• Developing and maintaining elevator market for modernization growth • Meeting customers to assess their requirements • Preparing sales negotiation data sheets and tenders • Follow up on proposals and tenders • Contract management and processing of orders

• Own end-to-end GTM strategy and sales execution across the full Americas region, including North America and Latin America. • Lead, develop, and hold accountable a distributed team of sales leaders and individual contributors. • Drive regional revenue performance, including pipeline health, forecast accuracy, and deal execution. • Build a unified regional approach that leverages shared market dynamics, customer goals, and institutional challenges across the Americas. • Partner cross-functionally with Marketing, Customer Success, and Product to align strategy and customer experience. • Serve as a senior executive presence with key accounts, prospects, and strategic partners across the region. • Shape and evolve the go-to-market structure as Instructure scales, with a focus on efficiency and sustainable growth. • Represent the Americas in executive-level planning, forecasting, and operational reviews.

• Strengthen business performance by applying deep market and customer insights to drive decisions that advance organizational goals and improve territory results. • Communicate with clarity and influence, tailoring your message to diverse audiences—from customers to channel partners to internal teams—to ensure alignment and shared understanding. • Build and sustain trusted customer relationships, delivering solutions that address real needs and reinforce a customer‑centric culture. • Differentiate Cummins in the market by clearly articulating the value proposition of products and services, helping customers understand why our solutions best meet their operational and financial objectives. • Navigate and leverage the channel ecosystem, using strong channel awareness to optimize routes to market and strengthen partnerships that support growth. • Drive profitable outcomes by developing pricing strategies that balance customer expectations with business targets, ensuring competitiveness without compromising margin. • Lead negotiations with confidence, using structured tools and methods to secure agreements that meet Cummins’ objectives while maintaining strong customer relationships. • Develop and execute strategic account plans, using forecasting, pipeline management, and customer insights to set clear objectives, track progress, and deliver sustained growth across the territory.

Role Description We are seeking a dynamic and motivated Associate Sales Specialist to join our Growth Team. This role will focus on prospecting and setting appointments within the Midsize Law Firms (MLF) segment. The ideal candidate will have a strong ability to identify and engage with new-to-online firms and also support our existing sales motion with existing subscribers. This position offers a great career path for individuals looking to transition into a full-time sales role with their own territory and sales quota. The Associate Sales Executive promotes and sells CoCounsel to new acquisitions through outbound telephone calls to new law firm customers within an assigned territory. You will be expected to meet/exceed sales and telephone activity target objectives as established. Additionally, the Sales Executive will be expected to meet/exceed a defined sales quota target targeting new customers. In this role as an Associate Sales Specialist, you will: - Prospect and identify potential clients within the MLF segment, with a focus on new-to-online firms - Set appointments and conduct initial meetings to understand client needs and present our solutions - Support the current sales motion by assisting with ongoing sales activities and initiatives - Collaborate with the Senior Manager, Growth Team, and other team members to develop and execute sales strategies - Maintain accurate records of all prospecting activities and client interactions in Salesforce - Stay up-to-date with industry trends and market developments to identify new opportunities Qualifications - 4-year college degree or equivalent experience - Proven sales experience in a consultative selling environment, preferably within the legal or professional services industry - Ambitious self-starter with high energy and motivation - Strong prospecting and lead generation skills - Excellent communication and interpersonal skills - Ability to work independently and as part of a team - Proficiency in CRM software and Microsoft Office Suite - Highly motivated with a strong desire to succeed and grow within the company Benefits - Flexibility & Work-Life Balance: Supportive workplace policies designed to help manage personal and professional responsibilities, including work from anywhere for up to 8 weeks per year. - Career Development and Growth: Culture of continuous learning and skill development with tools and knowledge to grow, lead, and thrive. - Industry Competitive Benefits: Comprehensive benefit plans including flexible vacation, mental health days, retirement savings, tuition reimbursement, and resources for wellbeing. - Culture: Award-winning reputation for inclusion and belonging, flexibility, and work-life balance. - Social Impact: Opportunities for paid volunteer days and involvement in pro-bono consulting projects and ESG initiatives. - Making a Real-World Impact: Helping customers pursue justice, truth, and transparency.