• Due to business growth and the objectives for 2026, we are opening new Account Executive positions on the firm side to join the Medium team focused on accounting firms. • Your mission will be to understand the accounting and management challenges faced by SME leaders and by accounting firms, and to identify what Pennylane can bring to both groups. Once you’ve done that, you will be responsible for a region of France and your objective will be to win over the Medium firms in your territory. • You will hold meetings, remotely or in person, during which you will engage with accounting firms to: - Understand their firm and the challenges they face in meeting the needs of their teams and clients - Present Pennylane and demonstrate how it would change their day-to-day work - Close the sale with the firm, encouraging them to keep the accounting for a significant portion of their portfolio on Pennylane • After the sale is closed and the first files are managed by the accounting firm, you will support the firm over time to: - Retain and grow the number of files managed on Pennylane. Drive growth across your portfolio of firms - Coordinate support teams to ensure the service delivered meets the firms’ expectations - Develop a network of promoter firms that can refer other peers • Other responsibilities include: - Interacting with client-side commercial teams to ensure the firm-client virtuous cycle operates smoothly - Conducting targeted prospecting (emails, hot calls, participating in events…) for firms with potential - Analyzing your performance, learning from other team members, and sharing your techniques to improve the team’s performance

• Sell SailPoint's Identity Security Solution • Exceed revenue quota goals on a quarterly and yearly basis • Address customers’ and partners’ inquiries while providing tailored solutions • Develop business plans for assigned territory • Collaborate with marketing to generate leads and execute marketing plans • Own all aspects of the sales cycle • Provide accurate forecasting and maintain Salesforce hygiene • Plan milestones for account strategies over the course of 6 months.

• Manage the full sales cycle for mid-market and commercial prospects across the APAC region • Run outbound prospecting campaigns, convert inbound leads into demos, and apply Okendo's Value Selling methodology • Build and close a pipeline of qualified deals — becoming a product expert and a trusted advisor to eCommerce brands throughout the region • Proactively generate new opportunities through outbound prospecting, event attendance, partner referrals, and industry networking • Attend industry events and conferences across the APAC region; represent Okendo in a consultative, brand-appropriate manner • Lead contract and commercial negotiations with prospective customers, ensuring favorable terms while focusing on long-term partnerships • Maintain impeccable CRM hygiene in HubSpot • Work closely with marketing, customer success, and onboarding teams to ensure seamless handoffs and a best-in-class customer experience

• Own and grow a portfolio of enterprise and commercial accounts, delivering against annual and multi year revenue targets. • Build and execute account plans that map buying centres, application priorities, Kubernetes roadmaps, and transformation programmes. • Develop executive relationships across CIO, CTO, CISO, Head of Infrastructure, Platform Engineering, SRE, and Application leaders. • Lead complex sales cycles from discovery through close, including security, risk, procurement, architecture review, and legal processes common in Manufacturing and Automotive. • Position Portworx around measurable outcomes: application resilience, ransomware recovery, data protection, regulatory compliance, cloud portability, and modernisation at scale. • Orchestrate account teams and partner ecosystems, including GSIs, cloud providers, and regional partners, to drive pipeline creation and deal execution. • Run a rigorous, value based sales process tailored to cloud native software, with accurate forecasting and strong hygiene in Salesforce and forecasting tools. • Partner with Customer Experience to expand adoption post sale, identify expansion triggers, and build customer advocacy within the Manufacturing and Automotive community. • Stay ahead of competitive dynamics in Kubernetes data services, backup and recovery, and container storage, using insights to sharpen strategy and messaging. • Represent Portworx in customer meetings and relevant industry events, with a field first mindset.