• Mapear de forma estratégica o mercado corporativo, identificando e qualificando empresas-alvo de médio e grande porte com potencial de consumo das soluções SGA. • Executar de ponta a ponta o ciclo de hunting: desde a abordagem inicial, agendamento de reuniões e apresentações institucionais até o fechamento do contrato. • Desenvolver e sustentar relacionamentos com decisores técnicos e executivos (C-Level: CIOs, CTOs, CISOs, CFOs), gerando confiança desde o primeiro contato. • Conduzir diagnósticos detalhados para entender as dores de negócio e os desafios tecnológicos dos potenciais clientes. • Desenhar e defender propostas consultivas de alto valor agregado, conectando as necessidades do cliente às nossas soluções de Infraestrutura em Nuvem, Cyber e IA. • Liderar negociações comerciais complexas e de ciclos longos, articulando especialistas técnicos e engenheiros internos sempre que necessário para apoiar o desenho da solução. • Gerenciar com rigor o seu pipeline de vendas e forecast (previsão de fechamento), garantindo previsibilidade e o atingimento das metas de novas receitas (*New Logo ARR / One-shot*). • Monitorar os movimentos da concorrência e tendências de mercado para identificar novas brechas e oportunidades de atuação. • Atuar como embaixador(a) da marca SGA em eventos, fóruns estratégicos e rodadas de negócios com autoridade técnica e comercial.

Role Description As a Senior Account Executive in our EMEA region, you are responsible for developing relationships and closing new business opportunities with online brands and retailers with a focus on the EMEA Region. You are responsible for driving revenue within our Core Business clients by managing the sales process from start to finish including: - Prospecting - Identifying and establishing relationships with key decision makers - Product demonstrations - Contract negotiations - Closure of deals As a Senior Account Executive, you take a truly strategic, consultative sales approach with a hunter mentality, partnering closely with the Sales Manager and Sales Director to ensure revenue forecasts and client acquisition targets are met or exceeded quarterly. Responsibilities - Drive sales, expand the client base, and generate new revenue from new leads and existing clients - Build a self-sourced pipeline to improve the book of business constantly - Build and maintain strong relationships with prospects - Lead in-person client presentations including qualifying discovery sessions, product demonstrations, and proposals - Engage with prospects to understand their unique and specific "pain points" and produce compelling business cases to meet their needs - Deliver factual and insightful feedback to marketing, product, and client success teams - Leverage Salesforce data to construct, forecast, and manage your own sales activity - Drive pipeline to meet revenue targets and company goals - Collaborate with internal product teams and provide feedback from the frontline of the business - Work closely with your manager to provide input on the growth of the business - Align revenue strategies with overall company objectives - Learn and put into practice all areas of the Rithum selling methodology - Consistently meet quota expectations and qualified opportunity generation Qualifications - 3+ years of SaaS or technology sales experience in a closing role, selling to key accounts ($50M–$1B+ in revenue) - Proven success managing 3+ month sales cycles, including procurement, legal, and compliance processes - Documented history of closing $50K+ ACV deals, including multi-year contracts - Consistent quota attainment (100%+ for 4+ consecutive quarters) in a competitive, metrics-driven environment - Demonstrated ability to build pipeline through self-generated outbound prospecting, with measurable activity standards (e.g., 40–60+ daily touchpoints, 10+ qualified meetings per month) - Strong hunter mindset, with resilience and persistence in competitive environments - Accountability for pipeline creation - Mastery of structured sales methodologies (e.g., MEDDIC, Challenger, SPIN, Miller Heiman, Solution Selling) - Proven ability to sell complex platforms or solution offerings in multi-stakeholder environments - Experience engaging C-suite and senior executive stakeholders to build consensus and close complex new-logo deals as well as expansions - Strong deal strategy and negotiation skills, including pricing, ROI justification, and defending business cases with executives - Ability to manage 10+ concurrent opportunities while balancing prospecting, deal progression, and strategic follow-up - Exceptional executive communication and presence, including clear, persuasive verbal and written communication - Disciplined use of CRM and sales tools (Salesforce preferred) and sales engagement platforms (e.g., Outreach, Salesloft, HubSpot, LinkedIn Navigator, ZoomInfo) - Proven ability to collaborate cross-functionally with Marketing, Product, Client Success, and Solutions Engineering to close new business Preferred Qualifications - Bachelor’s degree or equivalent in Business, Marketing, Communications, or related field - Experience selling into commerce, retail technology, marketplaces, or digital ecosystem platforms - Experience selling into multi-division or decentralized buying environments - Familiarity with partner- or channel-influenced sales motions - Experience positioning data-driven or AI-powered solutions Travel Required - Up to 50% Benefits - Enhanced Private Medical Insurance and a Health Cash Back Plan - Life insurance & disability benefits - Pension plan with 4% Company match - Competitive time off package with 25 Days of PTO, 8 Company-paid Holidays, 2 paid floating holidays (new in 2026!), 10 paid sick days, 2 Wellness days and 1 Paid Volunteer Day - £45/month Remote work stipend for internet - Access to tools to support your wellbeing such as the Calm App and an Employee Assistance Program - Professional development stipend and learning and development offerings to help you build the skills and connections you need to move forward in your career - Charitable contribution match per team member

Role Description Practice by Numbers is transforming the dental and medical space with next-generation software products that combine data, automation, and AI. We’re an all-in-one business platform for practices — helping providers grow, optimize, and delight their patients. We’re building cutting-edge tools that leverage AI to redefine patient engagement, clinical intelligence, and operational efficiency — and we’re looking for exceptional engineers to help us shape the future. - Lead the full sales cycle from prospecting through deal closing, focusing on our software solutions for dentists. - Engage inbound leads with a high expected conversion rate. - Engage in proactive outbound sales activities, including cold calling and networking, to build a robust pipeline of potential clients. - Represent Practice by Numbers at industry events and conferences. - Leverage at least 5 years of sales experience to meet and exceed sales targets. - Deliver impactful zoom presentations and software demonstrations tailored to the needs of dental professionals. - Collaborate with sales leadership, marketing and product teams to refine sales strategies based on market feedback and trends. - Provide accurate sales forecasts and reports to the management team. Qualifications - A minimum of 5 years’ experience in sales, with a focus on software or technology solutions. - Proven success driving revenue in a high-paced sales environment. - Strong familiarity with dental industry. - Excellent communication, negotiation, and presentation skills. - Proficiency in Hubspot and Microsoft Office Suite. - A track record of meeting or exceeding sales targets. - Bachelor’s degree in Business, Marketing, or a related field. Benefits - Competitive salary with attractive commission structure. - Comprehensive benefits package including health insurance and 401K match. - Opportunities for professional growth in a rapidly expanding company. - A collaborative, innovative, and supportive work environment. Compensation - Base Salary - $80,000/annum. - OTE - up to $80,000/annum.

• Own full-cycle enterprise sales from pipeline generation to close across mid-market and enterprise accounts. • Build and manage a strong pipeline through outbound, inbound, and partner channels. • Engage senior decision-makers including Heads of Sales, CX, Operations, and C-suite stakeholders. • Run structured sales processes: discovery, demos, proposals, and negotiations. • Work closely with the Customer Success and Product pods to ensure smooth handoffs and set up expansion opportunities early. • Maintain tight CRM discipline -- clean pipeline, accurate forecasting, and consistent deal tracking. • Consistently meet or exceed quarterly and annual ARR targets.