• Lead, coach, and develop a team of Sales Engineers, driving performance, engagement, and long-term career growth through regular feedback and structured development • Partner confidently with senior Sales leadership on regional strategy, multi-quarter planning, annual capacity planning, and forecast alignment operating 2-3 quarters ahead to anticipate resourcing needs and business priorities • Own in-field execution at a regional level by taking an executive presence role in strategic and high-impact opportunities and providing senior-level stakeholder alignment and technical credibility alongside your team • Oversee consistent, high-quality delivery across technical sales cycles in the region, including evaluations, customer engagements, and deal progression • Hire and onboard top talent across ICs and manager-level roles, building a high-performing team and accelerating ramp through structured onboarding and enablement • Manage regional operations including resource allocation, utilization, KPI tracking, productivity, and skills development to ensure effective coverage across the territory • Cross-functionally collaborate with Sales, Product, Marketing, Enablement, and Support at a senior level to align on regional strategy, GTM execution, and customer experience • Drive operational excellence across the region by improving processes, maintaining data quality, scaling evaluation frameworks, and contributing to initiatives that improve team effectiveness and business impact

Role Description We need a sales pro to champion our broad product line with universal appeal to outdoor spaces and education markets. We offer a world-class product mix, consisting of: - Playgrounds - Site furnishings - Washrooms - Shelters - Outdoor fitness equipment - And more! As a part of our Commercial Division, you’ll join a team with colleagues across Canada and the United States, serving North America, Europe, Australia, New Zealand, Singapore, Korea, China, India, UAE, the Netherlands, France, the UK, Spain, and Italy. Your customer list is only limited by your ability to create connections with groups who can appreciate the benefits of outdoor activity for mental and physical well-being. Responsibilities - Achieve annual order intake, revenue and margin targets - Conduct regular meetings with prospective clients to strengthen relationships, develop business and further sales efforts - Manage a multi-year sales funnel with various projects at different stages of completion - Implement sales and marketing strategies resulting in profitable revenue growth - Prepare revenue forecasts for assigned territories - Manage leads and prospects to maximize opportunities for project and revenue growth - Collaborate with channel partners and/or strategic alliances to design solutions, optimizing play value while meeting client needs and budget - Understand current market conditions and competitive landscape - Forecast changes and update sales and marketing strategies accordingly - Navigate time pressures in a fast-paced work environment with superior organization skills - Monitor and report on competitor activity, products, pricing, strategy, etc. - Facilitate training on product solutions, processes, philosophies, and company brand - Manage the sales effort to provide timely and accurate solutions including quotations, drawings, 3D renders, technical specifications, and marketing materials - Understand and facilitate each RFP through the correct channels as required - Negotiate contracts, terms, pricing that result in profitable business - Communicate product or service issues to the appropriate internal stakeholders Qualifications - Minimum of 5 years’ experience in B2B sales - Post-secondary diploma, degree, or equivalent experience in recreation, education, or fitness sectors - Experience in construction project-based sales is considered an asset - Established network and relationship-building experience within municipal, developer, and landscape architect channels is considered an asset - Managing long cycle project-based sales an asset - Experience with Project Management is considered an asset - Previous experience with CRM systems - Must have a valid driver’s license and reliable vehicle - A valid passport is required Benefits - A competitive compensation package with a $60,000 base salary, plus $30,000 in guaranteed commissions during your first year. Potential to earn $120,000+ annually through a combination of salary and commission - 2 weeks of paid vacation - Paid wellness days - Opportunity to enroll in our comprehensive benefit package after three months of employment - Access to free professional coaching, resources, and counseling through our Employee and Family Assistance Program - Professional development opportunities - Lots of fun!!! Catered lunches, in-house silent auctions, contests, draws, product ‘testing’ and MORE!!!

• Provide technical support and relationship management for existing enterprise customers in Japan (e.g., SBI), acting as a trusted technical advisor throughout the partner lifecycle. • Partner with the Sales and Solutions teams on pre-sales technical discussions, solution design, and API consultations, and present compelling product and technical use cases to prospective clients. • Guide new enterprise customers through API integration, implementation, and onboarding. • Act as the voice of Japanese customers by collaborating with Product and Engineering teams to improve localized experiences; translate complex business and technical requirements (often originating in Japanese) into clear specifications for Alpaca's global engineering team. • Serve as the product and technical subject matter expert, capable of thoroughly understanding and articulating all aspects of the Alpaca platform to diverse audiences and stakeholders. • Work closely with local compliance and operations teams to understand local and regional product requirements (e.g., JFSA rules, NISA, local post-trade / settlement practices for US and JP securities). • Own technical sales engagement end-to-end: discovery calls, solution validation, RFPs, and security questionnaires that win deals; lead demo strategy and execution. • Create sales support materials and documentation for new features and products, including Japanese-language collateral where needed. • Coordinate in Japanese with local regulators, vendors, and partners, and relay those requirements to global product and engineering. • Help customers successfully adopt Alpaca's platform while maintaining a high standard of technical and customer support; travel within Japan / APAC as needed. • Stay updated on internal product development timelines and work closely with the product team to test and roll out new features to partners.

• Support partner-led revenue growth by assisting Channel Account Executives in day-to-day partner activities. • Participate in Partner Discovery sessions to learn partner operating models, service lines, and technical maturity. • Deliver product demos, assessments, and POCs to partners under the guidance of senior engineers. • Support partner SEs during evaluations and build the skills to run these motions independently over time. • Communicate Sophos technical differentiation and platform value to partner teams. • Collaborate with Marketing, CAMs, and CAEs to support programs that accelerate partner-led opportunities. • Track and document partner technical capabilities and emerging trends, sharing findings with the wider team. • Help partners work toward technical requirements, certifications, and readiness standards.