• Lead client relationship management, market analysis, sales strategy development, and competitive positioning within the federal community, including industry partners. • Develop and execute strategic account plans that achieve annual targets and drive year-over-year growth of the federal program. • Help manage programs, define expansion strategies, and drive revenue growth. • Coordinate client service engagement, identify new opportunities, and collaborate across MSI to win task orders and new contracts. • Collaborate with MSI team members to develop, maintain, or enhance business development planning and related activities including the necessary preparations for pre-positioning, proposal development, and project interviews. • Co-manage opportunity tracking within the company’s CRM system (Salesforce).

• Manage a targeted sales process and oversee a defined sales territory. • Acquire new customers through email campaigns, networking, cold calling and other strategies. • Handle all qualified leads/opportunities. • Support prospects and existing customers, including cross-selling and upselling. • Maintain a rolling 90-day pipeline. • Collaborate with an account team.

• Driving a prescriptive sales process and manage a defined sales territory (e.g., identify, develop, and close new business opportunities) • Prospecting for new clients through email campaigns, networking, cold calling, and other strategies you determine can reach client most effectively • Engaging in all qualified leads/opportunities assigned from a variety of teams (e.g., Channel, Logistics, Analytics, Marketing, Community, Lead Generation) • Nurturing prospects and current customers; cross-sell and upsell existing subscribers • Maintaining a rolling 90-day pipeline to meet or exceed ARR quota • Collaborating with an account team to understand and leverage existing relationships while cultivating a culture that grows together and aligns with our Client values • Maintaining customer satisfaction; respond to customers in a timely manner; ensure the customer has proper alignment with Customer Success • Documenting key findings, progress, insights, and pipeline velocity in Salesforce.com

Role Overview We’re looking for a proactive and results-oriented Enterprise Account Executive to join our APAC team and build and own our Japan region. In this role, you’ll be key to growing revenue through our network of distributors and resellers in Japan while also engaging directly with end customers to build strong, lasting partnerships. The ideal candidate brings a proven sales record, outstanding relationship skills, and a talent for value-driven selling that clearly communicates the impact our solutions deliver. What You’ll Do - Sales Execution, Customer Expansion and Co-Selling: You will develop and drive a regional GTM plan aligned with Vaidio’s global strategy and manage a pipeline of direct and indirect sales opportunities across Japan where you will own the deal from lead to close. - Build and Expand Partner Relationships: Recruit, onboard, & manage high-performing resellers, integrators, & distributors and support channel partners through training, joint selling, and pipeline acceleration - Pipeline & Forecasting: Accurately forecast pipeline and bookings in Hubspot, making sure all opportunities reflect potential deal value, timing, contacts, and key activities. Pipeline and CRM rigor is a requirement for success. - Customer Success: Own the ongoing success of partner and end user relationships — driving adoption, engagement, and measurable business impact. - “Be the CEO” of your territory - coordinate the activities required to land, expand, and support your customers. You will collaborate with Solution Architects, Custom Development, Support, Product, Marketing to develop and execute your territory and account plans in order to grow your business. Effective leadership qualities like empathy, organization, and communication will unlock your territory and drive attainment! What You’ll Bring: - Proven experience in enterprise IT sales, preferably in the AI or security space - Proven ability to sell into C-Level and work with stakeholders across various lines of business. - Strong relationship-building and communication skills. - Experience managing partner networks and driving revenue through indirect sales channels. - A solution-based and value based approach to selling and the ability to manage a complex sales process. - Ability to collaborate effectively across teams, including marketing and sales engineering. - Strong organizational skills and experience with CRM tools (Hubspot preferred). - Self-starter with a proactive, solution-oriented approach Who Are We? Vaidio is a leading AI-powered video analytics platform that transforms traditional video into actionable insights, enhancing safety, security, and operational efficiency across a wide range of industries. Our platform leverages cutting-edge technologies like agentic intelligence and Generative AI to help organizations deploy scalable, intelligent video analytics with ease. We proudly partner with industry leaders such as NVIDIA and HPE to drive innovation and bring real-world impact through advanced technology solutions. Vaidio’s global footprint spans diverse customers - from NFL Stadiums cities and schools, supporting applications like weapon detection, license plate recognition, facial recognition, and much more. Join us as we shape the future of intelligent video analytics. Why Join Us? Recognized as a "Major Player" in video analytics by IDC, Vaidio has earned multiple prestigious awards, including the Best New Product at the 2024 and 2025 Security Industry Association (SIA) New Product and Solutions Awards. We’re a small, lean, and agile team driven by a shared commitment to doing what’s best for our customers and company. We value collaboration, innovation, and a roll-up-your-sleeves attitude that empowers us to solve challenges and deliver results.