Role Description Oriient is seeking a highly experienced Senior Enterprise Sales Executive to own and drive complex, high-value sales cycles. This role is ideal for a self-directed seller who can operate independently, generate their own pipeline, and close large, multi-year SaaS deals. - Own and execute the full enterprise sales cycle: prospecting, discovery, solution positioning, negotiation, and closing - Independently generate qualified leads and build pipeline (acting as your own SDR) - 10+ years closing large six-figure+ multi-year SaaS contracts with enterprise customers - Develop and execute a strategic sales plan aligned with company goals - Follow and continuously improve a structured sales process and forecasting discipline - Leverage existing relationships within grocery and retail organizations to accelerate deal cycles - Work cross-functionally with Sales Engineering (SE) and Customer Success Management (CSM) teams - Maintain strong executive-level customer relationships - Represent Oriient at customer meetings, industry events, and conferences Qualifications - 8+ years of enterprise SaaS sales experience - Proven track record closing large six-figure (or greater), multi-year deals - Experience selling location intelligence or related SaaS solutions - Strong background in grocery retail and general retail environments - Established network and existing relationships within grocery and retail enterprises - Ability to self-source pipeline and work independently - Experience building sales plans and operating within a defined sales process - Excellent negotiation, presentation, and executive communication skills Benefits - Competitive base salary plus commission - Opportunity to sell a differentiated, high-impact technology - Collaborative team environment with strong SE and CSM support - High visibility and influence in a growing company - Remote work with meaningful customer engagement

Role Description We’re hiring our first AEs at Pogo to help us scale our B2B enterprise business from $XM ARR to $XXM ARR. You'll own the full sales cycle from prospecting to expansion. - Lead generation & engagement: Get Pogo in front of the right people by building relationships with prospects across outbound email, calls, conferences, and dinners. Stay on top of inbound and referral leads and keep pipeline moving. - Qualification & closing: Lead discovery, demos, and follow-up conversations to understand prospect needs and close new business. Build compelling ROI cases and navigate contract negotiations to get deals over the line. - Consultative selling with trials & POCs: Own the trial experience end-to-end, coordinating with other Pogo team members to ensure every project is successful and accelerates the path to closing a subscription. - Renewals & expansion: Own the renewal cycle for your accounts and actively identify upsell and cross-sell opportunities. Build deep relationships with existing clients to understand their evolving needs and grow revenue within the base. - Process & feedback: Help build and improve the sales playbook as we scale. Bring structured learnings back to the team and contribute to a culture of rapid iteration on what's working. - Travel: Up to 3-5 days a month. - Cross-team collaboration: Work closely with GTM, Engineering, and Product team members to make sure new clients are set up for success from day one. Partner with the founding team on strategic deals and revenue priorities. Qualifications - Likely 3-10 years of sales experience, including selling to enterprise customers end-to-end. - You're a hunter. You're energized by building pipeline from scratch and you don't wait for leads to come to you. - You're a strong communicator who can earn credibility quickly with senior stakeholders and translate a product demo into a compelling business case. - You're hands-on and resourceful. You do whatever it takes to get a deal across the line. - You take ownership of your number. You know where you stand at all times and you're always working the problem. - You're a fast learner who picks up new products, industries, and buyer personas quickly. - You use AI tools to work smarter and to do better research, better outreach, better prep. Requirements - Bonus: You can tell stories with data. - You have sold insights or data analytics products. Benefits - Help build the GTM motion from the ground up. - Sell a product customers genuinely want. - Work directly with the founders and product team. - Operate with fast feedback loops. - Own meaningful customer relationships. - Join a highly product-minded team. - Shape the culture early. Why you might not be excited about us - There’s very little structure (yet). - You’ll need to thrive in ambiguity. - You’ll wear a lot of hats. - We expect more than 9 to 5 — raw hours make an impact at our current stage.

• You are independently responsible for managing the entire sales cycle, from lead qualification to contract closing • You collaborate with colleagues in the Commercial team, Customer Success, and Data team to segment our customers and identify revenue opportunities • From needs analysis to discovery calls, you turn leads into tangible sales opportunities • With your exceptional demo skills and negotiation tactics, you create win-win situations for us and our salons • You build relationships with our salons to ensure they are satisfied with PhorestPay, recommend us to others, and consider additional PhorestPay products • You act as a trusted advisor for our customers on PhorestPay-related matters • You work in a structured way to communicate the value of PhorestPay to our customers via phone and digital channels • You share your experiences and insights with colleagues in the DACH region and the global team to help drive PhorestPay forward.

• Sell the Kong Enterprise Platform to Central Government and broader public sector customers • Meet individual quota and objectives • Take ownership of your territory, understanding and navigating government procurement processes • Provide account leadership and direction in the pre- and post-sales process • Ability to travel to customer and partner sites as required (30% - 50%)