• Exceed revenue quota goals on a quarterly and yearly basis • Effectively address customer and partner inquiries • Develop and execute marketing plans through partners and end users • Pursue leads and ensure internal systems are updated • Lead technical resources to demonstrate SailPoint's advantages • Follow-up with customers and partner with the post-sale team • Oversee all aspects of the sales cycle • Foster a deep understanding of the territory • Effectively initiate discussions across all customer organization levels • Maintain accurate forecasting and Salesforce hygiene

Role Description We are seeking a self-motivated and passionate Account Executive to join our successful North America sales team. You will report to the Head of Sales – North America and will be directly responsible for generating pipeline opportunities and meeting and exceeding ARR sales targets. You will be responsible for developing a sales plan to strategically target, grow, and expand the Veracross client base in the Western United States. - Responsible for growing and managing sales pipeline and closing sales to consistently meet and exceed monthly, quarterly, and annual ARR sales quota. - Perform outbound prospecting to target accounts with the goal to grow pipeline and close new logo sales. - Follow-up on and progress Sales Development Marketing Qualified Leads to convert to pipeline opportunities. - Provide Sales Demonstrations to articulate Veracross value across school departments targeting buyer personas. - Work closely with Sales Engineers to provide product demonstrations to schools. - Build a trusted rapport with prospects by helping them identify their challenges and demonstrating how Veracross can be the strategic solution for their needs. - Manage contacts, leads and opportunities through a defined sales process in Salesforce.com. - Responsible for documentation of all sales-related information and activity with detailed notes on client interactions in Salesforce.com allowing for accuracy of pipeline and forecast opportunities. - Work collaboratively with North America sales team members, Marketing, Client Experience and Product Management. - Be a visible team player, bringing clear thinking, strategies, and ideas that align to our values and culture. - Learn and maintain relevant domain knowledge to have meaningful conversations with partners and schools. - Collaborate with sales, marketing, sales operations, and finance to identify ways to decrease the sales cycle, increase sales velocity, and maximize bookings within the Western United States. - Provide feedback to company management on market trends, competitive threats, unmet needs, and opportunities to deliver greater value to clients by extending company offerings. Qualifications - 5+ years’ experience in an Account Executive role selling a solution to multiple buyers. - Proven sales experience selling within a SaaS sales model. - Proven track record of exceeding ARR target goals. - Strong written and oral communication skills including sales presentations. - Ability to convey complex technical information in an easy-to-understand way. - Ability to thrive in a fast-paced, high-growing environment. - A background of exceptional quota attainment required. - Experience in SaaS EdTech company preferred. - Salesforce experience required. - Travel – Up to 50%. - Strong preference for team member to be in territory (CA, WA). Benefits - 3 weeks of vacation per year. - 14 paid holidays per year (including the week off between Christmas and New Year's Eve). - 56 hours of paid sick leave annually. - Top tier benefits - Medical, Dental & Vision (Blue Cross Blue Shield & EyeMed). - Veracross LLC Fidelity 401(k) Plan - Managed by Sentinel Benefits. - The compensation range for this position is $200k - $225k OTE (annualized USD).

• Own the full sales cycle from prospecting to close • Generate pipeline through outbound prospecting, networking, and events • Qualify opportunities and run effective discovery conversations with potential clients • Build relationships with decision makers and guide them through the evaluation process • Manage a consistent pipeline of opportunities and maintain clear next steps for each deal • Collaborate with internal teams to ensure smooth hand offs once deals are closed • Represent the company at local events, meetings, and industry gatherings • Develop relationships with companies hiring globally and help them adopt the company’s platform

Founded in 2015, Shield AI is a venture-backed defense-tech company with the mission of protecting service members and civilians with intelligent systems. Its products include Hivemind autonomy software and V-BAT and X-BAT aircraft. With offices and facilities across the U.S., Europe, the Middle East, and Asia-Pacific, Shield AI’s technology actively supports operations worldwide. For more information, visit www.shield.ai. Follow Shield AI on LinkedIn, X, Instagram, and YouTube. Job Description:Shield AI is seeking a high-performing Business Development / Account Executive to drive growth for Hivemind Autonomy across Asia, with a primary focus on Taiwan's defense and government customers. This role is responsible for identifying, shaping, and closing complex opportunities while building enduring customer relationships and executing disciplined capture strategies. You will partner closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align customer needs with Hivemind’s autonomy capabilities and deliver mission-critical outcomes. The ideal candidate is a customer-first, technically credible seller with strong capture instincts, experience navigating defense acquisition processes, and a proven track record of winning and expanding strategic accounts. What you'll do: - Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close) - Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan - Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways - Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers - Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions - Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments - Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions - Manage deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene) - Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline - Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones Measures of Success (First 6–12 Months): - Strong pipeline generation and progression within assigned accounts and territories - Successful execution of capture strategies resulting in qualified opportunities and wins - Improved deal velocity and win rates through disciplined qualification and positioning - Establishment of trusted relationships with key customer stakeholders and partners - Consistent, accurate forecasting and high-quality CRM and pipeline hygiene - Meaningful contribution to revenue growth across the Americas Hivemind business Required qualifications: - 10–15+ years of experience in business development, sales, or capture roles in technically complex domains (AI/ML, autonomy, SaaS, aerospace/defense, or similar) - Proven track record of owning and closing deals, particularly within U.S. government or defense markets - Deep understanding of defense acquisition processes and government procurement lifecycle - Strong experience developing and executing capture strategies for complex opportunities - Technical aptitude and ability to engage credibly with Engineering, Product, and Operational stakeholders - Excellent communication, negotiation, and stakeholder management skills - Self-motivated, results-oriented, and capable of operating in a fast-paced environment - Bachelor’s degree required - Fluent in: English, Mandarin Preferred qualifications: - Experience selling autonomy, AI/ML, or unmanned systems (UAS) solutions a plus - Prior military experience - Established relationships within defense, government, or aerospace customer sets - Experience working with Large Systems Integrators (LSIs) and strategic partners - Ability to travel as needed for customer engagements and industry events - Active or eligibility for security clearance - MBA or equivalent graduate degree Our international teammates receive a comprehensive total rewards package aligned to your country office location. For full details on compensation and benefits, please consult your talent acquisition partner.