• Serve as a technical contact and augment our customer support teams • Participate with onboarding process • Perform quarterly health checks and business reviews • Participate in TAM on-call rotation (during normal business hours) helping answer customer inquiries and case escalation requests. • Escalate customer issues to management when appropriate. • Leverage internal technical expertise, including development engineers, knowledge base, and other internal tools to provide the most effective solutions to customer issues. • Leverage knowledge content and systems to obtain product expertise • Participate in technical communications within the team to share best practices and learn about new technologies and complimentary security applications. • Manage renewal risk and collaborate with sales teams to remediate and ensure a successful renewal and upsell of product • Identify renewal risk and collaborate with internal teams to remediate and ensure a successful renewal. • Drive support cases to ensure issues are being resolved in a timely manner.

• Drive sales by promoting and selling aPriori's outstanding software solution to new prospects • Achieve assigned sales goals within your designated geographic territory • Professionally qualify, evaluate, and review prospects and target accounts • Deliver impressive customer presentations and lead discovery workshops • Coordinate resources from marketing, customer success, engineering, and product management to facilitate successful deals • Develop and communicate customer-specific value propositions and implementation scenarios that leave a lasting impression • Drive growth while helping clients achieve their sustainability goals

Role Description As an Account Executive at OpenTeams, you are a strategic partner and solution architect. You do not just sell software; you orchestrate comprehensive, end-to-end transformations by bridging the gap between open-source innovation and enterprise business needs. You will gain a deep understanding of our customers’ technological and operational landscape, leveraging our vast marketplace of products, services, and domain experts to deliver a "complete solution" that empowers our clients' future. - Develop Account Strategy: Translate our sales strategy into relevant, account-level roadmaps for each customer. - Manage the Sales Cycle: Oversee the end-to-end sales cycle—from prospecting and initial engagement to closing deals and driving platform adoption. - Grow & Retain: Expand existing accounts and create new business opportunities across approximately 10–15 assigned accounts. Identify opportunities to upsell and cross-sell while increasing our footprint within those organizations. - Drive Strategic Value: Apply knowledge of open source use cases and OpenTeams’ value proposition to increase customer success and build business cases around ROI. - Coordinate Expertise: Collaborate with cross-functional teams, including product, technical support, and industry experts, to deliver customer value and guide end-to-end sales. - Build Relationships: Cultivate long-term relationships across customer organizations, positioning OpenTeams as a trusted strategic partner. Qualifications - Consulting & Solutioning Background: Proven experience in a professional services or consulting environment, with a strong ability to translate customer pain points into integrated, multi-faceted solutions. - Product Selling Expertise: A track record of selling complex product and service bundles. You have a deep understanding of how to position SaaS offerings alongside bespoke consulting services to provide a total solution. - Experience: 5–7 years in technology sales, particularly within infrastructure, cloud, or open-source ecosystems. - Track Record: A proven history of meeting or exceeding annual sales targets through disciplined execution. - Enterprise Connections: An established background and strong network of connections to enterprise buyers. - Sales History: A proven track record of managing and closing complex sales deals in the $1M–$8M range. - Strategic Orientation: Strong value engineering skills to build business cases around ROI and long-term partnership value. - Market Insight: Ability to articulate industry trends, competitive landscapes, and business challenges. - Professionalism: Self-motivation, resilience, and a results-driven approach to thrive in a fast-paced, startup environment. - Methodology: Familiarity with modern sales methodologies (e.g., MEDDPICC, SFDC). - Collaboration: A desire to work in a collaborative, remote-first environment. Benefits - 100% employer paid medical premiums for employees. - Self-managed PTO with a minimum time off requirement. - Opportunities to collaborate with global experts and contribute to open source projects. - Support for curiosity, creativity, and ownership. Commitment to Diversity, Equity, Inclusion, and Belonging OpenTeams understands that valuing diverse creative practices and forms of knowledge is crucial to and enriches the company’s core mission. We encourage applications from everyone, including members of all equity-seeking communities, such as (but certainly not limited to) women, racialized and Indigenous persons, disabled people, persons of all sexual orientations, gender identities and expressions. We are an equal opportunity employer - all qualified applicants will receive equal consideration for recruitment, interviews, employment, training, compensation, promotion, and related activities. We do not discriminate based on race, religion, gender, gender identity, gender expression, color, national origin, pregnancy, ancestry, domestic partner status, disability, sexual orientation, age, genetic predisposition, medical condition, marital status, citizenship status, military or veteran status, or any other basis covered by applicable laws. OpenTeams will not tolerate discrimination or harassment based on these characteristics or any other unlawful behavior, conduct, or purpose.

• Führung strukturierter Erstgespräche mit Interessenten • Qualifizierung von Leads nach klaren Kriterien • Terminvereinbarung und Vorbereitung für das Closing-Team • Saubere Dokumentation im CRM (HubSpot) • Aktive Ansprache von Leads aus unserem Funnel • Unterstützung im Bereich B2B-Akquise • Mitwirkung beim Ausbau unserer Vertriebsstruktur