• Identify, qualify, and develop enterprise-level opportunities from prospect to close • Manage complex, multi-stakeholder sales cycles over extended timeframes • Lead discovery sessions, deliver compelling presentations, and negotiate contracts • Build and maintain a healthy pipeline documented accurately in the CRM • Collaborate with pre-sales, legal, and customer success teams throughout the deal cycle

Role Description The Mid-Market AE will sell our software to small and medium-sized businesses. They will source new customers through outbound efforts and through attending industry trade shows, and they will work on upselling existing clients. - Account Management: Own and manage a portfolio of accounts, including identifying growth opportunities, expanding existing customer ARR, and ensuring client success. - Business Development: Conduct outbound calls and emails to generate new business, and proactively identify opportunities to close net new customers. Manage the full sales cycle from initial contact to close. - Sales skills: Conduct comprehensive discovery calls to understand prospect needs and pain points. Deliver compelling product demonstrations and presentations. - Sales Strategy: Collaborate with Sales Development Representatives (SDRs) and Marketing to follow up on leads for pest control, lawn care, and HVAC companies. - Trade Show Engagement: Attend relevant trade shows and industry events to network, generate leads, and build lasting relationships with potential customers. This will require travel around 2-4 times per quarter. - Consultative Selling: Provide consultative sales expertise to identify client needs and deliver tailored solutions that drive measurable value, from streamlining technician efficiency to improving customer retention. - Pipeline Management: Maintain a robust pipeline of qualified prospects and forecast accurately using Applause's CRM tools. - Cross-functional Collaboration: Work closely with Customer Success, Product, and Marketing teams to ensure a seamless customer journey and maximize client satisfaction. Qualifications - 2+ years of B2B software sales experience. A bonus if a candidate has experience in the field services space (pest control, lawn care, HVAC, or other home services industries). - Demonstrated ability to manage sales cycles, negotiate contracts, and close deals. - Proven track record of consistently meeting or exceeding sales quotas. - Exceptional verbal and written communication skills with the ability to articulate value propositions and build trust with senior decision-makers. - Ability to thrive in a fast-paced, high-growth startup environment, with a willingness to take ownership and adapt to evolving strategies. - Bachelor’s degree in Business, Marketing, or related field (preferred but not required). - Experience with the following sales tools: Hubspot, Apollo, LinkedIn, Etc (preferred but not required). Preferred Qualifications - Experience selling to SMB technical service providers. - Startup or high-growth company experience. - History of exceeding quota in a prospecting-focused role. Benefits - 100% remote w/ no office mandate. - Unlimited PTO. - 20 official company holidays. - Health care. - Life insurance. - Stock options. - Amazing colleagues. - Energetic culture that is positive and celebrates together. - Inspiring mission & software product. - Ability to grow your career by being early in a fast-growing tech startup.

• Own the inbound sales cycle across Corporate Gifting & Events, and Employee Health & Wellness opportunities. • Qualify customer needs and recommend appropriate Oura solutions based on program goals, audience, budget, and timeline. • Build and maintain a healthy pipeline; prioritize effectively across competing deadlines and deal stages. • Create and deliver proposals, quotes, and pricing recommendations with speed and accuracy. • Navigate customer questions related to product, membership, fulfillment, and program logistics. • Partner with Operations, Customer Success, and Finance to ensure seamless execution. • Maintain accurate records, opportunity tracking, and forecasting in CRM. • Consistently achieve and exceed quarterly and annual revenue targets. • Stay current on market trends in corporate gifting, events, and employee health & wellness. • Contribute to process improvements as the business scales.

• Develop and implement comprehensive sales strategies to expand and manage a portfolio of business, with the objective of driving profitable growth. • Own assigned territory, including business development, leveraging performance metrics to create annual plans and manage territorial performance. • Conduct in-depth agency diagnostics to assess performance and identify growth opportunities. • Facilitate agency appointments and build long-term relationships through office visits (both in person and virtual). • Prospect, onboard and set performance goals for new agencies, while providing training and support. • May pre-qualify accounts as needed. • Influence agency partners through effective communication and negotiation skills. • Collaborate with internal teams, such as, Product and Underwriting to ensure alignment of sales strategies with business objectives. • Understand Travelers Enterprise focus and seize opportunities to cross-sell Travelers products by discussing with business partners in other lines. • May identify book transfer opportunities. • Develop knowledge of competitor products and capabilities and local market trends. • Utilize advanced data and analytics for sales decisions and performance measurement, leveraging extensive knowledge of Travelers' systems and platforms to support the sales process. • Leverage AI technologies to optimize industry processes, enhance decision-making, and drive innovation, while continuously learning and adapting to emerging AI trends and tools. • Perform other duties as assigned.