Role Description This is a relationship-led, enterprise sales role targeting law firms in the USA and Canada. You will own the full sales cycle: - Identifying target accounts - Building relationships with key decision-makers - Running demos - Managing proposals - Closing deals You will be the third member of our sales team, working closely with the Sales Manager. This is not a high-volume churn role. Our clients are sophisticated legal professionals with high expectations. The right candidate possesses: - Strong prospecting, discovery, and relationship building skills - Ability to build trust quickly - Understanding of complex buyer landscapes - Comfort operating as a trusted advisor rather than a transactional seller You will operate autonomously in a fully remote environment. Strong async communication, personal discipline, and genuine curiosity about our clients and market are non-negotiable. You are: - Highly coachable and open to feedback - Demonstrated ability to learn quickly and adapt your approach Qualifications - 4+ years of B2B enterprise SaaS sales experience - Proven ability to build genuine, trust-based relationships with senior stakeholders in professional services environments - Experience across the full sales pipeline from prospecting through to close with evidence of consistent performance - Strong data discipline - HubSpot experience (or equivalent CRM) - Strong numerical reasoning and attention to detail - Clear, direct written and verbal communication - Genuine remote working discipline - Right to live and work in the USA Requirements - Experience selling into law firms or professional services organisations - Familiarity with the legal information or legaltech market - Background in news aggregation, information products or enterprise content platforms Benefits - Remote-first flexibility - WFH and learning budgets - Private healthcare after probation - EAP - Real autonomy and direct influence - Clear path to grow as Vable scales - A culture that speaks for itself What Success Looks Like - First 90 Days: Deep understanding of Vable’s product, clients, and market. HubSpot set up and disciplined. Active pipeline building underway. Working relationships established with the Head of Revenue and Customer Success. - First 6 Months: Deals in late-stage pipeline. Demonstrable momentum toward new ARR targets. Market intelligence feeding back into the business. Operating with full autonomy. - First Year: Meaningful contribution to new ARR. Trusted relationships with target accounts. Recognised internally as the person who owns the North American sales motion. Ready to Apply? Submit your CV, cover letter and answer the application questions. The process runs over 2–3 weeks (around 5 hours of your time) and includes: - An intro call with the People team - A technical interview - A take-home exercise - A final conversation with members of the Business Leadership Team We record recruitment calls with your permission to ensure fairness across our remote team. We hire based on skills, potential and passion, and are an equal opportunities employer.

• Lead Sales Strategy: Develop and execute effective sales strategies to achieve individual and organizational revenue goals within the higher education market. • Pipeline Development: Build and manage a robust three-year pipeline of qualified prospects; leverage CRM tools to ensure consistent tracking and communication. • Proposal & RFP Management: Evaluate RFPs and RFIs for alignment and viability; lead the development of pricing and technical proposals using company resources and financial modeling tools. • Client Engagement: Initiate and manage client relationships throughout the sales cycle, including discovery meetings, presentations, tastings, and contract negotiations. • Industry & Market Research: Stay current on competitor activity, industry trends, and client needs; use insights to refine Genuine Foods' positioning and sales process. • Regulatory Compliance: Maintain working knowledge of contracting regulations and institutional requirements for higher education clients. • Internal Collaboration: Partner with culinary, operations, marketing, and leadership teams to develop and present comprehensive, client-centered solutions. • Provide regular updates to leadership on sales activity, pipeline status, and market intelligence; ensure CRM data is accurate and up to date.

• Work independently and as part of a team to implement successful sales strategies & meet individual and team sales goals • Leverage lead generation tools to build a robust, viable 3 year prospect pipeline • Analyze RFPs/RFIs for financial and competitive viability • Develop technical and price proposals in response to solicitations • Research competitor practices and strategies and identify opportunities for enhanced positioning • Attend meetings with potential clients, setting up tastings as appropriate • Understand and ensure compliance with state-level requirements for contracted food service • Build and foster relationships across the Genuine Foods team

• Identify, research, and qualify prospective clients within target industries. • Manage outbound outreach via email, LinkedIn, CRM sequences, and detailed client calling. • Prepare tailored outreach messaging, proposals, and capability summaries. • Build and maintain a healthy sales pipeline with consistent follow-up and nurturing. • Manage inbound calls on sales matters and client relationship building. • Support development of partnerships, channel relationships, and referral networks. • Conduct market research to identify trends, competitive positioning, and new opportunities. • Assist in creating pitch decks, sales collateral, and client-facing materials. • Coordinate discovery calls and follow-up actions with prospects. • Maintain CRM accuracy, update deal stages, and track KPIs. • Prepare sales reports, dashboards, and performance summaries as required. • Manage calendars, schedule meetings, and coordinate cross-team communication. • Support client hand-off processes.