Role Description The Associate II is expected to: - Partner with experienced sales professional/s to learn business. In addition, the individual is accountable for their own self-development beyond training provided and mentoring from seniors. - After initial training, accountable for delivering territory and business results. - Should be familiar with sales processes and systems. ACCOUNTABILITY FOR RESULTS - Sales professional is accountable for delivering annual business results, aligned with business plan, sales, CM, and volume. - Growth – focuses effort on delivering growth and maintains existing business to deliver plan. CUSTOMER FOCUSED – CREATING VALUE - Drive customer intimacy by delivering HBF’s value proposition tailored to meet the needs of the customer. - Consistently deliver value to our customers to realize customer loyalty and minimize erosion. - Promote and sell latest H.B. Fuller products and technology thereby enhancing our position in the market as an innovative leader. DEMONSTRATES FUNCTIONAL EXCELLENCE - Consistently manage activities to ensure all EHS requirements are followed. - Leverage all sales processes, including salesforce.com, consistently applies the H.B. Fuller sales process. - Identify, develop and close new business opportunities and communicate forecasting needs to the business. - Manage time by balancing effort between existing business and new business pipeline. - Provide timely monthly reports and all necessary internal/external communication, and collaboration with other stakeholders. DEMONSTRATES BUSINESS ACUMEN - Promote H.B. Fuller products and technologies to optimize profitability. - Manage T&E expenses to budget. EMBRACES CHANGE AND INNOVATION - Provide voice of the customer feedback into the organization. - Promote and sell innovative H.B. Fuller technologies that create competitive advantage and optimize value for customers. - Adapt easily to a dynamic environment and maintain high levels of motivation and engagement. SALES COMPETENCIES & BEHAVIORS - Negotiating: Diplomatic and starting to gain trust from customers with basic understanding of negotiation skills. - Growing a sales territory: Has basic awareness of business, financials, products/services and the market of assigned territory/accounts. Displays good time management and developing territory planning skills. - Presenting: Effectively presents to and engages individuals and small groups, uses a variety of presentation methods. - Questioning / Listening: Actively listens, probes, understands. Listens without interrupting or judging. Asks questions or requests more information to further understanding. High level of curiosity and a thirst for new knowledge, skills learning, etc. - Communicating: Has solid communication skills and consistently applies written and oral communication and direction, and always follows up on agreed actions. - Prospecting: Prioritizes prospecting efforts within assigned territory, and remains motivated while cultivating, adding leads and progressing the sales process, as captured in SFDC. - Being a team player: Initiates collaboration with team and is willing to assist in the delivery of plans. Shares all relevant information with colleagues and customers and consistently seeks input from the team. KNOWLEDGE - Technical knowledge of products & services. - Has developing knowledge of product range and chemistries. - Understands range of services available to customer, including terms and conditions of sale. - Basic user of salesforce.com and FLIP pricing tool. - Understands and applies sales process & tools. - Has introductory knowledge of markets and industry, and is building knowledge base. - Supply Chain: Familiar with location of company plants and supply chain capability, and is able to communicate details with customer as required. - Equipment & application process: Basic knowledge of key application processes and application equipment in own territory. - Substrate: Basic knowledge of substrates in active markets. - Business Acumen: Understands pricing and margin goals, and basic understanding of our business. Equal Employment Opportunity H.B. Fuller is an Equal Employment Opportunity employer and proud to have created a collaborative culture where employees around the world are seen, heard, and respected. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or marital status or status as a protected veteran, or any other legally protected classification. H.B. Fuller does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms. To conduct business with H.B. Fuller, a written service agreement must be executed by Human Resources prior to submitting any information relating to a potential candidate. Without a signed service agreement, H.B. Fuller shall not be obligated for payment of any fee or compensation.

• Lead, coach, and develop a team of Sales Engineers, fostering technical excellence, customer obsession, and strong execution across the sales cycle. • Partner closely with Sales leadership to drive new customer opportunities, providing strategic technical guidance and ensuring consistent, high-quality pre-sales engagement across the region. • Oversee and support customer engagements involving Cohesity’s Data Cloud portfolio, including backup, recovery, cyber resilience, and data security, ensuring solutions are aligned with customer business and technical requirements. • Provide leadership and oversight for RFPs, RFIs, proposals, and complex deal cycles, positioning Cohesity as a strategic platform for enterprise backup, ransomware recovery, cyber vaulting, and disaster recovery. • Influence and support secondary storage and data protection strategies for large enterprise customers and partners, helping establish Cohesity as the primary solution provider for modern data security and cyber resilience. • Ensure the delivery of high-impact product demonstrations, executive-level presentations, technical workshops, and proofs of concept, with a strong focus on ransomware defense, cyber resilience, and rapid recovery. • Act as a key feedback loop between customers, Sales, Product Management, and Engineering to shape roadmap priorities and go-to-market execution.

Job Description About UsHiBob helps modern, mid-size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we've achieved consecutive triple-digit year-over-year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 5000 midsize and multinational companies. Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively. Fast-growing companies across the globe such as Fulham Football Club, GoCardless, Huel and what3words rely upon Bob to help them create the best work experiences for their people. Come and be you with usBeing a Bobber is all about being you. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If that's bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we're waiting with open arms. Come join us. Job Requirements - Preferred experience includes pre-sales, sales engineering, or solutions consulting. Alternatively, relevant experience in sales or as an industry/vertical practitioner, ideally within SaaS or B2B technology environments, will also be considered. - Demonstrated skills in consultative selling, including needs discovery, qualification, and objection handling.Excellent verbal and written communication skills, able to engage both technical and business stakeholders. - Proven ability to collaborate across teams and manage stakeholder relationships. - A proactive learner with a growth mindset and resilience in dynamic sales environments. - Resourceful, motivated, and a team player who thrives on challenges. - Experience working with CRM and sales enablement tools to leverage data for decision making. - Comfortable using AI tools to boost productivity and buyer engagement; experience with generative AI (like ChatGPT or similar) is a plus, but curiosity and a willingness to explore new technologies matter more. - Bonus: Multilingual skills (Nordic language, Dutch or Spanish) Job Responsibilities - Prepare and deliver tailored, engaging technical demonstrations that clearly connect our platform's features to customers' unique business challenges and people-first goals. - Support multi-threaded discovery sessions with diverse stakeholders to uncover KPIs, strategic initiatives, and pain points. - Build genuine partnerships with customers through consultative conversations that uncover pain points and strategic objectives- co-creating solutions that drive meaningful outcomes. - Collaborate cross-functionally with sales, product, and services teams to understand and translate customer requirements into actionable technical solutions. - Champion the voice of the customer by providing clear, prioritized feedback to product teams, influencing the evolution of HiBob's platform to better serve the people and organizations we support. - Leverage data analytics and CRM tools to identify customer needs, track engagement, and drive continuous improvement in sales strategies. - Proactively identify and mitigate technical risks during pre-sales and implementation phases. - Lead internal training sessions, share best practices, and mentor junior team members fostering a culture of continuous learning and growth to enhance team capabilities. - Develop knowledge of integration technologies (APIs, webhooks) and security compliance to ensure customer solutions are scalable and secure. - Embody HiBob's values by fostering a positive, inclusive environment where teamwork and open communication drive success. Benefits Join our village At HiBob we are committed to creating an excellent employee experience. Our employees, culture, and additional benefits all make bob a great place to work, come join us! We offer a competitive compensation package that includes salary, benefits, and pre-IPO equity. We have a beautiful office located in Amsterdam, Netherlands. - Work from home allowance - to get your home office set up! - Bob balance days - Enjoy a company-wide long weekend at the beginning of each quarter - We love birthday's - take the day off and receive a special gift - 2 Social Impact days per year for volunteering - Annual Headspace subscription and wellness benefits - Awesome employee referral program- $2,500 for each successful referral with an additional ambassador programme - Temporary remote work from anywhere in the world for up to 2 months (after 6 months of employment) - Fun company and team social events (locally and virtually with our global teams) - Pension scheme

Solutions Engineer Location Remote (United States) Employment Type Full-time Work Arrangement Remote (U.S.) Job Description: About Mesh At Mesh, our mission is to enable consumers to pay and be paid with any asset. Today, trillions of dollars in tokenized assets exist but remain largely unusable for everyday commerce. Mesh is bridging this gap by making crypto payments reliable, useful, and ubiquitous. We combine a powerful orchestration engine with a seamless consumer app to unlock liquidity for the world. Backed by leading investors like PayPal Ventures, Paradigm, and Galaxy Ventures, we are building the infrastructure for the next era of the global economy. Join us! Overview As a Solutions Engineer, you will be instrumental in executing our pre-sales customer lifecycle. You’ll be working closely with our support engineering and product teams while serving as the technical bridge between customers and our internal teams. While Sales owns the account and commercial relationships, you'll become an expert in our demos, API’s, SDKs, best practices, implementation and lessons learned that enable successful customers and long-term self-service. You'll work alongside our Solutions Architects and Product to create industry-specific playbooks, mentor customer engineering teams, share best practices, and develop innovative solutions that accelerate sales and implementation timelines across our diverse customer base including Payment Service Providers, iGaming, Wallets, Exchanges, Trad-fi and more. Responsibilities - Serve as solutions/sales engineer, building strong customer relationships and trust with prospect and customers to drive rapid implementation and adoption - Design and implement solutions for pre-sales, including analytics, processes, documentation, and technical infrastructure that accelerate sales and implementation timelines - Optimize tools and data from Gong, Pylon, Kapa, Datadog, Amplitude, and AI-powered self-service solutions to enhance internal workflows, improve ease of closing deals, handling customer objections/questions, and elevate customer experience - Guide customer business and technical teams on SDK and API implementation best practices to significantly reduce timelines and facilitate broader platform rollouts - Triage and resolve technical issues between prospects/customers and internal - Travel occasionally (approximately once monthly) for strategic customers, company meetings, or industry events Requirements - Bachelor's degree in Computer Science, Data, or equivalent work experience. - 2-5 years of experience as a sales/solution engineer, solutions architect, support engineer or equivalent, ideally with some experience in a startup environment - Experience as an early stage team member or early team builder is highly valued - Strong interpersonal and communication skills with the ability to build and maintain customer relationships - Demonstrated technical knowledge, use and troubleshooting skills with APIs - Ability to manage multiple projects simultaneously - Familiarity with API management tools, SDK’s, and demo software like Coast is a plus - Knowledge of crypto and fintech, including blockchain technology, digital assets, financial regulations, and use cases - Technical skills: Coding, API/SDK, and AI (Claude/Codex), /automation experience The annual base salary range for this role is $170,000 - $225,000 in San Francisco and New York. The compensation range provided may span multiple career levels and will be narrowed during the interview process based on factors including a candidate’s experience, skills, qualifications, and geographic location. For candidates outside of San Francisco and New York, compensation will be adjusted to reflect the applicable market and location-based pay band. The base salary range listed excludes commission (if applicable), equity, and benefits. The pay range represents the minimum and maximum target for new-hire compensation. Actual compensation may vary and may be higher or lower depending on individual circumstances Why You’ll Love It Here At Mesh, you're not stepping into a typical role—you're joining a rocket ship in mid-liftoff. You'll tackle complex, meaningful problems that actually move an industry forward, working alongside a sharp, motivated team that moves quickly, collaborates deeply, and expects everyone to operate with ownership. This is the kind of place where you'll see your work ship fast, make real impact, and be able to point to something and say, "I built that." You'll grow fast, level up your skills, and get a front-row seat to how a high-growth company scales from the inside, with competitive comp, solid benefits, and room to stretch your craft all coming standard. If you're energized by building, learning, and shaping something big—this is where you'll want to be. In-Office Expectations Employees based in our San Francisco, New York, and Bangalore hubs are expected to work from the office at least 40% of the time (approximately two days per week). This expectation may vary slightly depending on role, team, and business needs. Certain roles that require closer cross-functional collaboration or operational support may have additional in-office requirements, which will be discussed during the interview process. Our hybrid approach is designed to balance meaningful in-person collaboration, team building, and real-time decision-making with the flexibility to work remotely. We believe this structure supports strong execution while preserving autonomy and focus time. How We Care For Our Team We believe great work happens when people feel valued and supported. That starts with competitive salary and equity that grows as you and the company grow, plus comprehensive health coverage for you and your family. We offer unlimited PTO—and we mean it. Take the time you need to recharge and show up at your best. We're invested in your growth with a dedicated budget for courses, conferences, and certifications. Work from wherever you're most productive with our remote-friendly approach, and count on having the top-tier tools and equipment you need to do exceptional work. Mesh Pay is committed to equal employment opportunities regardless of race, color, genetic information, creed, religion, sex, sexual orientation, gender identity, lawful alien status, national origin, age, marital status, and non-job related physical or mental disability, or protected veteran status. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.