Role Description Estamos em busca de uma pessoa para liderar nossa estratégia de Alianças & Parcerias! Se você acredita no poder das conexões para gerar novos negócios, construir ecossistemas de valor e desenvolver parcerias estratégicas que impulsionam resultados, essa oportunidade pode ser para você. Buscamos uma liderança executiva com visão de mercado, perfil comercial, capacidade de negociação e experiência na construção de relacionamentos de longo prazo, identificando novas avenidas de crescimento e acelerando o impacto do negócio por meio de alianças estratégicas. - Originar e desenvolver novas oportunidades de parcerias. - Prospectar e qualificar targets estratégicos alinhados às prioridades definidas pelo Head, construindo pipeline recorrente. - Conduzir negociações e fechamento de deals. - Liderar negociações de média e alta complexidade, estruturando propostas comerciais, modelos de monetização e contratos. - Executar o go-to-market conjunto. - Gerir o pipeline e forecast de parcerias. - Acompanhar estágios de negociação, previsibilidade de fechamento e metas de receita incremental. - Acelerar integrações e go-lives. - Atuar com múltiplas áreas como produto, TI e operações para destravar integrações, garantindo time-to-revenue eficiente. - Gerir relacionamento tático e executivo com parceiros. - Conduzir rituais de governança, business reviews e planos de expansão. - Monitorar performance e capturar valor. - Apoiar a liderança na construção da estratégia. - Trazer insights de mercado, concorrência e parceiros para evolução do roadmap de alianças. Qualifications - Formação Superior completa (administração, economia, engenharia, marketing ou correlatas). - Conhecimentos do mercado de Fraude ou Crédito (diferencial). - Experiência prévia com parcerias, business development ou/e negociações estratégicas. - Vivência em negociações B2B. - Experiência em tecnologia, Fintechs, dados, serviços financeiros ou meios de pagamento. - Inglês fluente. Benefits - Cultura inclusiva e ambiente de trabalho equilibrado. - Reconhecimento como uma das melhores empresas para se trabalhar no país. - Premiações pelo Great Place To Work™ em 24 países. - Certificação internacional Top Employers. - Avaliação de 4,6 no Glassdoor.

Role Description As a Senior Strategic Accounts Executive, you will play a critical role in expanding Evolv’s footprint within high-value enterprise customers, representing one of the company’s most important growth areas. You will be responsible for landing new strategic accounts, navigating complex, multi-stakeholder sales cycles, and building long-term partnerships with some of the largest organizations in our target markets. This role is designed for a top-performing, quota-carrying sales professional who thrives in high-impact environments and excels at winning complex deals. You will lead account strategy, engage senior stakeholders (including executive leadership and legal), and drive consultative sales motions that deliver measurable revenue impact. What You'll Achieve? - Within 30 Days: - Build fluency in Evolv’s products, value proposition, customer use cases, buyer personas, and target verticals - Establish strong relationships with cross-functional partners (BDR, Solutions Engineering, Marketing, Channel, Deployment, Customer Success, Finance) - Learn Evolv’s sales methodology (MEDDPICC), forecasting expectations, and pipeline discipline - Assess assigned strategic accounts and identify high-priority opportunities - Within 60–90 Days: - Develop and begin executing strategic account plans for priority enterprise accounts - Establish multi-threaded engagement strategies, including mapping key stakeholders and paths to economic buyers - Build a qualified pipeline through prospecting, partner collaboration, and strategic outreach - Lead discovery conversations to identify customer needs, key drivers, and potential deal barriers - Within 6–12 Months: - Land net-new strategic enterprise accounts - Consistently progress and close high-value opportunities - Meet or exceed revenue targets through disciplined execution - Build a durable pipeline across short- and long-term opportunities - Establish Evolv as a trusted partner with executive stakeholders - Demonstrate strong forecast accuracy and Salesforce discipline What You’ll Do? - Sales Execution & Strategy: - Develop and execute strategic account plans focused on landing new enterprise customers - Drive consultative, in-person ConOps and experiential sales motions that showcase and accelerate adoption of hardware-based solutions - Prospect, qualify, and build pipeline within high-value target accounts - Orchestrate complex, multi-stakeholder sales engagements spanning C-suite executives, security and operational leaders, procurement, finance, and legal teams, including direct negotiations with General Counsel - Deal Leadership: - Build and maintain executive-level relationships across target organizations - Apply MEDDPICC (or similar frameworks) to qualify deals, manage risk, and drive progression - Partner cross-functionally (Solutions Engineering, Marketing, Channel, Legal, Finance, Deployment, Customer Success) to develop winning strategies - Deliver compelling presentations, ROI-based business cases, and tailored proposals - Pipeline & Market Presence: - Accurately manage pipeline, forecasting, and activity tracking in Salesforce - Participate in industry events, customer engagements, and market-facing initiatives to generate demand and build brand presence Requirements - 10+ years of enterprise sales experience, including experience selling into large, complex organizations - Proven track record of landing net-new enterprise or strategic accounts - Experience owning or leading complex, multi-stakeholder sales cycles with large contract values - Demonstrated success engaging executive-level stakeholders and building relationships across multiple functions within an account - Strong command of account planning, MEDDPICC or similar methodologies, forecasting, pipeline management, and CRM discipline - Experience selling subscription-based technology solutions - Ability and willingness to travel approximately 30–50% for customer meetings, executive engagement, industry events, and internal collaboration - Strong communication, negotiation, executive presence, and consultative selling skills Nice to Have: - Experience selling hardware-enabled SaaS, physical security, public safety, infrastructure, IoT, cybersecurity, AI, or other mission-critical technology solutions - Experience selling into security, operations, facilities, public sector, transportation, sports/entertainment, healthcare, education, or other complex enterprise environments - Prior success operating as a player-coach or leading a small strategic accounts team - Experience building or scaling a strategic accounts motion in a high-growth company - Familiarity with channel-influenced or partner-supported enterprise sales motions - Demonstrated success creating business cases and ROI narratives for non-IT and cross-functional buyers Benefits - Equity as part of your total compensation package - Medical, dental, and vision insurance - Health Savings Account (HSA) - A 401(k) plan (and 2% company match) - Flexible Paid Time Off (PTO) - take the time you need to recharge, with manager approval and business needs in mind - Quarterly stipend for perks and benefits that matter most to you - Tuition reimbursement to support your ongoing learning and development - Subscription to Calm

• Actively seek new clients in addition to closing prospective business maintaining these various sales cycles in parallel. • Qualify prospect opportunities and align with Sales Manager & General Manager on viability. • Build relationships with and gain the trust of your customers to understand their needs and strategically work toward a solution to resolve their challenges. • Continuously learn new techniques by establishing and expanding your knowledge on paper / packaging solutions and the corrugated industry. • Meet or exceed your monthly, quarterly, and annual sales goals as determined by sales budget & forecasts. • Proactively communicate sales pipeline by leverage technology, e.g. Microsoft Office 365 and Customer Relation Management (CRM – Sales Force). • Consult with management to understand operational needs and provide market feedback in relation to product types, pricing, and/or other customer solutions. • Work with a sense of urgency to address customer concerns & provide creative solutions to meet the needs of internal & external customers. • Collaborate with Production, Customer Service, Design & Accounting to efficiently generate quotes, order tooling, coordinate trials, set up credit, manage orders, and resolve customer concerns.

Role Description Human Interest is on a mission to ensure that people in all lines of work have access to retirement benefits. More than half of all working Americans are not saving enough for their future. Too often, it’s because they are employed by a company that doesn’t offer a retirement plan. Human Interest is changing that by making it affordable and accessible for small and medium-sized businesses to offer employees a path to financial independence through retirement savings. What you get to do every day: - Work full cycle deals from demo complete to close. - Research and target companies using prospecting tools. - Build and manage a pipeline. - Learn and demonstrate our platform to new prospective customers. - Negotiate contracts. - Record and document all sales activities in Salesforce.com. - Successfully utilize all sales tech tools. Qualifications - You have at least 2 years of work experience in a sales role, preferably at a startup. - You have a demonstrated track record of exceeding your quota. - You love closing deals and helping businesses by delivering a product that has concrete value. - You're solutions oriented - you recognize objections and help your customers see value in our product regardless of their knowledge of our industry. - Extraordinary communication and interpersonal skills — people trust you and get the sense that you are advocating for something in which you believe. - You have experience working with high-velocity sales cycles or selling to small businesses. - You're resilient — you bounce back from setbacks quickly, are resourceful, and find creative ways to get things done. - You're comfortable with a wide range of sales tools, including Salesforce or other CRMs. - You have a passion for solving big problems and having an immediate and positive impact. - Ability to embrace feedback and hold yourself accountable. - The ability to learn technology basics and apply them to business situations. Benefits - A great 401(k) plan: Our own! Our 401(k) includes a dollar-for-dollar employer match up to 4% of compensation (immediately vested) and $0 plan fees. - Top-of-the-line health plans, as well as dental and vision insurance. - Competitive time off and parental leave. - Addition Wealth: Unlimited access to digital tools, financial professionals, and a knowledge center to help you understand your equity and support your financial wellness. - Lyra: Enhanced Mental Health Support for Employees and dependents. - Carrot: Fertility healthcare and family forming benefits. - Candidly: Student loan resource to help you and your family plan, borrow, and repay student debt. - Monthly work-from-home stipend; quarterly lifestyle stipend. - Engaging team-building experiences, ranging from virtual social events to team offsites, promoting collaboration and camaraderie. Company Description Human Interest is a high-growth fintech company changing the retirement industry. We are backed by a number of investors, including: - Marshall Wace - Baillie Gifford - BlackRock - TPG (The Rise Fund) - SoftBank - Glynn Capital - NewView Capital - USVP - Wing - Uncork - And more. Join Human Interest and make a lasting impact by shaping the future of retirement. Our operating principles define how we work together as a team: - Customer obsession: We're all about creating amazing experiences for our customers. - Long-Term Orientation: We're not just playing for today; we're building a legacy. - Autonomous and Accountable Teams: We trust our team members to take ownership and make smart decisions. - An Escalating Bar for Talent and Performance: We're constantly raising the bar and challenging ourselves to be better. - Fundamental Optimism: We see the glass as half full and believe in the power of positivity.