• Help shape and execute Espresa’s channel strategy, with a focus on strategic consultant and broker relationships • Build and deepen relationships with benefits consultants, broker partners, and distribution channels to expand Espresa’s market presence and influence revenue opportunities • Develop strong connections with practice leaders, subject matter experts, and executive stakeholders within key consultant and broker firms • Partner closely with Sales, Marketing, Product, and Client Success teams to align go-to-market strategy and support successful channel-driven opportunities • Represent Espresa through consultant education sessions, capabilities presentations, industry conferences, and networking events both in person and virtually • Partner closely with the sales team to support consultant-influenced opportunities, strengthen pipeline development, and improve win rates

Role Description Northwoods is hiring a VP of Sales to lead its sales organization and help expand the company's presence across state and local government agencies. Reporting directly to the CEO, the VP of Sales will lead a team of six sales professionals responsible for selling software solutions to Health and Human Services organizations. The role requires a leader who can strengthen sales execution, improve forecasting and pipeline management, develop talent, and help Northwoods pursue larger, more strategic opportunities across government markets. This is a leadership role with direct influence on company strategy, market expansion, and revenue growth. The successful candidate will work closely with executive leadership to shape how Northwoods approaches new markets, develops customer relationships, and scales its commercial organization. What You Will Own - Sales Strategy and Revenue Growth - Develop and execute the sales strategy for Northwoods' government market business. - Increase qualified pipeline generation across state and local government agencies. - Improve sales forecasting, pipeline visibility, stage management, and reporting. - Support complex opportunities involving multiple stakeholders, formal procurement processes, and long sales cycles. - Partner with sales team members on strategic pursuits and executive-level customer engagements. - Identify opportunities to expand Northwoods' presence in existing and emerging markets. - Contribute to annual revenue planning, territory strategy, and market prioritization. - Leadership and Team Development - Lead, coach, and develop a team of six quota-carrying sales professionals. - Establish clear expectations, operating rhythms, and performance standards. - Support hiring, onboarding, and development of future sales talent. - Create a culture focused on accountability, customer outcomes, and execution. - Conduct regular pipeline reviews, deal inspections, and coaching sessions. - Build a disciplined sales organization capable of supporting future growth. - Cross-Functional Partnership - Partner closely with Product, Customer Success, Professional Services, Marketing, and Executive Leadership. - Provide market feedback that helps inform product direction and go-to-market strategy. - Align sales priorities with company objectives and customer needs. - Support strategic partnerships and business development initiatives where appropriate. - Represent Northwoods in customer meetings, industry events, and executive discussions. Qualifications - 12+ years leading quota-carrying within GovTech, B2B SaaS, or enterprise technology sales teams. - Experience managing sales organizations with multiple direct reports. - Demonstrated success leading complex sales cycles involving multiple stakeholders and procurement processes. - Strong understanding of forecasting methodologies, pipeline management, and sales operating cadence. - Experience recruiting, developing, and managing sales talent. - Ability to evaluate performance, provide coaching, and maintain accountability across a sales organization. - Executive presence and the ability to represent the sales function at the leadership level. - Experience working cross-functionally with Product, Marketing, Customer Success, Professional Services, and executive teams. - Track record of delivering measurable revenue growth, bookings performance, or quota attainment. - Willingness to travel as needed to support customers, opportunities, and team development. Preferred Qualifications - Experience selling into state and local government agencies. - Experience within Health and Human Services, public sector technology, case management, workforce systems, benefits administration, or related markets. - Experience with HubSpot or comparable CRM platforms. - Experience in a private equity-backed or growth-stage software business. - Experience pursuing large government opportunities involving formal evaluations, procurement processes, and executive stakeholders. Benefits - Executive leadership role reporting directly to the CEO. - Opportunity to help shape commercial strategy and market expansion. - Established customer base with strong presence in Health and Human Services. - Backed by Banyan Software with a long-term growth focus. - Ability to make a meaningful impact on government programs that serve communities and families.

• Lead the Education, Practice, and Standards team, along with Regional Training and Onboarding & Experience teams, collectively responsible for training and onboarding approximately 75% of all new hires—from day one through their first five weeks of employment. • Developing strong relationships with operations leaders across the business to understand and anticipate needs to evolve the training programs regularly to meet the needs of a growing business. • Champion innovative learning models, including remote and hybrid training solutions, to support distributed teams. • Serve as a key advisor to executive leadership on workforce capability, reskilling, and digital learning transformation. • Design and scale remote training programs to support frontline, remote, and hybrid employees across multiple locations. • Lead the adoption of virtual instructor-led training (VILT), e-learning modules, microlearning, and mobile-first training experiences. • Ensure all remote learning is engaging, interactive, and aligned with adult learning principles. • Optimize asynchronous learning opportunities to support geographically dispersed teams. • Oversee Learning Management Systems (LMS) and Learning Experience Platforms (LXP), ensuring seamless access for remote learners. • Drive the use of advanced learning technologies, including AI-driven personalization, virtual reality (VR), and analytics tools. • Implement data-driven insights to measure engagement, skill acquisition, and training effectiveness across virtual environments. • Establish KPIs and dashboards to measure training effectiveness, including remote learner engagement, completion rates, and competency outcomes. • Continuously improve training strategies based on data, feedback, and patient care outcomes. • Manage budgets, vendors, and external training partnerships.

Role Description This position will be responsible for driving revenue growth across untapped and underpenetrated financial segments. This role leads a team of Vice Presidents and National Account Executives tasked with acquiring new relationships and expanding existing opportunities across financial institutions, Cryptocurrency ATM companies, Independent ATM Service Organizations (ISOs), and Independent ATM Deployers (IADs) as well as leading the initial account implementation to ensure a smooth transition. The SVP also leads the Inside Sales function, which is responsible for acquiring small to medium-sized retail and financial enterprises for Cash-in-Transit (CIT) and ATM products, as well as generating, qualifying, and distributing leads to other Loomis sales functions. Reporting to the EVP, this position develops and executes a national business development strategy aligned with corporate growth objectives, while fostering strong cross-functional collaboration with SVP-level executives responsible for Retail Sales, Strategic Accounts, and Branch Accounts. This role provides strategic direction, operational oversight, and leadership to ensure the successful execution of sales initiatives, achievement of revenue targets, and expansion of market share across regional and national accounts. Qualifications - Bachelor’s degree in Business, Finance, Marketing, or related field; MBA or advanced degree a plus. - Minimum 12 years of progressive leadership experience in business development, sales, or commercial leadership roles. - Proven success leading senior sales teams and achieving revenue growth targets in complex, solution-based sales environments. - Experience leading or scaling Inside Sales or hybrid sales organizations strongly preferred. - Experience in financial services, cash management, banking, or related industries. - Deep knowledge of financial institutions, ATM ecosystems, and/or logistics services strongly preferred. - Experience engaging with cryptocurrency or fintech-related businesses is a plus. - Ability to travel as needed to meet with business partners and team members. Requirements - Develop and execute a comprehensive sales strategy aligned with Loomis’ objectives, revenue goals, and market expansion initiatives. - Partner closely with leadership to define long-term growth strategies and sales priorities. - Identify new market opportunities, emerging trends, and competitive dynamics for strategic decision-making and sustained growth. - Create revenue growth strategy by expanding existing accounts and acquiring new clients across all segments not currently serviced. - Collaborate with the SVP of Branch Accounts to align on account ownership, growth strategies, and customer engagement protocols to expand relationships with those who are underutilizing products and services. - Drive excellence consultative selling practices across National Account Executives and VP Business Development leaders. - Develop and execute a comprehensive national business development strategy targeting financial institutions, cryptocurrency ATM companies, ISOs, and IADs. - Oversee Inside Sales operations efforts to acquire small to medium-sized retail and financial accounts for CIT and ATM products. - Manage coordination between Inside Sales and field sales teams to maximize efficiency, eliminate overlaps, and enhance customer experience. - Leverage data analytics to establish performance metrics, KPIs, and forecast models to track and drive sales effectiveness across all teams. - Ensure consistent execution of the sales process across all levels, from lead generation through closing and contract execution. - Oversee strategic pursuits and personally engage in high-value, complex sales opportunities. - Partner with internal stakeholders including Operations, Marketing, Finance, and Legal to ensure seamless service delivery and customer satisfaction. - Advise on pricing strategies, product development, and go-to-market initiatives based on customer feedback and market insights. - Represent Loomis at industry events, conferences, and executive-level meetings. - Build and maintain relationships with key executive stakeholders at major client organizations. - Reinforce the company’s position as a trusted partner within the financial services ecosystem. - Build a high-performance culture amongst the VP-level and National Account Executives, Client Implementation Specialists, and Inside Sales. - Oversee hiring, training, coaching, and succession planning to ensure a strong leadership pipeline. - Align compensation structures and incentives with performance outcomes and company goals. - Other duties as assigned. Benefits - Vacation and Sick Time (PTO) as well as Paid Holidays - Health & Dental Insurance - Vision Insurance - 401(k) Plan - Basic Life Insurance Plan - Voluntary Life Insurance Plan - Flexible Spending and Health Savings Account - Dependent Care Account - Industry-leading Training and Development