Role Description We are looking for a Full-Cycle Account Executive to join our team. This role combines business development, relationship management, and sales execution. You will be responsible for generating new business opportunities, managing the sales process from initial outreach through deal closure, and developing long-term client relationships. Location: USA, LATAM Timezone: Close to EST Hours Start Date: ASAP Responsibilities: - Generate and qualify new business opportunities through outbound prospecting activities including cold calling, email outreach, LinkedIn networking, referrals, and industry events; - Build and maintain a healthy pipeline of prospective clients across target industries and markets; - Conduct discovery meetings to understand client challenges, business goals, and technology needs; - Present Sphere's services and value proposition to decision-makers, including C-level executives, business leaders, and technology stakeholders; - Develop tailored solutions and proposals in collaboration with technical and delivery teams; - Manage opportunities throughout the full sales cycle, from initial contact through contract execution; - Build trusted relationships with clients and identify opportunities for upselling and cross-selling additional services; - Collaborate closely with recruiting, delivery, marketing, and leadership teams to ensure successful client engagement; - Maintain accurate pipeline forecasting and CRM records; - Meet and exceed quarterly and annual revenue targets; - Stay informed about industry trends, emerging technologies, and market opportunities relevant to Sphere's service offerings. Qualifications - 3-6+ years of experience in business development, account executive, sales, or client-facing roles within software development, IT services, technology consulting, staff augmentation, or technical recruiting industries; - Experience generating your own pipeline through outbound prospecting activities; - Experience managing opportunities throughout the full sales cycle, including prospecting, discovery, proposal development, negotiation, and closing; - Strong track record of selling professional services, consulting services, software development solutions, staffing solutions, or technology-related offerings; - Experience engaging with C-level executives, founders, and senior decision-makers; - Understanding of technology consulting, software development, AI solutions, cloud technologies, or technical recruiting services; - Excellent verbal and written communication skills with the ability to clearly articulate business value; - Experience using CRM platforms and modern sales engagement tools; - Ability to work independently while collaborating effectively across multiple internal teams; - Excellent oral and written communication in English. Requirements - Experience selling Data & AI services; - Experience selling staff augmentation or dedicated development teams; - Experience selling software engineering or digital transformation services; - Familiarity with cloud platforms, business intelligence tools, ERP systems, and modern software development practices; - Formal sales methodology training (MEDDICC, Challenger, SPIN, Sandler, or similar).

Role Description We are looking for a Sales / Account Executive to join our growing team. This person will play a key role in managing and expanding relationships with existing clients, identifying upsell and cross-sell opportunities, and collaborating closely with our internal sales organization to drive revenue growth. The ideal candidate is a consultative, growth-minded professional with strong communication skills and the ability to translate complex concepts into clear business value. Location: Remote Start Date: ASAP Key Responsibilities: - Manage and grow relationships with existing clients, identifying areas for expansion through upselling and cross-selling. - Proactively explore client needs to uncover new opportunities and position additional services or solutions. - Collaborate closely with Client Partners, BDRs, and internal teams (Sales, Marketing, Operations, Product) to ensure seamless execution and client satisfaction. - Support the development of tailored proposals and presentations that align with client objectives. - Maintain accurate records of client interactions, opportunities, and pipeline activities in CRM. - Handle objections and negotiations to drive deals to closure. - Meet and exceed quarterly revenue targets by expanding business within assigned accounts and contributing to new business development where needed. - Act as a strategic partner to clients, ensuring their evolving needs are met and value is continuously delivered. Qualifications - 3-5+ years of sales or business development experience in Software / IT services companies or technical recruiting agencies. - Proven track record of selling to the C-suite. - Strong business acumen and understanding of operational challenges. - Familiarity with technologies such as Cloud Service Providers, ERP systems, BI tools, sales tools, and software development solutions. - Experience working with CRM platforms and prospecting best practices. - Excellent written and verbal communication skills; formal sales training is a plus.

Role Description The job profile for this position is Account Management (IC) Senior Advisor, which is a Band 4 Senior Contributor Career Track Role. Join Cigna as a National Account Executive, where you will lead strategic relationships with large and complex accounts while driving growth within existing clients. In this role, you will serve as a trusted consultative partner, use data-driven insights to shape account strategy, and deliver solutions that support client goals and Cigna’s long-term revenue objectives. Responsibilities - Manage a disciplined account engagement process with clear goals, strategies, and execution tactics. - Build deep customer relationships to understand client objectives, priorities, and opportunities for growth. - Serve as a trusted strategic partner by bringing consultative guidance and solution-oriented thinking to client discussions. - Clearly communicate Cigna’s value proposition and story with confidence, consistency, and limited reliance on subject matter experts. - Use data-driven insights to recommend solutions that support client outcomes and Cigna business results. - Lead end-to-end sales efforts when a client’s business is placed out to bid. - Own metric-driven results with urgency, accountability, and a focus on meeting or exceeding expectations. - Model internal and external leadership while collaborating effectively with national account and matrix partners. - Champion continuous improvement and market responsiveness to help Cigna offer leading products and services. - Manage a focused client base of one to three medical clients, depending on account size and complexity. Qualifications - Minimum 5 years of healthcare or managed care experience, including product knowledge, underwriting, risk, financial analysis, marketing, sales, account management, or administrative operations. - Demonstrated ability to build strong customer relationships and work effectively with matrix partners. - Excellent communication, persuasion, and presentation skills. - Strong planning and organizational skills with the ability to manage long- and short-term priorities. - Customer-focused mindset with a strong commitment to delivering on client expectations. - Successful track record or clear aptitude as a leader, negotiator, administrator, and salesperson. - Ability to obtain required licenses. Requirements - Bachelor’s degree (preferred, not required). - Experience managing large or complex national accounts. - Proven success in consultative sales, negotiation, or strategic account leadership. - Experience working in a metric-driven environment with revenue or retention accountability. - If you will be working at home occasionally or permanently, the internet connection must be obtained through a cable broadband or fiber optic internet service provider with speeds of at least 10Mbps download/5Mbps upload. Benefits - Comprehensive range of benefits focusing on supporting your whole health. - Health-related benefits including medical, vision, dental, and well-being and behavioral health programs starting on day one of your employment. - 401(k) plan. - Company paid life insurance. - Tuition reimbursement. - A minimum of 18 days of paid time off per year. - Paid holidays and leaves of absence.

• Own and close all sub-$30K Gross ARR opportunities across the America Strategic account base, including new add-ons, small expansions, and standalone Docker Hardened Images (DHI) deals • Meet monthly and quarterly sales targets for sourced qualified opportunities and closed business • Accurately forecast business on a monthly and quarterly cadence using Salesforce • Partner with Strategic AEs to identify and triage small opportunities within their accounts, ensuring seamless handoffs and consistent customer experience • Collaborate with Technical Account Managers and Solutions Engineers to navigate technical requirements and accelerate deal closure • Engage with procurement teams and channel partners across EMEA markets to drive transactions to completion, navigating varied purchasing processes and compliance requirements • Respond to and qualify incoming inquiries regarding Docker products within the ~$30K segment • Spearhead the adoption and expansion of Docker within our existing customer install base by prospecting & identifying upsell and cross-sell opportunities • Share customer feedback with Product, Marketing, and Sales leadership to inform roadmap and campaign priorities • Maintain disciplined Salesforce hygiene and pipeline management across a high volume of concurrent opportunities • Develop deep product knowledge across Docker Desktop, Docker Business, Docker Hub, Docker Hardened Images, and the Docker AI Governance suite of products