Role Description To help us achieve our ambitious goals in the insurance vertical, we are looking for an experienced Enterprise Account Executive who has previously held quotas of $750k+ with evidence of consistently hitting and exceeding these targets, particularly in Enterprise technology sales. As an Enterprise AE in our insurance vertical, you will be the key person in driving the sales process from intro, discovery, and demo to close. You'll be working directly with the VP of Sales and the Customer Success team on a daily basis to execute our sales process and go-to-market strategy. What you'll do: - Prospect into specifically targeted Enterprise accounts to develop new opportunities and conduct cold outreach on a daily basis. - Build account action plans to help define appropriate sales tactics for each account. - Manage the full sales cycle, from running discovery calls and demos to managing trials, then negotiating and closing new business in order to hit and exceed your sales goals. - Be a Yembo product and industry expert, teaching customers how to achieve excellent outcomes using our AI products. - Forecast pipeline accurately, and hit and exceed your targets and quarterly quotas. - Contribute to the ongoing development and improvement of our sales playbook, process, and methodology. - Attend industry conferences. - Report directly to the VP of Sales on a weekly, monthly, and quarterly basis. Qualifications - 5+ years of SaaS Enterprise sales experience. - Proven ability to land $500k+ multi-year deals with complex buying committees. - Demonstrate a consistent ability to meet and exceed quota. - Demonstrated examples of building champions and navigating the complexities of enterprise selling. - Strong executive presence with proven ability to influence key executives across multiple levels of the customer’s organization. - Deep discovery, storytelling, and consultative selling approach. - Experience in a high growth tech or AI start-up preferred. - Experience selling into the P&C Insurance vertical preferred. - Experience using Hubspot, LinkedIn Sales Navigator, and/or ZoomInfo preferred. Requirements - Those considered for the top end of the salary scale are more likely to have experience and a network in our industry coupled with experience of managing deals at a significant scale. Benefits - 100% Employer Covered Health Care Plan for you and your family (Medical, Dental & Vision). - Retirement Plan (We offer a 401k with 4% company match). - Life Insurance (Basic, Voluntary & AD&D). - Paid Time Off (Unlimited Flex PTO, Flexible Sick Leave & 11 National Holidays). - Parental Leave for both caregivers. - Annual Events & Meetups. - Work From Home (Fully Remote Team). - Stock Option Plan. - Learning & Development Opportunities.

• Managing and growing sales of assigned products within a defined geographic territory, with accountability for meeting or exceeding revenue and growth objectives. • Developing and executing territory business plans, including clinical education, customer engagement, and account prioritization strategies. • Building and sustaining trusted relationships with surgeons, clinicians, and decision-makers across multiple hospital departments and sites of care. • Delivering compliant product demonstrations, in-servicing, and clinical support while ensuring accurate forecasting, reporting, and inventory management.

• Close premium hospitality and ticket-inclusive experiences across assigned EMEA territories and target markets for LA28 Olympic Games. • Achieve and exceed individual revenue targets by converting qualified inbound leads and executing proactive outbound prospecting strategies. • Drive deals to close through effective needs discovery, solution positioning, objection handling, and negotiation. • Respond promptly to inbound inquiries from individuals, corporates, and agencies, converting demand into confirmed sales. • Execute structured outbound sales campaigns to targeted companies, accounts, and high-net-worth prospects within defined EMEA markets. • Build and maintain a strong sales pipeline, prioritizing high-probability opportunities and advancing them through the funnel. • Develop deep understanding of assigned EMEA markets, including cultural nuances, buying behaviors, and corporate hospitality dynamics. • Execute market-specific sales strategies aligned with regional revenue objectives and global premium sales priorities. • Build trusted advisor relationships with clients throughout the sales cycle and beyond the transaction. • Deliver compelling presentations and proposals aligned to client objectives and budgets. • Ensure a seamless handoff to service and delivery teams following deal close. • Own the full sales cycle from initial contact through contract execution and deposit/payment collection. • Accurately document all activities, forecasts, and deal stages in CRM tools. • Provide regular pipeline, forecast, and performance reporting to sales leadership. • Work closely with global premium sales leadership and support teams to align on pricing, inventory, and market strategy. • Partner with operations and fulfillment teams to ensure products sold are delivered as promised.

• Exceed assigned quota on a quarterly and annual basis • Increase ARR for existing accounts while securing profitable revenue for new customers • Develop trusted partnership relationships across various divisions and at various levels across assigned accounts • Coordinate account strategies for assigned prospects/customers including action plans outlining how Account Executive, supported by broader team, will achieve their commercial objectives • Facilitate stakeholder mapping plans for all key accounts outlining key Supply Chain targets across the enterprise along with strategies for establishing relationships • Engage with Value Delivery team to understand customer’s SOP’s, map FourKites solutions to them and codify the value that our solutions can deliver • Work with Regional Sales VP, Services, Product personnel etc. to coordinate pricing strategies that will drive profitable growth for assigned accounts • Closely work with assigned CSM (Customer Support Representative) team to ensure alignment and ongoing collaboration regarding strategic account objectives • Leverage SDR personnel (inside sales) to complement outreach efforts with assigned customer targets. • Clearly communicate “go to market” strategic efforts for assigned accounts and ensure that all supporting stakeholders across the enterprise are aligned with the AE’s plans for subject account • Leverage FourKites’ internal AI tools to maximize productivity and improve customer facing activities. • Update Salesforce on a regular basis (no less than weekly) to ensure all qualified deals and target accounts are regularly updated with appropriate deal specifics (action plans, close dates, revenue etc.) and account plans and strategies