• Own a greenfield territory end-to-end. You manage every deal from outbound to close - prospecting, discovery, demo, negotiation - with no hand-offs and full accountability. • Work inbound and outbound deals. We build a strong inbound engine (LinkedIn, Ads, Podcast, AEO, Events), but require you to self-source many deals as well based on warm signals, events, partners, and more. Self-source 50% of your pipeline. • Continuously refine outbound messaging and prospecting strategies that you can eventually share with the team and scale across the org. • Run genuinely great demos. Especially with technical stakeholders - RevOps, Salesforce admins - who can sniff out a shallow pitch from a mile away. • Build relationships that compound. Understand your customers' business goals deeply enough to become a trusted advisor, not just a vendor. Retention starts in the sales cycle. • Develop precise account plans. Map decision-makers, buying processes, current tech investments, regional nuances, and new revenue opportunities for every account you work. • Educate and evangelize. Engage senior executives - CROs, VPs of Sales, RevOps leaders - on the emerging Revenue Intelligence category and why Weflow is the right bet. • Help us build the machine. As a founding AE, your feedback shapes our ICP definition, messaging, and hiring - a genuine seat at the table.

• Expand the VP Racing Branded Retail footprint across the West Coast region • Prospect, pitch, and close new branded retail opportunities across C-stores, marinas, cardlocks, and car washes • Partner with fuel distributors and independent operators to deliver VP’s branding and retail solutions • Develop strategic growth plans and manage a strong sales pipeline • Collaborate with leadership to influence marketing, branding, and business strategy • Represent VP Racing at industry events, trade shows, and partner meetings

• Manage and grow a portfolio of assigned accounts within assigned territory. • Provide education-driven sales support, including product knowledge, trend insights, and promotional planning tailored to stylist needs. • Inspire and coach stylists to increase their clientele through improved service offerings, retail strategies, and promotional activities. • Actively prospect within territory to identify and convert new accounts. • Leverage social and digital platforms to educate, inspire, and retain stylist clientele. • Partner with vendors and education teams to deliver in-salon and virtual education classes. • Ensure accurate and timely order entry, customer data management, and account activity updates in Salesforce. • Conduct in-person visits with assigned key accounts 3 times a month. • Share best practices in utilizing digital platforms, social media, and education tools to drive stylist engagement and business growth.

• As an individual contributor who is part of a regional sales team, you will have the opportunity to own your territory, manage the entire lifecycle of a sale, and build new business relationships that bring Newsela’s solutions to classrooms. • Take ownership of developing territory business plans, evaluating funding landscapes, and tailoring sales strategies to align with district initiatives. • In addition to achieving your own revenue targets, you will get to work with an enthusiastic, cross-functional team to catapult Newsela’s growth as we scale our national sales organization. • Meet in-person with school and district leaders, presenting solutions, negotiating terms, and securing agreements that bring Newsela into classrooms. • Have a direct impact on the expansion and adoption of Newsela products, which will ultimately scale Newsela’s ability to bring engaging, culturally responsive learning content to K-12 classrooms nationwide. • Thrive in a role that requires significant autonomy, representing the company in the market, making recommendations that impact strategy and results, and managing priorities independently. • Exercise discretion and independent judgment on matters of significance, including evaluating customer needs, structuring tailored solutions, negotiating within established guidelines, and influencing revenue and business outcomes.