• Exceed revenue quota goals on a quarterly and yearly basis • Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests • Develop business plans, which align to your assigned territory • Strategically engage with customers and business partners to maintain a high level of customer service that aligns with SailPoint’s core values • Collaborate with marketing to develop and execute marketing plans through/with partners and end users • Pursue all leads supplied and ensure internal systems are updated • Lead the appropriate technical resources to demonstrate SailPoint's advantages to the customer • Follow-up with customers and partner with post-sale team to ensure consistent and ongoing coverage of account, including new sales opportunities • Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process • Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors • Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the SailPoint market space • Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers • Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene

Join the ACI Learning Adventure! Our Mission Welcome to a new era of learning, where individuals and organizations come to transform goals into measurable success. At ACI Learning, we believe that anything worth doing is worth leading the way—with innovation, exceptional experiences, and impactful results. We provide a full ecosystem of learning and development solutions that empower people and businesses to lead with confidence, learn with purpose, and achieve outcomes that matter. Join us, and together, we'll shape the future of skill-building and professional growth. The ACI Team Imagine collaborating with over 200 of the brightest minds who are passionate, grounded, and dedicated to shaping the future of eLearning. Together, we're not just a team; we're a movement in one of the most exciting times in tech. Purpose-Driven Culture At ACI Learning, work isn’t just a job. It’s a passion we pour into every project, every day. We celebrate creativity, innovation, and the joy of doing what we love. Your Opportunity Are you ready to be part of something transformative? Dive into a world of collaboration, growth, and endless potential. Apply now and help lead the change! Who We Are ACI Learning is a leading provider of audit, cybersecurity and IT training solutions, empowering individuals and organizations worldwide to improve their technical capabilities and their cybersecurity with compelling and comprehensive training. Our leadership position extends even further to our new SaaS Learning Platform myACI that goes beyond audit, cyber and IT training to provide organizational and individual knowledge assessment, analytics and training delivery with integrated AI to understand capabilities and skill gaps for organizations. We are seeking a high-performing Academic Account Executive to accelerate adoption of our solutions within higher education institutions, including universities and colleges. In this role, you will work with cybersecurity and IT instructors and department leaders to demonstrate how ACI Learning’s Training and Skill Labs help them deliver the student outcomes they need. You will combine strategic selling with strong education market awareness to navigate complex buying processes and close new business in your territory. OTE is what you can reasonably expect to earn when you hit your goals, combining base salary and commission. For this role, OTE is $130,000 per year, made up of an $80,000 base salary plus variable commission tied to performance. The best part: commissions are truly uncapped. There is no ceiling on what you can make here. If you outperform, you earn more, period. We want high performers to win big, and our plan is built to reward the reps who build pipeline, close deals, and consistently beat quota. If you are the kind of seller who likes control over your income and wants your results to show up directly in your paycheck, this role is designed for you. What You’ll Do - Consistently achieve or exceed quarterly and annual sales quotas. - Develop and maintain a healthy sales pipeline (3x quota coverage within 90 days, 4 to 5x by 180 days). - Become deeply knowledgeable in our products and technologies so you can explain them clearly and simply to target buyers. - Quickly research prospect accounts, identify target buyers and opportunities, and close them. - Maintain accurate CRM records, ensuring clean data and timely, reliable sales forecasts. What We’re Looking For (Requirements) - 5 to 8+ years of full-cycle sales experience selling SaaS or software solutions to senior technical buyers. If you have not sold SaaS or software, please do not apply. - Proven success achieving sales quota multiple years in a row at the same company. - Experience closing new customers with an average order value of at least $5K to $20K. - Experience with Salesforce, Outreach or SalesLoft, and LinkedIn Sales Navigator. - Smart, curious salespeople who ask strong questions, use data to make decisions, and are self-motivated. We Prefer - Understanding of cybersecurity and IT technologies and trends, or a demonstrated ability to sell complex software or SaaS technologies. - Background in higher education sales, particularly selling to department heads and faculty. Knowledge of academic buying seasonality and processes is especially helpful. Things to Know - You will be expected to generate 45 percent of your sales opportunity pipeline. Marketing will deliver the remaining 55 percent. We have a very strong marketing team. - You will be provided a carefully selected set of prospect accounts that match our Ideal Customer Profile (ICP). You are expected to investigate these accounts and understand them in depth. - We have an organized, ongoing Sales Onboarding and Enablement program to help you learn what you need to succeed quickly. We also have a great RevOps team focused on improving our systems, data, and processes so you can spend more time selling and less time fighting tools. - We have differentiated technology used by thousands of customers, and our 2026 product roadmap is amazing. You will have new, compelling products to sell. - We use Salesforce, HubSpot, and Outreach. You are expected to be familiar with these tools when you join. We will help you learn our specific instances, but we are not going to teach people how to use Salesforce from scratch. OTE (On-Target Earnings) is the total compensation you can expect—combining your base salary and variable bonus—when you achieve your performance goals. It’s designed to reward you for hitting quota and give a clear picture of your earning potential. OTE $120,000—$130,000 USD Why ACI Learning is Your Next Big Move For Full-Time, Benefits Eligible Positions Comprehensive medical, dental, and vision coverage—starting the 1st of the month after your hire date. Four weeks of paid parental or medical leave, so you can focus on what matters most. Flexible PTO policy, sick time, and eight paid holidays — because we believe in balance. 401(k) retirement plan so you can invest in your future from day one. One free course each year after 90 days — advancing your skills is part of the job. Tuition assistance to support your continued education and professional growth.

• Utilize existing relationships and continuously build new connections within government agencies, industry partners, and the federal contracting community to identify, develop, and advance strategic opportunities. • Identify, qualify, and advance opportunities throughout the federal sales lifecycle. • Develop and execute account plans that align HiddenLayer solutions to agency missions, modernization initiatives, and cybersecurity priorities. • Conduct discovery sessions to understand customer environments, security challenges, AI adoption initiatives, and operational requirements. • Collaborate with Solutions Engineering and Product teams to deliver tailored demonstrations, workshops, and technical evaluations. • Articulate the business, mission, and security value of HiddenLayer's platform to both technical and non-technical audiences. • Serve as a trusted advisor on emerging AI security risks, adversarial machine learning threats, and best practices for securing AI systems. • Lead opportunity strategy, proposal development, pricing discussions, contract negotiations, and procurement activities. • Coordinate with partners, system integrators, and government stakeholders to accelerate adoption and contract execution. • Maintain accurate pipeline, forecast, and account activity data within CRM systems. • Track opportunities against milestones and acquisition timelines to ensure effective execution and visibility. • Collaborate closely with Customer Success to support customer adoption, expansion, and renewal efforts. • Provide market intelligence and customer feedback to Product, Engineering, and Executive Leadership teams. • Represent HiddenLayer at industry events, conferences, and government-focused engagements. • Travel as needed to support customer meetings, events, and strategic account activities.

• Develop and maintain profitable, quality indirect lending relationships with franchise automobile dealers • Provide a full array of Auto Finance related products and services • Be responsible for direct sales to dealers, servicing dealer customer and training of various dealership staff • Build and maintain portfolio of business by identifying new opportunities and demonstrating value to dealer customers • Manage and Maintain reporting and key performance indicators for assigned territory • Maintain overall market knowledge of auto industry and local competition and community awareness • Promote Huntington’s value proposition of local sales and service.