Title: Account Executive, Industrial Solutions Location: San Francisco, CA Department: Business Development Job Description: San Francisco, CA (Hybrid) /Full-Time /Business Development /Mid-Level TheAccount Executive, Industrial Solutions is responsible for identifying, qualifying, and closing hardware and software deals with industrial equipment and robotics manufacturers. This role spans a diverse vertical—from tech-forward robotics startups to multinational equipment OEMs. Based in our San Francisco office, the ideal candidate is an experienced, self-motivated team player who possesses a rigorous sales process and a track record of driving complex design wins to hit aggressive revenue targets. RESPONSIBILITIES - Execute a Rigorous, Consultative Sales Process: Lead high-value customers through a disciplined, multi-stage sales cycle within the Industrial vertical—from initial lead qualification and mapping key stakeholders, to pitching Ouster’s multi-modal tech stack, managing technical evaluations/pilots, securing the design win, and scaling to full production. - Manage Complex OEM Accounts: Serve as the primary relationship holder with key decision-makers and engineering influencers at major industrial OEMs. Coordinate closely with internal product management, software development, and field application engineering (FAE) teams to ensure seamless technology integration and long-term deployment success. - Drive Hardware & Software Adoption: Directly manage the full sales cycle for both our cutting-edge sensor hardware and advanced software solutions. Develop and execute targeted account strategies to maximize Ouster's footprint in the industrial machinery, material handling, and off-highway vehicle markets. - Uncover and Translate Customer Requirements: Act as the voice of the customer. Identify evolving industrial market needs, regulatory requirements, and technical gaps, and clearly communicate them back to product and engineering teams to guide our roadmap. - Cross-Sell & Expand: Leverage initial design wins and project successes within a customer organization to cross-sell solutions into other divisions, business units, or global product lines. - Maintain Sales Discipline: Keep highly accurate, real-time data integrity regarding forecasting, pipeline health, and account plans for the business operations and finance teams. BASIC QUALIFICATIONS - Demonstrated Industrial Sales Success: Proven track record of finding, winning, and scaling business with industrial equipment OEMs and/or tech-forward industrial startups. - Sales Experience: Minimum five years of experience in complex B2B sales, sales engineering, or business development, with a distinct history of selling technology (hardware, software, or advanced components) into the industrial, robotics, or heavy machinery ecosystem. - Mastery of Complex Sales Cycles: Demonstrated ability to navigate long, deeply technical OEM sales processes involving multiple stakeholders (from procurement and supply chain to VP-level engineering executives). - Technically Proficient: Motivated to learn Ouster’s hardware and software technologies at a deep level. Able to proficiently describe complex perception and navigation concepts to engineering counterparties. Technical degree is not required, but an insatiable curiosity is. - Location: Must be based in the San Francisco Bay Area and able to work full-time out of our San Francisco office. - Hungry & Process-Driven: A hard worker who is highly disciplined about sales process and pipeline velocity, yet creative and scrappy about finding ways to get the job done efficiently. - Polished & Relatable: Ability to command a room and manage conversations smoothly, charismatically, and with gravitas. Able to build rapport with everyone from factory-floor engineers to C-level executives. - Data Disciplined: Dedicated to data integrity and highly skilled in CRM management and modern prospecting tools (e.g., Sales Navigator, Zoominfo, Groove). - Education: Bachelor’s Degree required. An MBA or a degree in Engineering is a strong plus. - Travel: Ability to travel as needed to visit customer production facilities and engineering hubs. The base pay will be dependent on your skills, work experience, location, and qualifications. This role may also be eligible for equity & benefits. ($88,000 - $160,000) We acknowledge the confidence gap at Ouster. You do not need to meet all of these requirements to be the ideal candidate for this role. Ouster is an Equal Employment Opportunity employer that pursues and hires a diverse workforce. Ouster does not make employment decisions on the basis of race, color, religion, ethnic or national origin, nationality, sex, gender, gender-identity, sexual orientation, disability, age, military status, or any other basis protected by local, state, or federal laws. Ouster also strives for a healthy and safe workplace, and prohibits harassment of any kind. Pursuant to the San Francisco Fair Chance Ordinance, Ouster considers qualified applicants with arrest and conviction records for employment. If you have a disability or special need that requires accommodation, please let us know.

Title: Pricing Sales Executive Location: United States - Remote Canada - Remote Job Description: Guidewire has just announced the launch of a major new product – Guidewire PricingCenter. As we continue to invest in pricing innovation across the P&C industry, we are expanding our presence in the North American market and adding a specialist focused on actuarial, underwriting, and pricing transformation. We are looking for an experienced Pricing & Actuarial Solutions Executive who will help drive adoption and market success of PricingCenter among insurance carriers. This newly created role plays a critical part in shaping how carriers modernize their pricing, rating, and underwriting capabilities. The role reports directly to the GVP of Pricing & Analytics Sales for the AMER region. In this position, you will engage deeply with actuarial, underwriting, and pricing leaders to understand their models, workflows, challenges, and transformation goals—helping them translate those needs into a modern technical solution. Job Description What We Expect From You - Minimum 8 years of experience working with actuarial, pricing, or underwriting teams—ideally working with or implementing rating, or pricing software solutions. - Strong understanding of P&C insurance pricing, underwriting workflows, rating engines, and actuarial methodologies. - Demonstrated success partnering with actuarial and underwriting leadership (Chief Actuary, Head of Pricing, CUO, etc.). - Experience with enterprise software evaluation cycles and long, multi-stakeholder decision processes (6–18 months). - Outstanding analytical, conceptual, and communication skills—the ability to translate actuarial concepts into business and technology value. - Proven ability to take ownership and lead complex engagements. - Willingness to travel approximately 50%. - Experience with B2B Enterprise Sales is a strong plus. What You’ll Be Doing - Partner closely with the VP to shape and execute a pricing- and analytics-focused go-to-market strategy. - Lead consultative discussions with actuarial and underwriting teams to deeply understand their: - Pricing models - Rating algorithms - Workflow pain points - Modernization priorities - Translate actuarial and underwriting needs into clear solution proposals using PricingCenter. - Work with internal account teams to identify opportunities within existing customers to modernize or enhance their pricing programs. - Collaborate with inside sales and marketing to build a pipeline of pricing-focused opportunities with new carriers. - Guide stakeholders through the evaluation of PricingCenter—from first conversation through solution design and commercial agreement. - Represent Guidewire at actuarial, analytics, and underwriting industry events. - Act as a subject-matter conduit between carriers and internal product/engineering teams to inform PricingCenter’s evolving roadmap. What We Offer - Restricted Stock Units (RSUs) – share in the success of Guidewire. - Ability to work 100% remotely. - A chance to help shape the next major innovation in insurance pricing and analytics. - High autonomy, ownership, and the opportunity to influence a strategic product line. - A challenging, collaborative, and fun working environment. The US base salary range for this full-time position is $132,000 - . Your base pay will depend on your experience, skills, education, training, and location among other factors. All full-time positions or part-time roles working 30 hours or more a week at Guidewire are eligible for benefits that support their health and well-being including health, dental, and vision insurance, paid time off, and a company sponsored retirement plan. In addition, some roles may be eligible for the annual company bonus plan, commissions, and/or long term incentive awards which are contingent on a variety of factors including, but not limited to, company and employee performance. About Guidewire Guidewire is the platform P&C insurers trust to engage, innovate, and grow efficiently. We combine digital, core, analytics, and AI to deliver our platform as a cloud service. More than 540+ insurers in 40 countries, from new ventures to the largest and most complex in the world, run on Guidewire. As a partner to our customers, we continually evolve to enable their success. We are proud of our unparalleled implementation track record with 1600+ successful projects, supported by the largest R&D team and partner ecosystem in the industry. Our Marketplace provides hundreds of applications that accelerate integration, localization, and innovation.

Your role at DynatraceWe are looking for a Strategic Account Executive in the NYC Metro/Tri State Area to generate velocity and focus on enterprise sales across multiple segments in multiple industries. - As a Strategic Account Executive at Dynatrace, you will work with the largest companies in the world to shape and lead Dynatrace’s Go To Market in the Fortune 100. - You will manage 2-3 named accounts of existing customers along with 2-3 prospective accounts to identify an entry point to introduce Dynatrace. - We are looking for you to bring knowledge and proven success operating in the technology space and selling at the executive level with an APM centric approach. - This is an opportunity to leverage hyperscalers in a platform sale in the end-to-end observability and security space. - What you will be focusing on as a Strategic Enterprise Account Executive Execute on account plans to deliver maximum revenue potential within a pool of 2-3 Enterprise named accounts, with 2-3 prospects. - Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients. - Designated SE support at a 1:1.5 ratio within region. 2-3 customers, 2-3 prospects, with 5 total accounts. - Understand how our solutions address executive level challenges. - Maintain accurate forecasts and report to the sales leader on the status of new and expansion opportunities, leveraging the MEDDPIC framework. - Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition. - Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events, and account specific initiatives. - Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively. - Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs. - Ensure your customers’ implementations are wildly successful. What will help you succeedPreferred Requirements: - A successful track record in Enterprise software sales across many business functions within the executive level of a customer. - Ability to manage sales cycles within complex organizations, while compressing decision cycles. - Experience selling across the c-suite, cultivating executive relationships and closing six-figure deals. - Outstanding organizational and communication skills (written and oral, negotiation and presentations skills). - Confidence in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - Proven experience in acquiring new business. Thrive in high-velocity situations and can think/act with a sense of urgency. - Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. - Know how to build and execute business plans and sales plays. - Know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (MEDDPIC). - Familiar with the observability and modern application market. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and RewardsCompensation and rewards - The base salary range for this role is $150,000 - $190,000. When determining your salary, we consider your experience, skills, education, and work location. - Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. - We also offer medical/dental benefits, and a company matching 401(k) plan for retirement. Equal Employment OpportunityAll your information will be kept confidential according to EEO guidelines. We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.

• Establish a track record of meeting and exceeding monthly, quarterly, and annual sales targets. • Understand customer needs and business workflows to effectively position EZFacility’s software solutions. • Lead product demonstrations to showcase software capabilities in a virtual environment. • Follow up on sales leads, develop and deploy targeted campaigns, and nurture relationships with potential customers. • Identify and target potential customers through research, networking, and cold calling. • Overcome objections, negotiate contracts, and employ closing techniques to win deals. • Build the foundation for lasting client relationships, brand loyalty, and referrals. • Develop expert-level knowledge of EZFacility’s software products, features, and updates. • Maintain detailed records of prospect and client interactions in Salesforce and other applications. • Attend industry trade shows to generate leads, produce sales, and promote EZFacility. • Stay abreast of industry trends, competitor products, and market conditions. • Collaborate with training and accounts teams to ensure a smooth transition to onboarding and post-sales success. • Document customer feedback and requirements to help inform product development. • Work with marketing to optimize communications, promotions, and lead nurturing campaigns.