects or building pipeline from scratch. If you thrive on the hunt and find account management tedious, this isn't the right fit. Renewal is part of this role — but you don't own it alone. CS owns the client relationship and the outcome; your job is to be the partner that makes renewals execute cleanly.