• Responsible for the development and execution of market strategy to attain and or maintain desired market position with assigned territory accounts. • Increase overall revenues of OEM New Sales Equipment, Used Equipment Sales and Dealer Aftermarket products. • Increase visibility including market share for unit and aftermarket sales for both current and new customers. • Source and provide the best material handling solutions for new and existing customers. • Develop strategic plans and work with the local management to ensure market position of assigned accounts and increase the sales volume and gross profit, year over year. • Call on current and target accounts within your assigned territory, develop and make sales presentations and ensure adequate sales service and excellent customer service throughout every meeting. • Responsible for effective communications with the retail network and pre and post sales issues. • Work closely with sales and marketing management to study and develop sales and marketing strategies to support selling to all customers within assigned territory.

Role Description We’re looking for a highly motivated and results-driven Account Executive to join our rapidly growing legal tech company. Reporting to the SVP of Revenue, you’ll be a key player in growing our presence across North America. We have strong product-market fit, and it’s time to aggressively expand our footprint in a market still largely dominated by in-house systems and spreadsheets. As a proven closer with a hunter mentality, you’ll own the full sales cycle — from prospecting to close — focusing on new logo acquisition within our ideal customer profile. You will work with legal operations leaders, general counsel, corporate secretaries, and finance teams at mid-market and enterprise companies. If you thrive in a fast-paced environment, have a track record of building relationships with senior decision-makers, and are energized by the challenge of displacing legacy systems, we want to hear from you. What you'll do - Own the full sales cycle from prospecting through close, with a primary focus on net new logo acquisition within the ideal customer profile. - Generate and manage a robust sales pipeline, actively hunting for new opportunities while intelligently leveraging inbound leads from marketing. - Employ a consultative sales approach — building strong relationships with General Counsel, VP Legal, CFOs, and other C-suite decision-makers, and clearly articulating Athennian’s value proposition. - Conduct early-stage product demonstrations and accurately scope requirements before involving Solution Consultants or Sales Engineers. - Negotiate and close deals, managing contracts, terms, and legal review in collaboration with revenue leadership. - Maintain accurate and up-to-date pipeline data in HubSpot; use data to forecast accurately and prioritize high-value opportunities. - Monitor market trends and competitive dynamics to provide actionable intelligence to Product and Marketing teams. - Collaborate cross-functionally with Sales Engineering, Customer Success, and Marketing to deliver a cohesive buyer experience. Qualifications - 3–7 years of full-cycle B2B SaaS sales experience, with a demonstrated track record of meeting or exceeding quota. - Proven ability to close complex deals with multiple stakeholders, including C-level executives in legal, finance, or compliance functions. - Experience selling into legal tech, compliance software, governance tools, or adjacent enterprise SaaS — a meaningful advantage. - Proficiency with modern sales technology: HubSpot (CRM), Outreach or Salesloft (sequencing), Gong (call intelligence), and LinkedIn Sales Navigator. - Strong business acumen and exceptional written and verbal communication skills. - Experience managing software procurement processes, RFPs, and complex contract negotiations. - Demonstrated ability to build and manage a quality pipeline with a focus on qualification and opportunity velocity. - A genuine curiosity about AI-assisted workflows and a willingness to leverage tools that increase leverage and productivity. - Must be legally authorized to work full-time in Canada or the United States without sponsorship. Success is Measured By - Meeting and exceeding quarterly and annual subscription booking quotas. - Pipeline generation: volume, quality, and velocity of opportunities created. - Average contract value (ACV) and multi-year deal rate. - CRM hygiene: accurate forecasting, up-to-date pipeline, and deal stage discipline. - Collaboration effectiveness with cross-functional teams (Sales Engineering, CS, Marketing). - Contribution to Athennian’s culture, values, and team performance. Location We're a distributed team, which lets us hire incredible talent across North America. This role is fully remote within Canada or the US, with preference given to candidates in Central Time (CT). Wherever you're based, you'll be part of a connected, collaborative, high-performing team that values flexibility and trust. To apply, you'll need to be eligible to live and work in one of those two countries — we can't wait to hear from you. Our Culture We thrive in a fast-paced startup environment where every team member plays a critical role in our success. We value ambitious, results-driven people who spot opportunities, take initiative and go the extra mile. Collaboration fuels our growth as we take on new challenges, learn constantly and move quickly. If you're a go-getter who thrives on impact, you'll fit right in. Our values are: - Outcome Driven: We focus on setting ambitious goals and achieving measurable results, valuing success by the outcomes we deliver. - Wide Responsibility: Our team is empowered to shape success, taking ownership from problem identification to solution implementation. - Learning Mindset: We embrace curiosity, rejecting the status quo and encouraging continuous learning and agility. - Strategic Speed: We make fast, effective decisions and embrace a bias for action to seize opportunities quickly. Benefits - Competitive salary, equity and performance-based bonus structure. - A minimum of 3 weeks vacation, 5 sick days and 6 personal/flex days, plus a company-wide winter holiday shutdown. - Health, dental, vision, long-term disability and a Health Spending Account (HSA). - Flexible parental leave, including top-ups. - A work-from-home allowance to get you set up for success.

• Develop and maintain SOCOM customer relationships and maintain relationships with industry partners active in the SOCOM market. • Lead strategic account planning, prioritization, and SOCOM pipeline development. • Identify new services and adjacent market opportunities based on customer requirements. • Establish and grow existing and new customer bases by strategically seeking out and creating opportunities and channels to market. • Develop win strategies, solutions, and lead capture for new business pursuits. • Maintain a strong understanding of the company’s service offerings and be able to represent their benefits and functionality to customers. • Participate in corporate trade shows and industry events. • Develop network of key partners to optimize win probabilities. • Align relationships, channels to market, pipeline, win strategies and capability development with the Annual Operating Plan (AOP).

Role Description BDC is entering the most significant growth phase in our history — a 10x mission built on winning and growing retail and wholesale shelf space nationally. The EVP, Sales owns retail/wholesale revenue, key account relationships, sales forecasting, and channel-level profitability. This is a peer role to the CRO, with equal seniority and a shared accountability for company growth and blended margin — but a distinct lane: this role owns the deal, the account, and what actually lands financially once a product reaches the shelf. This role reports to the President and operates remotely, with regular travel to retail partners, key accounts, and company locations as needed. The right person is a relationship-driven, execution-focused closer who also owns the operational discipline (forecast accuracy, account health) that BDC's success depends upon. - Champion BDC's Core Values - Lead by example: demonstrate strong work ethic, integrity, and commitment to excellence, and inspire your team through your actions. - Do more with less — resourcefulness and a relentless "will to win" are the standard, not the exception. - Be tenacious: figure it out. Roadblocks are opportunities to show grit; give 110% every day. - Stay positive as a team, communicate with honesty, integrity, and respect, and hold yourself and others accountable to the BDC standard. Qualifications - 10+ years of progressive sales leadership experience in retail, wholesale, or CPG channel sales, with a track record of managing major national accounts. - Demonstrated ownership of sales forecasting and channel P&L, not just top-line bookings. - Proven ability to negotiate and manage key retail account relationships (e.g., Central Garden & Pet, Lowe's, The Home Depot). - Comfortable operating remotely while building and managing a distributed sales team. - Executive presence and communication skills suited to retail partner and board-level interaction. Requirements - Experience in home improvement, hardware, or a related manufactured-goods category. - Experience building a sales/account management team from an early stage. - History of holding disciplined forecast accuracy in a fast-scaling environment. Key Responsibilities - Drive channel diversity with new account acquisition: identify, pitch, and close new retail and wholesale relationships; targets TBD. - Grow existing retail and wholesale revenue (e.g., Lowe's, Central Garden & Pet, The Home Depot); targets TBD. - Build and manage the sales team, including National Account Manager(s); decide team structure as it scales. - Own and personally manage BDC's most strategic retail/key account relationships. - Negotiate and execute account-specific terms, promotional participation, and program investment. - Own sales forecasting and pipeline management; forecast accuracy directly drives BDC's production and cash planning. - Maintain forecast discipline given the load-bearing role sales growth plays in BDC's margin targets this year. - Execute and negotiate pricing at the account level in line with the strategy set by the CRO. - Own channel-level profitability: realized margin after markdowns, freight, promotional spend, and account-specific terms. - Own the output side of Blended Gross Margin %: realized margin after channel costs, as a shared KPI with the CRO, who owns the COGS. - Co-own overall channel P&L performance; resolve product-vs-channel margin conflicts jointly with the CRO. - Partner with the CRO on retail/channel input during product. - Drive speed-to-shelf for new product launches once ready from Marketing & Product Development. Key Performance Indicators - Retail/Wholesale Revenue Growth: Year-over-year channel revenue growth vs. annual target - Blended Gross Margin % (output): Realized margin after channel costs; shared metric with CRO - Forecast Accuracy: Actual vs. committed sales forecast, by period - Account Retention: Retention of existing retail shelf space and account relationships - Speed-to-Shelf: Time from product launch-ready to on-shelf/live at retail accounts - Channel Expansion: Number of new retail doors/SKUs authorized Company Description Black Diamond Coatings, Inc. (BDC Brands) is a veteran- and family-owned manufacturer of premium, environmentally friendly home improvement products. Our DOMINATOR®, AQUA-X®, and OBSESS® brands are made in the USA and distributed through Amazon, Lowe's, The Home Depot, Walmart, plus our own e-commerce site. Headquartered in Brooksville, Florida, we operate with an entrepreneurial spirit, high integrity, and a strong belief in teamwork, continuous improvement, and excellence. Mission: Creating Trustworthy Solutions Beyond Expectations. Vision: Our trusted brands deliver home improvement product solutions that “WOW” our DIY and Pro customers, setting the standard for quality and innovation.