• Actively seek out sales opportunities in collaboration with peer Sales teams, Inside Sales, and Partnerships to generate qualified sales pipeline • Utilize information gathered during the needs analysis phase to partner with Solution Consulting Team to deliver a compelling demonstration of the Workiva platform • Skillfully address customer objections - removing obstacles - and finding solutions to various client challenges • Lead the sales process naturally - guiding it to a close by effectively showcasing Workiva's value proposition • Regularly and promptly update customer relationship management tools to report customer contacts • Provide consistent and accurate forward-looking information through pipeline analysis to forecast sales • Develop and execute a sales strategy with purposeful action to secure the sale • Rally internal support to pursue an account and optimize internal resources • Prioritize selling activities and ensure timely follow-through • Maintain a strong understanding of Workiva products through a commitment to ongoing training and a growth mindset

Title: Risk Advisor, Private Client Group Location: Glastonbury, CT Job Description: Work Arrangement: This is a fully remote role, with the expectation of working remotely on a full-time basis from an approved work location, with occasional in-office presence and travel as required. As a Risk Advisor in our Private Client Group, you’ll be responsible for building and growing a portfolio of business, while offering best in class risk management advice to successful individuals and family offices, while working with advisors in the high net worth and ultra-high net worth community. Our ideal candidate will be an experienced high net worth advisor and familiar with specialty carriers like PURE, Chubb, Berkley One, Cincinnati, etc. In this role, you'll provide bespoke insurance and risk management strategies through a lens of hospitality and discretion, ensuring every client interaction reflects the elevated service standards our Private Client Group is known for. Responsibilities - Responsible for growing and retaining a profitable and well-rounded book of high net worth clients. - Achieve objectives and sales goals established in annual business plan. - Prospect for new business with key centers of influence. - Develop and present coverage recommendations, renewal strategies, and high-touch stewardship plans tailored to client priorities. - Strategize, educate, and counsel clients and prospects with a commitment to helping them mitigate risk and navigate through insurance product choices. - Understand the affluent/high net worth client lifestyle, risk exposures, and insurance contracts to offer proper consultation and solutions as a trusted advisor. - Work effectively with teammates and all applicable stakeholders to deliver on our be sure promise. - Commitment to continuous learning, improving processes, and team development. - Review, update, and contribute to processes improvement and workflow design as assigned/needed. - Take on projects and other work as assigned. - Ensure compliance with agency processes, confidentiality standards, and quality metrics. - Stay current on industry trends, products, and regulatory changes. - Utilize the agency management system for daily activities, documentation, and assigned tasks. - Engage in ongoing professional development and training to strengthen skills, knowledge, and effectiveness. - Help develop processes and workflows as needed. - Ensure compliance with agency processes, confidentiality standards, and quality metrics. - Work on projects and other work as assigned. - Effectively use MS Office, standard office applications, and other technologies. - Skillfully use AI tools (Copilot, ChatGPT, etc.) to aid work and efficiency. - Work effectively with all team members, provide backup support, and contribute to team collaboration. - Demonstrate alignment with our purpose, values, and culture. Desired Skills - Commitment to continuous improvement and team development. - Knowledge of risk management, insurance products, market dynamics, and consultative sales. - Ability to meet goals and objectives. - Exceptional communication, collaboration, interpersonal, and conflict resolution skills. - Exceptional ability to research, problem-solve, and be organized. - Ease working independently in a dynamic environment, while contributing to a collaborative team culture. - A client-first mindset rooted in discretion, responsiveness, and partnership. - Ability to build trust and serve as a family confidant for clients. - Stay relevant/ahead on industry insights and familiarity with complex insurance programs. - Ability to manage multiple priorities in a fast-paced environment. - Strong MS Office skills, with experience working in agency management systems, benefits administration tools, and carrier platforms. - Proficiency with AI tools, AI-assisted workflows, and ability to learn new/future technologies and tools. - Committed to continuous learning and professional development. - Collaborative team player who contributes to a positive team culture through actions and behaviors. - Self-motivated, strong work ethic, adaptable, and resilient. - Team player who consistently defaults to good. Qualifications - 5+ years of experience in high net worth personal lines sales with an active network serving this client segment preferred. - Active Property & Casualty license in good standing. - Experience and familiarity with leading specialty insurance Carriers such as Chubb, AIG, PURE, etc. - High School diploma required, College Degree Preferred; equivalent professional experience considered. - Prior experience in prospecting, building a pipeline, closing new business, and retaining clients. - Proven experience working with high-net-worth carriers, underwriting, marketing, and service teams. General Working Conditions - Dynamic environment with frequent communication via in person, video, and phone. - Offsite client, network, and prospect meetings require non-standard normal working hours – expect evening events and travel as normal course of business. - Ability to view computer monitors for extended periods of time. - Culture rooted in collaboration, integrity, trust, respect, creativity, and fun. Qualifying positions will also be eligible for comprehensive benefits, such as participation in family medical and dental insurance programs, 401K plan, PTO, licensing, and continuing education reimbursement. Must be authorized to work in the United States on a full-time basis without Company sponsorship. Smith Brothers Insurance, LLC is an equal opportunity employer. All qualified applicants will receive consideration without regard to race, color, religion, gender, affectional or sexual orientation, gender identity or expression, national origin, ancestry, nationality, age, disability, marital or domestic partnership or Civil Union status, pregnancy, family medical history or genetic information, atypical cellular or blood trait, military service or any other status protected by law. This job description is only a summary of the typical functions of the job, not an exhaustive or comprehensive list of all possible responsibilities, tasks, and duties. Duties, responsibilities, and activities may change at any time with or without notice, based on business needs. This description does not constitute a contract of employment, and we reserve the right to revise the job description and/or require other tasks be performed as circumstances change. About Smith Brothers Smith Brothers Insurance is a Top 100 National Broker with over 50 years of being independently operated. We are multi-disciplined with expertise in Commercial Lines, Personal Lines, Employee Benefits, Surety, Group Retirement Plans including 401(k) and 403(b) Plans, Risk Management, and Financial Services.

• Execute a territory plan focused on net‑new logo acquisition and account growth across a defined set of enterprise accounts • Build, manage, and progress a qualified sales pipeline, including opportunities you source directly and those supported through channel partners • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment • Develop and deliver clear, value‑based proposals that connect Cohesity’s platform to customer security, resilience, and operational needs • Collaborate closely with channel partners and technology alliances to support deal execution and expand market reach • Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance • Share customer insights and competitive feedback with the wider sales and product teams to support continuous improvement

Title: Commercial Account Executive Location: San Francisco, CA About ClickHouse Recognized on the 2025 Forbes Cloud 100 list, ClickHouse is one of the most innovative and fast-growing private cloud companies. With more than 3,000 customers and ARR that has grown over 250 percent year over year, ClickHouse leads the market in real-time analytics, data warehousing, observability, and AI workloads. The company’s sustained, accelerating momentum was recently validated by a $400M Series D financing round. Over the past three months, customers including Capital One, Lovable, Decagon, Polymarket, and Airwallex have adopted the platform or expanded existing deployments. These customers join an established base of AI innovators and global brands such as Meta, Cursor, Sony, and Tesla. We’re on a mission to transform how companies use data. Come be a part of our journey! The Role Our commercial segment — companies with up to 250 employees — is predominantly developer- and engineer-led. These buyers don't respond to decks and discovery scripts. They respond to someone who speaks their language, understands their architecture, and can help them think through a real problem. That's who we're hiring. As a Commercial Account Executive at ClickHouse, you'll own the full sales cycle for inbound, product-led, and self-serve accounts in this segment. You'll engage with data engineers, platform teams, and technical founders at the moment they're evaluating ClickHouse for a real use case — and your job is to help them succeed, faster. The best deals in this segment don't feel like sales. They feel like an engineering consultation that ends in a contract. Our commercial customers include companies like Circle, Flashbots, Blockworks, Cypress.io, Kit, Whop, Coframe, Shaped, and janitorai — developer-first products that chose ClickHouse because they needed something that could handle billions of events without slowing down their users. The best deals in this segment don't feel like sales. They feel like an engineering consultation that ends in a contract. This is a role for technically strong people who are ready to own a number. Prior closing experience is not required — but technical credibility is non-negotiable. What You Will Be Doing - Own the full sales cycle from inbound lead to close for accounts in the sub-250 employee segment, with a focus on speed, technical depth, and conversion quality. - Engage directly with data engineers, platform architects, and technical founders to understand their use cases, data volumes, query patterns, and infrastructure requirements — and map those to ClickHouse capabilities. - Troubleshoot schema design questions, ingestion patterns, and integration challenges during the evaluation process; serve as a trusted technical advisor rather than a traditional sales rep. - Identify expansion opportunities within the existing self-serve and product-led customer base; convert usage signals into meaningful commercial relationships. - Partner with Solutions Engineers on more complex evaluations, and advocate for customer needs internally with Product and Engineering. - Maintain rigorous pipeline hygiene — documenting technical context, decision criteria, stakeholders, and next steps in Salesforce so nothing falls through the cracks. - Contribute to playbooks, technical objection handling guides, and onboarding materials that help the team scale what's working. - Participate in developer community events, technical meetups, and online forums where our users naturally gather. What You Bring - A technical foundation that earns respect in engineering conversations — built through experience as a data engineer, solutions engineer/architect, software engineer, or similar role. - Comfort with the modern data stack: columnar databases, streaming ingestion (Kafka, Kinesis), cloud infrastructure, and SQL-heavy analytics workflows. Hands-on experience with ClickHouse, DuckDB, Druid, Pinot, BigQuery, Snowflake, or similar is a strong plus. - Some customer-facing experience — whether in pre-sales, technical account management, solutions engineering, or a customer-success capacity. You've navigated technical conversations with real stakes before. - An instinct for moving quickly. This segment runs on short cycles. You know how to drive urgency without being pushy, and how to remove technical blockers that stall deals. - Strong written and verbal communication. You can simplify complex concepts without dumbing them down, and you write clearly enough that your emails actually get responses from engineers. - Curiosity about the business side of technology. You're interested in understanding why companies buy, not just what they're building. - Ownership mentality. You're comfortable operating with autonomy, making judgment calls without a playbook, and learning from what doesn't work. Why This Role Is Different Most AE roles are execution roles. This one is a craft role. You'll build deep product knowledge, learn how high-growth companies architect for scale, and develop commercial skills in an environment where your technical instincts are your biggest competitive advantage. For the right person, this is a rare opportunity to bridge two worlds — and get paid competitively to do it. The typical starting salary for this role in the US is $225,000 - $275,000 USD The typical starting salary for this role in US Premium Markets is $250,000 - $300,000 USD Compensation For roles based in the United States, the typical starting salary range for this position is listed above. In certain locations, such as the San Francisco Bay Area and the New York City Metro Area, a premium market range may apply, as listed. These salary ranges reflect what we reasonably and in good faith believe to be the minimum and maximum pay for this role at the time of posting. The actual compensation may be higher or lower than the amounts listed, and the ranges may be subject to future adjustments. An individual’s placement within the range will depend on various factors, including (but not limited to) education, qualifications, certifications, experience, skills, location, performance, and the needs of the business or organization. If you have any questions or comments about compensation as a candidate, please get in touch with us at paytransparency@clickhouse.com. Perks - Flexible work environment - ClickHouse is a globally distributed company and remote-friendly. We currently operate in over 20 countries. - Healthcare - Employer contributions towards your healthcare. - Equity in the company - Every new team member who joins our company receives stock options. - Time off - Flexible time off in the US, generous entitlement in other countries. - A $500 Home office setup if you’re a remote employee. - Global Gatherings – We believe in the power of in-person connection and offer opportunities to engage with colleagues at company-wide offsites. Culture - We All Shape It As part of a rapidly scaling start up, you will be instrumental in shaping our culture. Are you interested in finding out more about our culture? Learn more about our values here. Check out our blog posts or follow us on LinkedIn to find out more about what’s happening at ClickHouse. Equal Opportunity & Privacy ClickHouse provides equal employment opportunities to all employees and applicants and prohibits discrimination and harassment of any type based on factors such as race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.