• Manage assigned sales opportunities from lead qualification through deal closure. • Conduct discovery calls to understand client needs, pain points, and business objectives. • Present company services and solutions in a clear, consultative, and value-focused way. • Maintain accurate CRM records, including pipeline stages, notes, and follow-up activities. • Follow up consistently with prospects to address questions, objections, and next steps. • Collaborate with internal teams to ensure proper handoff and alignment once a deal is closed. • Meet individual sales targets and activity metrics. • Apply feedback and coaching to continuously improve sales performance. • Support upsell or cross-sell opportunities when appropriate.

• Support the sales team by managing assigned leads and maintaining consistent follow-up. • Assist with discovery calls to understand prospect needs, goals, and basic requirements. • Present company services and solutions using provided scripts, decks, and guidance. • Help prepare proposals, follow-up emails, and basic sales documentation. • Keep CRM records accurate and up to date, including notes, activities, and pipeline stages. • Coordinate internally with Sales leadership or Client Success to ensure smooth handoffs. • Respond to prospect questions in a timely and professional manner, escalating when needed. • Complete sales-related administrative tasks to support pipeline movement. • Actively participate in sales training, coaching sessions, and feedback reviews.

Role Description As an Account Executive at Paved, you’ll be responsible for: - Own a full-cycle sales process (prospecting → discovery → proposal/RFP response → negotiation → close) across brand-direct and agency accounts. - Source and build pipeline through outbound prospecting, inbound lead follow-up, referrals, and strategic partner relationships; consistently maintain pipeline coverage required to hit quota. - Develop and deliver consultative pitches that align advertiser objectives to Paved solutions (newsletter sponsorships, dedicated sends, ad network), with clear measurement plans and success criteria. - Collaborate on proposal development and pricing/packaging strategy in partnership with internal teams (Account Management/CS, Ad Ops, Publisher team, Marketing), ensuring campaigns are sold effectively and set up for success. - Maintain accurate pipeline, pacing, and forecasting in CRM; provide weekly updates on deal stage, next steps, risks, and close plans. - Use advertiser KPIs (e.g., CTR, CVR, CPA/CPL, ROAS, lift, reach/frequency, CAC/LTV where applicable) to position value, set expectations, and drive repeatable renewal/expansion conversations. - Gather market feedback (buyer objections, category trends, creative learnings) and share internally to improve positioning, products, and go-to-market strategy. After 1 week: - Complete onboarding on Paved’s marketplace, inventory types, pricing/packaging, and core sales motions; understand how newsletter/email performance is measured and communicated to advertisers. - Set up your territory/vertical focus, build an initial target list (brands + agencies), and create outreach sequences with messaging frameworks and talk tracks. - Get fully operational in CRM (pipeline stages, forecasting hygiene, activity expectations), and begin logging outreach/activity consistently. - Shadow sales calls and internal handoffs (AM/CS, Ad Ops/publisher-facing teams), and start running discovery on a small number of prospects with manager support. After 1 month: - Actively manage a live pipeline of qualified opportunities across brand-direct and agency, with clear next steps, stakeholders mapped, and forecast updates maintained weekly. - Confidently run discovery and present tailored proposals that align to advertiser goals and measurement plans (including full-funnel KPI conversations when relevant). - Demonstrate consistent outbound activity and meeting generation; establish early relationships with priority agency teams and/or key brand categories. - Successfully progress deals through negotiation (IO/MSA basics, pricing/packaging tradeoffs, flighting), partnering cross-functionally for execution readiness. After 6 months: - Produce a predictable pipeline engine and demonstrate strong pacing toward quota via a repeatable prospecting + closing cadence. - Close and renew/expand a portfolio of advertisers (mix of brand-direct + agency), building multi-campaign relationships and referrals. - Become a go-to resource on selling newsletter/email media with strong command of performance narratives, KPI benchmarking, and optimization levers (creative, audience fit, offer/landing page considerations, etc.). - Consistently deliver accurate forecasts and deal plans; contribute to team playbooks (objection handling, vertical learnings, winning pitch decks). Qualifications - 3–5+ years of quota-carrying sales experience with 2+ years in a closing role, ideally in media, adtech, martech, or performance marketing. - Proven ability to prospect, negotiate, and close five- and six-figure deals; comfort selling to both brands and agencies. - Strong understanding of digital advertising and measurement; ability to speak to performance metrics and pacing/forecasting discipline. - Demonstrated consultative selling skills: discovery, tailoring solutions, objection handling, and building trusted relationships over time. - Comfort managing multiple opportunities simultaneously while keeping CRM data clean and forecasts reliable. - Excellent written/verbal communication and strong presentation skills (virtual + in-person). - Familiarity with Salesforce (or similar CRM) and modern sales tooling (Sales Navigator, Outreach, ZoomInfo, etc.). - Experience with email/newsletter advertising and/or full-funnel advertiser KPI ownership (CTR/CVR/CPA/ROAS, incrementality/lift, etc.) is an asset. Compensation - This role has a base salary range of $120,000–$150,000 USD, with on-target earnings (OTE) of $240,000–$300,000 USD, comprised of base salary plus commission. Actual compensation will vary based on performance. Benefits - Highly competitive salary - Attractive vacation, healthcare & benefits, including a generous 401K contribution plan - Monthly fitness reimbursements to support a healthy and active lifestyle - State-of-the-art and centrally located office - Flexible work hours and options to work remotely - High-end hardware and equipment — in office and at home - Autonomy and freedom to do your best work on your own terms - Opportunities to learn and grow through professional development support, funding, and mentorship - Internal mobility: opportunities to work with various products and teams across the Redbrick portfolio of companies

• Drive new Mission Hero acquisition across the USAF ecosystem, ensuring alignment with Defense Unicorn’s strategic growth objectives and solution capabilities. • Develop and execute capture plans, win strategies, and competitive positioning to secure new business. • Engage early with government stakeholders, primes, and ecosystem partners to shape opportunities ahead of solicitation. • Understand customer pain points, acquisition timelines, and funding paths across multiple branches of the DoD. • Identify and lead teaming arrangements that enhance technical capabilities, socio-economic positioning, or incumbent advantage. • Translate technical capabilities—such as the Unicorn Delivery Service (UDS), cATO acceleration, and edge deployments—into persuasive win themes. • Support RFI/RFP responses with market intelligence, SWOT analysis, and pricing strategy input. • Prepare regular reports on business development activities, track key performance indicators (KPIs), and analyze the effectiveness of various strategies. Use data-driven insights to refine approaches and achieve better results. • Represent the company at industry and government events to raise visibility and gather market intelligence.