Role Description If you live and breathe enterprise selling, we want to talk to you. We are looking for a multi-talented rockstar to join our Sales team, directly supporting our line of products. You quickly grasp customer challenges and buying processes and can marry that knowledge with SaaS and technology solutions. You are a collaborator and facilitator and believe selling is a team sport, but you work the hardest and lead by example. You have the patience to develop the big sale but feel the urgency to win every month. Position Responsibilities - Win new business and develop existing accounts for a leading provider of event and everyday parking technology and IoT solutions. - Build relationships with key influencers with target clients, develop business insight into and have informed opinions on future strategies of assigned accounts. - Must be able to sell and communicate at all levels of the organization. - Work independently and with business development resources to develop and execute prospecting strategies to identify, qualify and close new business. - Perform as self-starter who can effectively work within a strong team culture while being independent in managing his/her business. - Secure and lead face-to-face meetings with business leaders and decision makers including “C-Level” executives within our target marketplace. - Deliver compelling customer presentations and proposals that expertly articulate JustPark’s Value Proposition and how it supports the prospect’s strategic objectives. - Develop, maintain, and grow an ongoing sales pipeline. - Maintain current and accurate information on account status, sales activity and overall account plans in SalesForce.com. - Manage the account development and opportunity pursuit process from initial assignment through close using Salesforce CRM. - Accurately forecast new bookings. - Develop and deploy strategies for securing new accounts. - Develop a thorough understanding of the JustPark consultative and solution selling process. - Be flexible and work within the confines of a start-up environment. - Work well in a small team environment and with relevant internal leaders throughout the organization. - Work closely with SDRs fostering new leads and assuring alignment on opportunity handover. Qualifications - A minimum of 5 years of successful sales experience; direct experience in enterprise/SaaS software sales. - Experience in parking strongly preferred. - Sales experience must demonstrate ability to exceed sales targets. - A strong understanding of the steps involved in a sales cycle and ability to leverage each stage to advance the sale is required. - Demonstrated ability to learn and apply proven sales methodologies. - Possess ability to prospect and manage a designated territory/businesses to maximize revenue growth. - Proven ability to gain access to and build trusting relationships with executive levels of an organization and interact with senior level corporate management. - Must be comfortable with the product value proposition and speaking to technical and non-technical executives alike. - Operate with a sense of urgency, be aggressive, competitive, and demonstrate a positive, winning attitude. - Superior time management skills and strong attention to detail. - Negotiate effectively balancing value and time to close. - High levels of business/financial acumen and emotional intelligence. - Possess the ability to understand client strategies and tactical requirements and to clearly articulate the company’s offerings to develop solutions that deliver value. - Advanced understanding of current web and cloud technologies. - Ability to develop and sustain critical relationships across client and prospect base is essential. - Proven ability to expertly use common desktop office and business technologies. - Exceptional overall communication skills. - Willingness to travel. Benefits - Unlimited PTO policy. - Complimentary in-office barista (if in Dallas). - Catered breakfast & lunch between Tuesdays - Thursdays (if in Dallas). - Weekly social events at the office (if in Dallas). - Comprehensive medical & dental coverage through Cigna. - Multiple healthcare plan options including low-deductible and HSA along with broad supplemental benefits. - Employee Assistance program. - Subscriptions to mental health assistance platforms. - Travel stipend for local employees. - Generous parental leave policy. - Fertility support via ARC Fertility. - Pet insurance and discount plans. - 401(k) retirement and savings plan. - Regular social activities and ad hoc celebrations.

• Utilizing marketing resources to create/manage a high-volume sales pipeline • Working closely with sales engineers, internal support resources and channel partners to ensure consultative engagement with prospects • Planning and executing Go-to-Market strategies on new customers acquisition within territory expertise • Recording customer development activities within a CRM to ensure operational excellence • Communicating effectively with all levels of prospective buyers (including executives) and internally at Akamai

• Maintain and grow existing client base including expansion of new offerings. • Drive specific product revenue in the territory. • Build strong, lasting relationships with customers by understanding their needs and business objectives. • Perform outbound contact to existing customers to sell additional solutions. • Acquire and maintain a working knowledge of the complete capabilities of our solution offerings. • Convert customer challenges into new opportunities. • Maintain an active pipeline of forecasted opportunities to meet monthly, quarterly and annual quota objectives. • Improve overall customer satisfaction in assigned customer accounts. • Work with various groups within Adobe (Product, Marketing, Finance and Engineering) to provide customer feedback and drive revenue opportunities in the region.

• Manage the end-to-end sales process, including lead qualification, discovery calls, product demonstrations, and contract negotiations. • Build and maintain a robust pipeline of qualified opportunities to ensure consistent quota attainment. • Deliver persuasive, value-based presentations to key stakeholders and C-suite executives. • Collaborate with internal teams to ensure a seamless transition from prospect to successful customer. • Provide accurate weekly forecasting and maintain meticulous records within the CRM. • Stay current on industry trends and the competitive landscape to effectively position our value proposition.