• Own a New Market: Be the first dedicated seller for LATAM — building the territory, pipeline, and regional playbook from the ground up • Be a Great Partner: Serve as the primary relationship owner for an assigned group of Vanta Account Executives, building trusted partnerships, driving referral generation, supporting joint customer opportunities, and expanding Workstreet's footprint within the Vanta partner ecosystem. • Run the Full Sales Cycle: Manage deals independently from discovery through close across LATAM and the US, with support from senior leaders as needed • Generate Your Own Pipeline: Blend inbound demand with proactive outbound to identify and develop high-potential prospects in an emerging market • Develop Technical Expertise: Build deep knowledge in SOC 2, ISO 27001, GDPR, and other frameworks to have meaningful, consultative conversations with technical buyers • Engage Key Stakeholders: Build relationships with security leaders, compliance teams, and technical buyers at growing SaaS companies across the Americas • Shape the GTM Motion: Help define our LATAM messaging, qualification criteria, and sales playbooks based on what you learn in the field — your feedback directly shapes how we expand

• Own prospecting strategy, conduct thoughtful discovery, build relevant demos, and manage objection handling in a structured but dynamic full-cycle sales motion • Meet or exceed quota on a specific named book of prospects by maintaining consistent and thoughtful prospecting efforts in line with state expectations • Actively support Account Management and Partner Success in a defined kickoff, launch, and review cycle for new accounts • Represent TheGuarantors at trade shows, industry events, and client dinners as part of a targeted and thorough event-based marketing strategy • Gather and share competitive intelligence regarding market share, practices, and industry trends • Execute day-to-day responsibilities related to engaging with and acquiring new business with accuracy, timeliness, and consistency • Analyze, review, or maintain assigned prospect records, leads, opportunities in the pipeline, and account performance data while following pitch scripts and operational guidelines to support business needs • Partner with Account Management, GTM, Marketing, and Customer Success to support closing business and creating successful client launches • Communicate updates, risks, blockers, and recommendations clearly and proactively • Identify opportunities to improve pitch processes, script quality, talk track efficiency, and objection handling while maintaining compliance with insurance regulations • Use data, judgment, and business context to inform decisions and recommendations • Manage assigned work independently and follow through on commitments, deadlines, and deliverables • Ensure work is completed in accordance with applicable policies, procedures, standards, and regulatory requirements • Perform other role-related responsibilities as assigned and aligned with business needs.

• Serve as the primary sales resource for all marketing-generated leads, inbound inquiries, and partner-referred opportunities owing each opportunity from first engagement through close. • Collaborate closely with the marketing team on campaign strategy, messaging, webinars, user groups, and events to ensure a strong and consistent flow of qualified opportunities. • Nurture leads across varying stages of readiness, maintaining consistent follow-up and engagement to advance opportunities through the sales cycle. • Maintain disciplined pipeline hygiene and accurate forecasting in CRM; provide regular reporting to leadership on pipeline health and deal progression. • Conduct thorough discovery sessions to understand prospect pain points, financial operations, requirements, and strategic objectives. • Lead interactive, discovery-driven Sage Intacct demonstrations independently and without pre-sales support tailored to each prospect’s industry, pain points, and key stakeholders. • Develop and present full implementation proposals including Statements of Work (SOWs), ROI analyses, and pricing strategies. • Manage the full sales cycle from qualification through contract execution, engaging multiple stakeholders and navigating complex buying processes. • Represent the firm at industry events, Sage partner programs, webinars, and user groups to build market presence and expand referral relationships.

Role Description As an Account Executive within OpenText LegalTech, you will help customers harness the power of information to grow faster and operate more efficiently in an increasingly digital world. You will support organizations undergoing significant transformation and guide them as they modernize their legal operations, migrate to the cloud, and evolve into fully digital enterprises. - Your customers will rely on your strategic judgment to address their most pressing legal and business challenges. - Whether improving core processes, reducing risk, or deploying transformative technologies, you will ensure they have the right LegalTech solutions to deliver measurable impact. - You are comfortable navigating complex sales cycles, building new business channels, and operating with high levels of autonomy. - Proven high performance will be rewarded with one of the most competitive compensation structures in the industry. Qualifications - 5+ years of experience selling eDiscovery solutions into law firms and corporate legal departments. - Strong background working consultatively with lawyers (including Partners) and C-level executives on cloud, hybrid, or on-premises solutions. - Deep knowledge of the B2B buying cycle, competitive landscape, and industry trends. - Expertise with advanced sales methodologies and tools to consistently exceed revenue targets. - High intellectual curiosity with the ability to quickly learn new products and bring innovation to customers. - Completion of post-secondary education and a passion for continuous learning. Requirements - Full sales-cycle ownership focused on LegalTech and eDiscovery solutions. - Consultative, needs-based engagement with senior legal and business stakeholders. - Strategic involvement in complex solution design, proposal development, and contract negotiations. - Collaboration with internal experts across sales engineering, product, legal, and customer success. - A competitive compensation package including strong base salary, variable commissions, and accelerators. - Opportunity to drive impact within a global, innovation-focused enterprise software organization. Benefits - Thoughtfully designed benefits package that supports your physical, emotional, and financial wellbeing. - Variable and commission compensation opportunities for eligible roles. - Vacation entitlement and paid time off.