• Leading and coaching a team of AEs — setting clear expectations, holding the bar high, and giving people what they need to succeed • Building and strengthening our outbound motion — prospecting, pipeline coverage, moving deals through the funnel with consistency • Keeping the business honest on forecasting — monitoring conversion metrics and intervening early when pipeline coverage looks shaky • Working closely with Marketing and Enablement to align on pipeline strategy, sharpen messaging, and get the team the right tools • Feeding customer and market insights back to leadership to shape our go-to-market thinking

• Develop and execute comprehensive regional sales strategies that align with the company's vision. • Drive revenue growth by identifying new opportunities and refining existing sales approaches to capture market share. • Lead a team of 12 sales professionals and provide coaching and guidance to ensure that company revenue growth and profitability targets are achieved. • Assess and attract superior talent with a focus on continuous people development and recruiting. • Implement and reinforce the use of structured sales processes and tools to identify and qualify prospects, set new customer acquisition targets, and update OSR territories and account assignments. • Leverage Power BI and other analytical tools to track and report on KPI performance, identifying trends with account activity, including wins/losses and growth metrics. • Use these insights to adapt strategies and optimize sales efforts. • Lead customer and account development through structured planning meetings and detailed business reviews. • Establish and nurture relationships with key accounts, ensuring customer needs are met with tailored solutions that drive long-term partnerships. • Provide leadership, coaching, and professional development to Outside Sales Representatives (OSRs). • Focus on enhancing their capabilities, fostering a culture of continuous improvement, and positioning them to succeed in a competitive market. • Partner with cross-functional teams to ensure seamless organizational communication and alignment. • Facilitate a cohesive approach to customer engagement and problem-solving, maximizing value for customers and the company. • Create sales capability to ensure we are capturing the largest opportunities to drive growth. • Effectively interface with senior leadership and ownership partners as required to report on plans and progress.

Role Description The SDR is the first point of contact for prospective LiveU customers and a critical engine for pipeline generation across the Americas. You will be responsible for qualifying inbound leads, supporting the rental quoting process, and creating sales-ready opportunities for our Regional Sales Directors. This is a high-activity, high-impact role suited for someone who is organized, curious, and motivated by results. Key Responsibilities: - Inbound Lead Qualification - Respond to Marketing Qualified Leads (MQLs) - Conduct structured qualification calls to assess needs, budget, timeline, and decision-making authority - Research and complete pre-work fields in Salesforce (market segment, company profile, lead history, engagement data) prior to outreach - Execute structured multi-step outreach sequences (call, email, LinkedIn) using Gong. - Validate lead ownership, market segment, and product type. - Accurately disposition leads as SAL (Sales Accepted), Recycled, or Disqualified per defined criteria; maintain complete Salesforce records at all times - Schedule and join discovery calls between qualified leads and Regional Sales Directors; attend calls for the first 3 months of tenure to build product knowledge - Create qualified opportunities in Salesforce directly resulting from SDR-led qualification activity; meet quarterly opportunity creation targets - Rental Quote Support - Respond to inbound rental inquiries and prepare accurate rental quotes using LiveU pricing guidelines and approved product configurations - Identify upsell and trial-to-purchase conversion opportunities from the rental base; flag high-potential rental customers to the appropriate Regional Sales Director - Coordinate with Operations and Finance to ensure rental orders are processed accurately and on time - CRM Hygiene & Reporting - Maintain complete, accurate, and real-time Salesforce records for all lead activity, call logs, email touchpoints, and lead status changes - Monitor and manage the SDR dashboard: SLA compliance, overdue tasks, time-between-stages, qualification call volume, discovery calls scheduled, and opportunity creation - Monitor the group Sales inbox and voicemail; create and route new leads into Salesforce promptly - Performance Targets - This role is commission-eligible. Performance is measured quarterly against the following key metrics: - Weekly average Qualification Calls completed - Weekly average Discovery Calls scheduled with Regional Sales Directors - Qualified Opportunities created per quarter - Specific targets are defined in the Personal Goal Sheet attached to your commission plan. Qualifications - 1–3 years of experience in a sales development, inside sales, customer service, or business development role; experience in broadcast, media technology, or B2B SaaS is a plus - Proficiency with Salesforce CRM is required; experience with Lusha, GONG, ChiliPiper, or outreach sequencing tools is strongly preferred - Excellent verbal and written communication skills; confident and professional on the phone with new prospects - Highly organized with strong attention to detail; able to manage high lead volumes and simultaneous follow-up sequences without dropping tasks - Self-directed and comfortable working remotely; able to prioritize independently and maintain high daily activity without direct supervision - Intellectually curious about video technology, live production, or broadcast media; willingness to develop product expertise over time - Bachelor’s degree or equivalent experience Benefits - Competitive base salary plus quarterly commission plan - Clear growth path into Regional Sales or Account Management roles - Front-row access to the live broadcast technology industry — LiveU powers coverage of the Olympics, Super Bowl, major elections, and breaking news worldwide - Collaborative, supportive team culture with structured onboarding and mentorship from experienced Regional Sales Directors - Fully remote position with access to industry events and trade shows

Role Description At Submer, we are redefining how data centers are built, integrated, and operated, with sustainability, efficiency, and innovation at the core. We are now looking for a Technical Sales Manager – UK & Europe to join our team and take a leading role in driving large-scale, transformative projects in the region. This is not a traditional sales role. We are seeking a professional with a consultative mindset, someone who listens deeply, understands the broader customer context, and guides organisations toward optimal strategies for building and operating high-performance data centers at scale. What impact you will have: - Transform how the UK & Europe builds and powers its digital future. - Help customers achieve their technical goals and shape their strategic vision. - Measure impact through the success of sustainable AI factories and next-generation data centers. - Build long-term relationships with customers. What you’ll do: - Act as a Trusted Advisor: - Engage deeply with enterprise customers, government bodies, and public/private organisations to understand their strategic needs, challenges, and ambitions. - Translate complex requirements into tailored solution roadmaps that may include design validation, full-stack integration, or infrastructure optimisation. - Lead Strategic Engagements: - Partner closely with the Solution Architect (Pre-Sales) and cross-functional teams (Design & Build, R&D, Marketing, AI Cloud, Customer Support) to co-develop proposals that deliver business value, not just technology. - Drive meaningful conversations with C-level stakeholders, positioning Submer as a long-term innovation partner. - Expand Submer’s Market Presence: - Lead strategic sales initiatives in the UK & Europe with a focus on large-scale projects. - Identify, cultivate, and close opportunities that align with Submer’s value proposition around sustainable, scalable infrastructure. - Monitor industry trends, funding programmes (e.g., UK government-backed digital initiatives), and regulatory developments to stay ahead of market shifts. - Foster Long-Term Partnerships: - Build and nurture enduring relationships with key customers, strategic partners, and ecosystem players. - Support customers beyond the sale, ensuring long-term success and identifying opportunities for continued collaboration. Qualifications - Bachelor’s degree in Business, Engineering, IT, or related field (MBA or postgrad preferred). - Proven track record in consultative, strategic sales within the data center, cloud, or IT infrastructure industries. - Deep understanding of data center ecosystems, including design, integration, sustainability, and performance optimisation. - Experience working on large-scale, high-impact projects (e.g., hyperscale data centers, regional deployments, government-funded initiatives). - Strong business acumen and ability to influence C-level decision makers. - Analytical and systems-thinking mindset with an ability to uncover opportunities through dialogue and data. - Excellent communication, relationship-building, and stakeholder management skills. Benefits - A competitive compensation package tailored to your experience and performance. - The opportunity to shape the future of sustainable digital infrastructure in the UK. - A dynamic, diverse, and mission-driven work environment with flexibility and hybrid options. - A chance to grow your career in a fast-scaling company committed to innovation and positive environmental impact. - Be part of a fast-growing scale-up with a mission to make a positive impact, offering an exciting career evolution. Company Description Submer is committed to creating a diverse and inclusive environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law.