• Research and identify prospective utility customers (IOUs, public utilities, co-ops, and municipal utilities) across target geographies. • Build and maintain contact lists and account records in HubSpot. • Support initial outreach sequences under direction of the Senior Sales / BD Manager. • Assist with conference and event preparation — attendee research, scheduling support, and follow-up tracking. • Maintain accurate and up-to-date records across the sales pipeline in HubSpot, including deal status, contacts, and next steps. • Prepare briefing materials, account summaries, and background research for prospect calls and meetings. • Track and report on outreach activity metrics; flag pipeline gaps or stale opportunities. • Assist with formatting and assembling proposals, presentation materials, and RFP responses. • Monitor industry news, regulatory filings (WMP submissions, CPUC proceedings, NERC/FERC dockets), and competitor activity relevant to the utility wildfire risk market. • Summarize findings and flag opportunities or risks to the commercial team.

Role Description This is a fully remote position. Provides strategic and tactical direction for business planning and acquisition within North America. Facilitates selection, orientation and development of high caliber business development staff. Conducts sales training designed to focus on development and retention of new business in all product lines. Essential Functions - Participates as team member in North America’s strategic planning and provides leadership in business development. - Monitors progress toward achieving National sales goals developed through the market planning process; tracks attainment of individual sales goals and takes action as needed to ensure the success of Business Development Managers. - Identifies business potential, develops introductory approach and arranges for appropriate meetings and presentations on company capabilities to existing and potential clients. - Evaluates industry and business trends for potential impact on business development in Region; identifies potential competitive threats, as well as key business opportunities. - Develops methods for presentation of capabilities, data to be utilized, audio/visual approach and pricing related to both client perception of need and company business goals; directs proposal presentation effort and may lead presentations. - Coordinates with Marketing in selecting and participating in local, regional and national trade shows; provides information and guidance in the development of advertising promotion relative to North America. - Recruits and selects high caliber Business Development Managers and assigns to open territories. - Assists in the development and implementation of training in business development techniques for line managers within North America. - Develops program for line managers and business development staff that ensures the inclusion of cross selling techniques and objectives in contacts with clients and prospects. - Performs tasks and duties of a similar nature and scope as required for assignment. Qualifications - Bachelor’s degree in a business-related field. - 6 years of successful and progressively responsible business development experience, or an equivalent combination of education and experience sufficient to perform the essential functions of the job. Requirements - Must be at least 18 years of age. - Must have a reliable means of communication (i.e., pager or phone). - Must have a reliable means of transportation (public or private). - Must have the legal right to work in the United States. - Must have the ability to speak, read, and write English. - Must have a High School Diploma or GED. - Must be willing to participate in the Company’s pre-employment screening process, including drug screen and background investigation. Benefits - Retirement plan - Employer-provided medical and dental coverage - Company-paid life insurance - Voluntary life and disability insurance - Employee assistance plan - Securitas Saves discount program - Paid holidays - Paid time away from work - Access to earned wages on a daily basis, prior to payday (restrictions and fees may apply). - Paid time away from work may be available through a combination of vacation and sick time or under a PTO policy, depending on local requirements.

• Lead, mentor, and manage a team of Mid-Market/Enterprise quota-carrying sales representatives, providing guidance, support, and coaching to drive their success in achieving sales targets • Conduct sales forecasting, analyzing data, and providing accurate sales forecasts to inform strategic decision-making and resource allocation • Collaborate with cross-functional teams, including marketing, product development, and customer success, to align strategies, share insights, and maximize overall customer satisfaction • Support sales representatives on customer calls, actively participating in meetings, providing expertise, and ensuring customer needs are met • Conduct regular 1v1 meetings and team meetings to foster open communication, provide feedback, and facilitate professional development opportunities for the sales team • Perform performance management duties, setting expectations, monitoring progress, and implementing performance improvement plans when necessary • Represent VelocityEHS at industry events, conferences, and trade shows, showcasing our products and services, and generating leads and brand visibility • Actively participate in department and cross-department workstreams, collaborating with colleagues to drive projects and initiatives forward • Ensure the adoption and effective utilization of the sales tech stack, leveraging technology tools to enhance sales effectiveness and efficiency • Take responsibility for change management within the sales team, facilitating smooth transitions and managing resistance to change • Coach and develop sales representatives, providing guidance, training, and opportunities for skill enhancement to elevate their performance • Maintain a results-driven mindset, consistently achieving and exceeding sales quotas and targets • Promote consistent use of MEDDPICC as the team’s qualification framework • Identify opportunities where AI can streamline processes or scale team impact • Support team development by promoting AI learning, experimentation, and knowledge sharing • Live by and uphold the company values, promoting a positive and inclusive work environment and fostering a strong team culture

Role Description The Director, Ansys Software Sales is primarily responsible for meeting sales and above-average company growth targets, while developing Organizational Sales Best Practices and Selling Skills for the Sales Team. The successful Software Sales Director must understand the typical customer’s environment, eco-system, business priorities, and business challenges to align simulation-based solutions that generate a measurable and impactful business outcome for the customer. The role will require collaboration with internal teammates and with our Ansys Partner team. Expectations for a successful Software Sales Director would typically include performing the duties and responsibilities outlined below. - Set the pace for team member activity – customer meetings, on sites, prospecting and subsequent accountability. - Create a culture of urgency amongst Sales Team members for these activities and New Logo results. - Execute best practices and maintain accountability from the assigned Team on the following: - Quota GAP analysis - Pipeline Development and Pipeline Management (e.g. each sales rep maintaining a minimum 3x Pipeline) - Lead standardized, efficient and directive Forecast Calls to set proper weekly activity expectations. - Provide collaboration on the team’s New Logo prospecting and sales strategies to maximize revenue results. - Frequent data updates into the PADT CRM instance (and Ansys CRM as required) to maintain sales records, accurately forecast sales revenues and prepare Territory and Account sales reports as requested. - Collaborate with the sales team on standardized and productive Quarterly QBRs, Territory and Account Plans. - Using Data analytics, work with Executive Sales Management to develop and implement annual Compensation Plans, educated Territory Expansion Plans, and structured Performance Improvement Plans. - Evaluate the internal Sales Rep Territory structure to suggest the optimal mix of Account distribution. - Identify customer and prospect problems, key business initiatives and create ROI-based proposals and quotes aligned to customer initiatives. - Facilitate contract negotiations to achieve a win for both parties. - Remain knowledgeable of PADT’s new and existing products & services to alert customers to improved capabilities. - Coordinate team sales efforts with Sales Management, Accounting, Engineering Services and Marketing teams. Qualifications - Bachelor's degree in an engineering discipline or a bachelor’s degree with technical sales experience. - Minimum of 5 years software license and renewal sales experience with a proven track record of success; including at least 2 years as a Senior/Key/Named Account Manager. - Military experience is welcomed. - Demonstrated exceptional understanding of the industrial product development process, CAD, Design Analysis, PLM or Engineering Simulation market spaces. - Proficiency in Microsoft Office Suite. - Excellent written and oral communication skills. - Visual presentation capabilities (including for executive level), organizational skills and the ability to work independently and collaboratively. - Proficient in competencies such as building trusting relationships, business and financial acumen, high impact communication, and sales opportunity analysis. - Demonstrated ability to work collaboratively with OEM Partners and manage customer relationships across a geographically diverse account base. - Prior success growing company revenue. Requirements - Demonstrated deep knowledge of Simulation (Ansys) products/services, and software pricing practices. - Track record of closing significant innovative business transactions at major multi-national industrial companies (Automotive, Aerospace & Defense, and High Tech). - 10 years of field sales experience is preferable. - This role requires access to U.S. export-controlled information. Final offers will be contingent on the ability to obtain authorization for access to U.S. export-controlled information from the U.S. Government. Company Description PADT, Inc. complies with applicable Federal civil rights laws and does not discriminate on the basis of race, color, national origin, age, disability, or sex. PADT, Inc. does not exclude people or treat them differently because of race, color, national origin, age, disability, or sex.