Role Description We are looking for a Strategic Account Executive to join our growing sales team and drive growth across the Northwest region. This role is ideal for a highly motivated, consultative seller who is passionate about helping public safety agencies modernize through technology. You will partner with law enforcement, emergency communications, and other government leaders to understand their challenges, build trusted relationships, and demonstrate how Mark43’s platform can help them better serve their communities. As a Strategic Account Executive, you will own the full sales cycle for your territory, from prospecting and pipeline development through contract negotiation and close. You will work cross-functionally with Business Development, Customer Success, Product, and Implementation teams to deliver a world-class experience for prospects and customers alike. What You'll Do - Met with public safety leaders across the Northwest region to better understand their operational challenges and strategic priorities. - Led product demonstrations that connected Mark43’s platform capabilities to agency goals, procurement requirements, and long-term modernization initiatives. - Developed and executed territory plans to identify new opportunities, expand relationships within existing accounts, and build a healthy pipeline. - Collaborated with Business Development Representatives to prioritize outreach efforts and convert qualified opportunities into active sales pursuits. - Traveled to regional conferences, association meetings, and customer sites to strengthen relationships and expand Mark43’s presence within the public safety community. - Worked closely with internal stakeholders to develop proposals, respond to procurement requirements, and advance opportunities through the sales process. - Maintained accurate opportunity data, account activity, and forecasting information within Salesforce. - Evaluated sales processes, tools, and territory strategies to identify opportunities for continuous improvement. Qualifications - 5+ years of enterprise software sales experience, including experience managing complex, consultative sales cycles. - Experience selling enterprise SaaS solutions to government agencies, public sector organizations, or highly regulated industries preferred. - Strong understanding of solution-based and value-based selling methodologies. - Demonstrated track record of meeting or exceeding quota attainment goals. - Experience managing a geographic territory and building relationships with senior decision-makers. - Proficiency with CRM platforms, preferably Salesforce. - Familiarity with public safety, law enforcement, emergency communications, or government technology markets is a plus. - Bachelor's degree or equivalent professional experience preferred. Requirements - Humble, open, and curious. You ask thoughtful questions, actively seek feedback, and are committed to continuous learning. - Customer-focused. You prioritize understanding customer needs and are passionate about solving meaningful problems. - Resilient and self-motivated. You bring energy and persistence to building pipeline, overcoming obstacles, and achieving ambitious goals. - Strategic and organized. You can manage multiple opportunities simultaneously while maintaining strong attention to detail. - Collaborative. You enjoy working across teams and recognize that successful outcomes are built through partnership. Location & Travel This role supports customers and prospects throughout the Northwest region and requires regular travel for customer meetings, industry events, and conferences. Mark43 is a remote-friendly company, and candidates may be based remotely within an approved hiring state. Occasional travel to company offices and team events may also be required. What You Can Expect From Us - The opportunity to help transform how public safety agencies serve their communities. - Close collaboration with Customer Success, Product, Engineering, Implementation, and Operational Support teams. - Significant opportunities for professional growth and career development. - A team that values curiosity, integrity, accountability, and continuous improvement. - Mission-driven work that creates meaningful impact for first responders and the communities they serve. - Colleagues who are committed to excellence and motivated by solving important challenges together.

• Develop and execute strategic account plans for a portfolio of existing enterprise customers, focused on driving customer value, retention, and revenue growth. • Build and maintain strong relationships with senior stakeholders and executive sponsors across assigned accounts, acting as a trusted advisor and advocate for customer success. • Identify, qualify, and close upsell, cross-sell, and expansion opportunities by aligning Poppulo solutions with evolving customer business objectives and communication strategies. • Lead conversations with customer decision-makers, clearly articulating the value of Poppulo’s products and services while uncovering opportunities to expand platform adoption. • Partner closely with Customer Success, Professional Services, Product, and Marketing teams to maximize customer outcomes, improve adoption, and accelerate account growth. • Maintain an accurate forecast and healthy pipeline of expansion opportunities, ensuring consistent progression of opportunities through the sales cycle to successful close. • Conduct regular business reviews and account planning sessions with customers to identify strategic initiatives, measure business impact, and drive long-term partnership growth. • Assisting with managing contract renewals and negotiations, ensuring high retention rates while maximizing annual recurring revenue (ARR) growth within assigned accounts. • Maintain accurate account, opportunity, and customer engagement data within Salesforce to support forecasting, reporting, and account planning activities. • Consistently achieve and exceed quarterly and annual revenue targets across renewals, upsell, cross-sell, and expansion bookings. • Foster strong cross-functional relationships and collaborate effectively across the organization to deliver exceptional customer experiences and business outcomes.

Role Description We are looking for a high-performing Enterprise Account Sales Executive to join our team. This is a strategic, quota-carrying role responsible for building pipeline, managing accurate forecasts, and closing net-new business within large enterprise accounts. You will represent Calero’s solutions to C-level executives and IT/Finance decision-makers across your territory. Key Responsibilities - Drive new business growth by identifying, qualifying, and closing high-value opportunities - Build and maintain a robust sales pipeline with a focus on Fortune 1000 companies - Accurately manage your forecast and opportunity pipeline in CRM - Lead complex, consultative sales cycles from discovery through contract execution - Collaborate with Sales Engineering, Marketing, and Operations to deliver tailored value - Stay informed on industry trends and competitive dynamics - Regularly travel for in-person prospect and customer meetings; must be comfortable being in the field across the Western U.S. region Qualifications - 5+ years of enterprise B2B software or managed services sales experience - Prior experience in Telecom Expense Management (TEM) or Mobile Management Services (MMS) strongly preferred - Proven ability to close six and seven-figure deals with executive stakeholders - Track record of exceeding quota and managing complex sales cycles - Self-starter with strong organizational and communication skills - Bachelor’s degree or equivalent experience Requirements - Confidentiality: This position will be exposed to extremely confidential information and discretion is paramount. A confidentiality, non-compete, and non-solicitation agreement will be required Benefits - Fast-paced, growth-oriented culture - Uncapped earning potential and generous commission structure - Access to modern sales tools and dedicated support resources - Chance to make a real impact with a company that values its people Compensation The On Target Earnings (OTE) for this position is $230K. It is important to Calero that potential candidates for this position understand that compensation depends on numerous factors including the geographic location where the role will be performed, skills required, experience, complexity, travel, and market rate. Calero aims to reward performance and attract top talent with competitive, fair pay and benefits. Please note that the top of the salary range represents exceptional, and/or senior-level positions, that meets all required qualifications. Actual offers take candidate’s knowledge, skills, abilities, and experience into account. Base Pay is just one component of the total compensation package for employees. Other rewards vary by position and location.

• Prospect, develop, and close new business opportunities across The Block’s commercial product portfolio, including B2B subscriptions and marketing and communications-related partnerships • Build and manage a strong pipeline of prospective clients across crypto, fintech, financial services, technology, institutional finance, and related sectors • Own the full sales cycle from prospecting and discovery through proposal development, negotiation, contracting, and close • Develop relationships with senior decision-makers and expand opportunities across multiple buying centers within target accounts • Maintain accurate pipeline, forecasting, and client activity records in Salesforce or other CRM systems • Stay informed on digital asset market trends, regulatory developments, institutional adoption, and client priorities to identify new revenue opportunities • Represent The Block professionally in client meetings, industry events, conferences, and other market-facing opportunities • Consistently meet or exceed individual revenue targets and contribute to the broader commercial team’s growth goals