Role Description Join our high-performing LATAM sales team in São Paulo and drive explosive growth by building deep, trust-based relationships with business leaders who value long-term partnerships and personalized service across Brazil, where cybersecurity awareness is rapidly becoming a business imperative. As Regional Account Executive (SMB/MM), you'll be the revenue engine behind our regional expansion, mastering both new logo acquisition and strategic account expansion to maximize every opportunity in your territory. You'll own the complete sales cycle from prospecting through closing, while building a robust pipeline that consistently exceeds monthly quotas. The successful candidate combines proven SMB/MM sales expertise with strategic account management skills, genuine passion for cybersecurity, and the ability to thrive in our fast-growing Brazilian market. What You'll Do - Drive New Logo Acquisition: Identify, prospect, and close SMB/MM business accounts within your assigned territory through strategic outbound efforts, inbound lead conversion, and partnership collaboration to consistently exceed monthly new logo quotas. - Master Account Expansion: Promote and sell KnowBe4's complete product suite to existing customers, identifying upsell and cross-sell opportunities that maximize account value through increased subscription levels, additional seats, and multi-product adoption. - Build Pipeline Excellence: Create and maintain a robust pipeline of SMB/MM opportunities using diverse prospecting methods, lead cadence best practices, and compelling product demonstrations that showcase our complete cybersecurity solution portfolio. - Own the Sales Process: Articulate KnowBe4's value proposition with precision, understanding each organization's buying needs, key decision makers, and potential roadblocks to accelerate sales cycles and increase win rates. - Execute Strategic Deal Management: Act strategically in structuring subscription levels, multi-year agreements, and pricing negotiations that maximize Annual Recurring Revenue while ensuring customer success and long-term growth. - Cross-Functional Collaboration: Partner seamlessly with Channel sales representatives, Customer Success Managers, and Renewal Specialists to orchestrate account growth strategies and support renewal processes that expand customer commitment. Qualifications - Minimum 2+ years of demonstrated success selling to SMB and Mid-Market businesses with track record of quota achievement and territory growth in competitive markets. - Background in Software-as-a-Service sales with understanding of subscription business models, recurring revenue metrics, and cloud-based solution positioning. - Familiarity with IT, Security, or Cybersecurity industry concepts and genuine passion for helping organizations strengthen their human firewall against emerging threats. - Fluent in Portuguese with strong English skills, enabling seamless communication with local customers and global KnowBe4 teams. - Balanced approach combining aggressive new business prospecting with strategic account expansion, thriving on both new logo acquisition and existing customer growth opportunities. - Stats-driven professional who uses metrics to optimize performance, forecast accurately, and make strategic decisions that drive consistent quota over-achievement. - Motivated, energetic individual who excels with minimal supervision while maintaining strong collaborative relationships across internal teams and channel partners. - Flexibility to work across different customer segments, sales channels, and market conditions while maintaining high performance standards and professional growth mindset. Benefits - Company-wide bonuses based on monthly sales targets. - Employee referral bonuses. - Adoption assistance. - Tuition reimbursement. - Certification reimbursement. - Certification completion bonuses.

Role Description Responsible for designing high-impact presentations and related assets (templates, infographics, charts, icons) that support sales, executive communications, product marketing, and training. The role blends visual design, data visualization, storytelling, and expert use of slide software to turn content into clear, persuasive decks under tight deadlines. - Transform complex data and information into clear, concise, and visually engaging narratives, masterfully incorporating animation to enhance understanding and impact. - Develop and maintain a library of reusable presentation templates that embody the brand identity. - Craft presentations for a diverse range of audiences and purposes, including corporate, internal communications, product launches, and more. - Leverage your deep understanding of design principles (typography, color theory, layout, animation principles) to create aesthetically pleasing, user-friendly, and dynamic presentations. - Stay ahead of the curve by actively researching and incorporating the latest design trends and presentation software functionalities. Qualifications - +7 years' experience in a similar role. - Excellent portfolio of work that demonstrates high quality art direction and design. - Strong layout and design skills on PowerPoint. - Deep knowledge of the latest presentation trends & functionalities. - Experience meeting clients and presenting your work. - Ability to think creatively and justify concepts to clients and team members. - Experience with strategic brainstorming, creative brief development, and creative execution. - Strong knowledge of Adobe Creative Suite. - Proven experience with GenAI Tools. Requirements - Req ID - 17736 - #BTG+ #LI-SJ1 Benefits - Equal opportunity employer committed to creating an inclusive working environment. - Encouragement for all employees to reach their full potential, valuing individual differences. - Consideration for employment without regard to race, ethnicity, religion, gender, sexual orientation, gender identity, age, neurodivergence, disability status, or any other characteristic protected by local laws. - Ambitious environmental goals around sustainability, with science-based emissions reduction targets. - Embedding sustainability into every department and through every stage of the project lifecycle.

• 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.