• Develop a business plan to overachieve sales goals • Manage and maintain the entire sales ecosystem from generating leads through closing • Help customers understand the value of Cribl during the sales process • Articulate our value proposition up and down the organization, from engineer up to CxO • Forecasting predictably and hitting sales targets • We are a remote-first company and work happens across many time-zones – you may be required to occasionally perform duties outside your standard working hours

• Recruit, onboard, and develop a high-performing team of SMB Account Executives. • Establish and maintain a coaching rhythm: regular 1:1s, call reviews, deal reviews, and skills development sessions. • Set clear performance expectations and hold the team accountable to activity metrics, pipeline targets, and quota attainment. • Foster a culture of learning, collaboration, and continuous improvement across the team. • Own the team's pipeline generation strategy, ensuring AEs prospect approximately 50 to 60% of their own pipeline through outbound calling, email campaigns, and tools such as LinkedIn. • Drive disciplined territory planning and account prioritization across the SMB segment. • Support AEs in navigating public-sector deals with typical 3 to 8 month sales cycles, multiple stakeholders, and government procurement processes. • Actively join AEs on discovery calls, demos, and business case development when needed. • Maintain accurate forecasting and pipeline reporting in Salesforce; provide weekly forecast updates to leadership using Swiftly's forecast methodology. • Achieve and exceed team revenue goals. • Champion and enforce the SPICED sales methodology across the team. • Coach the team on identifying and mitigating deal risk, partnering with leadership, internal partners, and executives as needed. • Oversee Swiftly's responses to public solicitations within your team's territories, with the support of our internal procurement team. • Represent Swiftly at industry conferences (APTA, TransITech, state transit associations) and coach your team on event strategy. • Partner cross-functionally with Marketing, Product, and Customer Success to refine messaging, share market feedback, and improve the buyer experience. • Lead the adoption of AI-assisted and modern sales workflows that improve prospecting efficiency and sales effectiveness.

Role Description InMarket is seeking a talented, and motivated, Sales Director. You will work on our go-to-market in the programmatic advertising ecosystem. Working to build roads with agencies, trading desks, & direct brands you will be tasked with expanding our presence in the market and educating senior marketers on the value in our data and self-serve offerings. Qualifications - 5+ years in sales or programmatic execution - Experience working in a fast-paced environment - Strong relationships with programmatic agencies, DSPs and other Advertising Data Providers (i.e. OMD, IPG, Trade Desk, Oracle, Lotame, LiveRamp, Adobe Audience Maker, Salesforce.com DMP, Amobee, Centro, etc.) Requirements - Previous experience in data, programmatic, DSPs, SSPs, or DMPs - Experience selling into programmatic campaigns - Strong advertising and sales experience - relationships with agencies such as Publicis or WPP a huge plus - Audience and/or data sales experience a plus - Strong listener and proven ability to translate client needs to product solutions Benefits - Competitive salary, stock options, flexible vacation - Medical, dental and Flexible Spending Account (FSA) - Company Matched 401(k) - Unlimited PTO (Within reason) - Talented co-workers and management - Agile Development Program (For continued learning/professional development) - Paid Paternity & Maternity Leave

• Identify, recruit, and sign systems integrators focused on data center design, construction, modernization, and operations. • Develop and maintain a prioritized target account strategy based on SI market presence, customer footprint, technical capabilities, and project volume. • Build executive and practitioner-level relationships across engineering, delivery, alliance, and leadership stakeholders within partner organizations. • Lead commercial negotiations from initial outreach through executed channel partnerships agreements. • Structure reseller, referral, co-sell, and design partnership agreements tailored to the data center SI ecosystem. • Partner with Marketing, Finance, Legal, and Product leadership to develop scalable commercial frameworks. • Define activation plans and success milestones for partners at 90, 180, and 365 days. • Establish repeatable approaches for partner recruitment, onboarding, and commercialization. • Build and execute joint GTM plans with newly signed partners. • Coordinate account mapping, pipeline generation activities, and co-selling motions with TigerData's direct sales organization. • Support partners through their first opportunities and deployments to ensure successful outcomes and long-term adoption. • Collaborate closely with Solutions Architecture and Product teams to position TimescaleDB Enterprise within complex data center environments. • Maintain accurate CRM reporting for recruitment status, partner opportunities, and revenue forecasts. • Track partner-sourced and partner-influenced pipeline performance. • Surface risks, blockers, and market intelligence early to improve win rates and partner effectiveness. • Develop operational rigor around forecasting and partner performance management. • Build the foundational playbook for TigerData's data center SI strategy. • Capture market feedback and competitive intelligence to improve messaging, positioning, and product strategy. • Represent TigerData at industry conferences, customer events, and partner meetings. • Leverage AI tools to improve partner research, territory planning, account prioritization, pipeline management, forecasting, and operational efficiency.