• Learn the RevenueBase platform, shadow customer calls, and close your first deal. Understand our ICP, competitive positioning, and what makes customers say yes. • Own your full pipeline: prospecting, demos, negotiations, and closes. Identify repeatable patterns in what's working and feed insights back to product and marketing. Begin engaging with partnership opportunities. • Hit quota, expand existing accounts, and contribute to the sales playbook. Actively work partnership deals; building pipeline and closing reseller agreements with companies who distribute RevenueBase data.

We are seeking an Enterprise Account Executive to drive growth with multi-unit restaurant groups and hospitality operators. You'll own the full sales cycle from discovery to close, selling Palona's Conversational AI platform that transforms how high-volume restaurants answer calls, take orders, and book reservations. We're looking for a proven closer who thrives in startup environments, quickly builds credibility with executives, and delivers clear ROI for customers. **Responsibilities:** - Own the full sales cycle: discovery, demo, proposal, negotiation, and close, - Target and engage key decision-makers across C-Suite, VP-level, GMs, and franchise owners - Translate operator pain points (e.g., missed calls, staffing inefficiencies) into clear ROI with data, proof, and case studies - Partner with marketing to co-develop outbound plays, ABM strategy, and restaurant-specific campaigns - Use HubSpot to manage pipeline, forecast accurately, and maintain sales discipline - Represent Palona at industry events, demos, and executive briefings - Collaborate with customer success to ensure seamless handoff and accelerate customer time-to-value **Outcomes You'll Own:** - Pipeline growth and closed revenue from restaurant enterprise accounts - Short sales cycles with clear business case alignment - Multi-location, multi-market expansion opportunities - Clear vertical positioning feedback to marketing and product

• Oversee a portfolio of high-value accounts, each generating >$100k annual recurring revenue (ARR) for our Mid-Atlantic to Southeast territory. • Work closely with key stakeholders and executive decision-makers within large school districts and educational organizations. • Identify and cultivate relationships with key decision-makers and influencers across client organizations. • Lead the renewal process with a strategic, consultative approach to secure timely contract renewals and identify upsell opportunities. • Conduct Executive Business Reviews (EBRs) and Outcome Reviews, demonstrating how Panorama’s solutions drive results aligned with client goals and KPIs. • Build comprehensive, data-driven account plans that align with customer goals and map out proactive strategies for engagement, adoption, and expansion. • Leverage client adoption metrics, engagement data, and customer feedback to tailor account strategies.

• Manage a sales territory and assigned quota within a portfolio of school districts, each serving 20,000 or more students • Develop and execute on account-based selling approach in the Enterprise segment • Maintain a small portfolio of Panorama’s largest accounts for annual renewal, and as the focus of targeted cross-sell efforts • Confidently present to strategic leaders regularly -- at in-person meetings, in conferences -- on Panorama’s fit for solving key educational challenges for the largest K-12 school systems in the country • Establish and maintain relationships with strategic district and state education administrators across the country. Understand their strategic initiatives, challenges, and core mission • Collaborate within the revenue team and across Technology and Customer Experience to develop and execute effective sales strategies and scopes of work tailored to the unique needs of each school district • Develop and maintain a deep understanding of Panorama's tech education solutions and services to effectively communicate their value to potential clients • Maintain a well-organized sales and relationship pipeline, tracking progress and ensuring timely follow-up to move potential clients through the sales process and to move key relationships toward sales opportunities • Provide regular reports on sales activities, progress, and achievements, contributing to the company's growth and strategy discussions