• Drive Federal expansion: Develop and execute a Federal go-to-market strategy that targets key DoD, IC, and Civilian agencies to drive new revenue and sustainable account growth. • Own the full sales cycle: Manage all stages of the sales process — from opportunity identification and outreach through capture, negotiation, and close — while consistently meeting or exceeding Federal revenue targets. • Engage with ecosystem partners: Work closely with systems integrators, resellers, and contract vehicle partners to accelerate deal velocity and ensure compliance with Federal acquisition processes. • Build trusted relationships: Establish and maintain strong executive and program-level relationships with mission owners, technical leads, and contracting officers across accounts. • Collaborate internally: Partner with Product, Federal Solutions Engineering, Customer Success, Marketing, and Legal to deliver seamless customer experiences and ensure alignment to mission needs. • Strategic account planning: Research target agencies, identify mission priorities and funding streams, and build comprehensive capture strategies that position Kong as a modernization partner. • Pipeline management: Maintain disciplined pipeline development and forecasting in Salesforce, providing accurate visibility to leadership. • Stay informed on policy and technology: Track Federal IT initiatives to align Kong’s value proposition with agency priorities. • Represent Kong Federal: Act as a brand ambassador at industry and government events to expand awareness and foster new relationships.

• Own and grow a book of mid-market commercial accounts in your territory, focusing on organizations that can benefit from GitLab's AI-powered DevSecOps platform. • Drive the full sales cycle with commercial customers by generating and qualifying pipeline through outbound prospecting, then leading discovery, negotiation, and close to create new ARR. • Meet or exceed quota by building strong, long-term customer relationships and acting as the primary point of contact for all commercial opportunities in your territory. • Articulate the value of GitLab to mid-market prospects and customers, clearly connecting our platform to their business outcomes, productivity goals, and security needs. • Manage your territory by documenting buying criteria and processes, defining next steps and owners, and keeping opportunity information accurate and up to date. Create clear quarterly forecasts against your plan through regular pipeline and deal reviews. • Collaborate closely with partners, Sales Development, Customer Success, Renewals, and Solutions Architects to drive new business, ensure adoption, and support expansion while minimizing churn and contraction. • Represent GitLab in customer meetings and events by driving attendance and delivering compelling presentations, proposals, and reports that communicate value and outcomes. Contribute customer ideas to our public issue tracker and apply MEDPICC and Command of the Message on all opportunities. • Mentor and coach fellow Commercial Account Executives, sharing sales strategies, customer insights, and lessons learned to help elevate team performance and contribute to team goal achievement. • Regularly meet on-site with key customers to develop and strengthen executive-level relationships, ensuring GitLab is viewed as a strategic, long-term partner at the highest levels of the organization.

Job Description About Us HiBob helps modern, mid-size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we've achieved consecutive triple-digit year-over-year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 4000 midsize and multinational companies. Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively. Fast-growing companies across the globe such as What3words, Fulham FC, and VaynerMedia rely upon Bob to help them create the best work experiences for their people. Come and be you with us Being a Bobber is all about being you. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If that's bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we're waiting with open arms. Come join us. About the role As an Account Executive at HiBob, you'll play a key role in driving our growth by winning new business across our Small Mid-Market segment, working with organisations of 200-500 employees and managing average deal sizes of $70-120k ARR. This is a true full-cycle sales role, where you'll own the entire customer journey from outbound prospecting through to close, partnering cross-functionally with teams across Sales Engineering, Marketing, Customer Success and Partnerships. You'll build and nurture relationships with senior decision-makers, lead compelling product demonstrations and commercial conversations, proactively generate pipeline through outbound activity, and manage opportunities through a structured sales process. You'll also represent HiBob externally through events, conferences and partner engagement, while maintaining strong forecasting and pipeline management through Salesforce. Job Requirements Requirements are often considered a measure of how equipped you are to do the job, but sometimes, they aren't the only factor. If you don't have nearly enough experience, or not all the skills, we'd still like to hear from you. This could be the perfect fit for you and us. - Closing experience as an AE in a SaaS environment - Experience closing deals valued at $50,000+ within organizations of 300+ employees - Experienced in MEDDIC or MEDDPICC sales methodology's - You must be a hunter and a closer! Pipeline generation is second nature to you! - Experience with HR-tech environment is highly regarded - Proven experience in accurately forecasting and hitting revenue targets - Desire to work in a fast-paced, hyper-growth start-up working environment - Strong work ethic, integrity and desire to succeed - Adaptability to new initiatives - A self-starter who is able to work autonomously Job Responsibilities Working cross-functionally, our AEs attract and sign exciting new companies to drive the growth of HiBob. They manage the whole sales cycle, from prospecting through to closing. Our small mid-market segment covers companies of 200-500 employees, with an average order value of $70-120k ARR. - Prospect, initiate and nurture business relationships to generate new business opportunities - Prepare and present product demonstrations - Perform outbound activities to build revenue pipeline - Manage the whole sales cycle, from prospecting through closing - Target key decision-makers determine buying readiness and timelines - Capture and manage information/data/metrics in our Salesforce CRM system - Attend trade shows, events and conferences - Network with market influencers, consultants and partners Benefits HiBob is a village filled with amazing people and we're especially proud of that. It's a place where Bobbers can be themselves. We're about fun, dreams, hopes and ambition, just as much as we are about precision, growth, and top performance. Becoming a Bobber means you'll receive competitive compensation, benefits, and pre-IPO equity alongside all of this: - Company share options plan - every employee can eventually become a shareHolder - Cash allowance for health insurance - Annual vision allowance - Travel support (cycle scheme and season ticket loans) - Hybrid working from day 1 - Work from home allowance - to get your home office set up! - Temporary remote work from anywhere in the world for up to 2 months (after 6 months of employment) - Bob balance days - Enjoy a company-wide long weekend at the beginning of each quarter - 2 Social Impact days per year for volunteering - Awesome employee referral program- $2,500 for each successful referral with an additional ambassador programme - Pension scheme auto-enrolment from day 1 - Fun company and team social events (locally and virtually with our global teams) - We love birthdays - take the day off and receive a special gift If this sounds like something you've been looking for, we'd love to have you. Come on, join our village!***Learn about HiBob's hybrid working model BELONGING AT HIBOB Our success depends on our people, and we want HiBob to be a workplace where everyone can feel a sense of belonging and thrive, so we're committed to being proactive at all levels so that our workforce reflects the communities in which we live, work, and hire.We are open to all talent. All qualified applicants will receive equal consideration for employment without regard to neurodiversity, race/ethnicity, colour, national origin, religion, gender, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class*(*US only).Please contact us if you'd like to discuss any adjustments to our process which might help you demonstrate your strengths and capabilities. We want you to bring the best of you. You can email hiring@hibob.io or speak to the recruiter when they arrange a call with you.We will ask you to share some voluntary personal information as you apply. We want to have an opportunity to consider a diverse pool of qualified candidates. This information will assist us in meeting that objective and in understanding how well we are doing against our inclusion and diversity ambitions. Please take a few moments to complete it. Hiring Managers do not have access to this information, and we will treat your information confidentially.

Requisition Number: 2364962 Optum is a global organization that delivers care, aided by technology to help millions of people live healthier lives. The work you do with our team will directly improve health outcomes by connecting people with the care, pharmacy benefits, data and resources they need to feel their best. Here, you will find a culture guided by inclusion, talented peers, comprehensive benefits and career development opportunities. Come make an impact on the communities we serve as you help us advance health optimization on a global scale. Join us to start Caring. Connecting. Growing together. The Strategic Account Executive manages ongoing client relationships and service delivery for an assigned book of business. Acts as the client centric, client facing resource for assigned clients. Represents clients internally as advocate and coordinates with other functional areas within the company to implement client benefits, complete projects, and address service needs. May work closely with sales on prospective clients and RFP responses. The Strategic Account Executive is responsible for the up - selling of appropriate services to clients, renewal of existing contracts and retention of membership and client satisfaction. Must be self - directed and able to work in a less structured environment. Candidate will be able to hold him / herself accountable. Can be a resource, coach, and teacher to others. Must be able to assess and interpret customer needs and requirements and identify solutions and company capabilities. Can translate concepts into practice. Able to work on complex problems and issues and provide innovative and effective solutions that support both the client and the company's goals and objectives. You'll enjoy the flexibility to work remotely * from anywhere within the U.S. as you take on some tough challenges. This person is preferred to work in the Central or Eastern time zone. Primary Responsibilities: - Management of book of business - Secure renewal and upselling programs - Manage ongoing contract relationships and service delivery to clients for ten or more accounts - Act as outward - facing, dedicated resource for assigned accounts, typically with direct client contact (not call center) and partnership with brokers - Build relationships with employer / group clients (not individual members) and partners with Optum Rx CARES, Optum Rx Pharmacy Account Manager, and UMR Account Management team for overall and day-to-day service delivery - Represent client internally and coordinates with other functions to implement client systems, complete projects, and address ongoing service needs - Mentoring and training new Strategic Account Executives You'll be rewarded and recognized for your performance in an environment that will challenge you and give you clear direction on what it takes to succeed in your role as well as provide development for other roles you may be interested in. Required Qualifications: - 4+ years of experience in PBM Client Relationship Management or Account Management - Experience with PBM client contract, compliance, negotiation and upsell - Experience partnering with PBM new client implementations - Experience presenting to senior level client leadership - Experience working with large national clients - Proven ability to prioritize and meet deadlines - Ability to travel up 25% - Driver's License and access to reliable transportation Preferred Qualifications: - Project Management Experience / Certification - Advanced understanding of PBM industry - Proven ability to work in self-motivated environment with limited supervision - Proven ability to demonstrate professionalism both with internal and external clients - Proven solid oral and written communication - Proven solid negotiation skills *All employees working remotely will be required to adhere to UnitedHealth Group's Telecommuter Policy Pay is based on several factors including but not limited to local labor markets, education, work experience, certifications, etc. In addition to your salary, we offer benefits such as, a comprehensive benefits package, incentive and recognition programs, equity stock purchase and 401k contribution (all benefits are subject to eligibility requirements). No matter where or when you begin a career with us, you'll find a far-reaching choice of benefits and incentives. The salary for this role will range from $112,700 to $193,200 annually based on full-time employment. We comply with all minimum wage laws as applicable. Application Deadline: This will be posted for a minimum of 2 business days or until a sufficient candidate pool has been collected. Job posting may come down early due to volume of applicants. At UnitedHealth Group, our mission is to help people live healthier lives and make the health system work better for everyone. We believe everyone-of every race, gender, sexuality, age, location and income-deserves the opportunity to live their healthiest life. Today, however, there are still far too many barriers to good health which are disproportionately experienced by people of color, historically marginalized groups and those with lower incomes. We are committed to mitigating our impact on the environment and enabling and delivering equitable care that addresses health disparities and improves health outcomes - an enterprise priority reflected in our mission. UnitedHealth Group is an Equal Employment Opportunity employer under applicable law and qualified applicants will receive consideration for employment without regard to race, national origin, religion, age, color, sex, sexual orientation, gender identity, disability, or protected veteran status, or any other characteristic protected by local, state, or federal laws, rules, or regulations. UnitedHealth Group is a drug-free workplace. Candidates are required to pass a drug test before beginning employment.