Role Description Index Industries is looking for a Head of Partnerships to own and grow our relationships across the fintech and blockchain ecosystem. This is a founding-team-level, startup-phase role reporting directly to the CEO. - Build and execute a partnerships strategy that connects Index Industries to leading fintech and blockchain infrastructure providers, exchanges, and stablecoin issuers. - Originate, negotiate, and close strategic partnerships with companies covering commercial terms, integration scope, and go-to-market alignment. - Serve as the primary relationship owner for key partners, acting as the trusted point of contact across business, product, legal, and compliance stakeholders. - Identify and prioritize partnership opportunities (liquidity, custody, on/off-ramps, stablecoin settlement, exchange listings, co-marketing) that accelerate product and revenue goals. - Work cross-functionally with product, engineering, legal, and compliance to structure deals that are commercially sound and regulatorily defensible. - Represent Index Industries at industry events, conferences, and working groups to build the company's standing in the crypto and fintech partner ecosystem. - Report directly to the CEO on partnership pipeline, deal economics, and market feedback; help shape overall company strategy given your market vantage point. - Build the partnerships function from the ground up, processes, deal templates, CRM/pipeline tracking, and hire/manage team members as the role scales. Qualifications - 7+ years in business development, partnerships, or strategic alliances, with meaningful time spent in crypto, blockchain, or fintech. - Existing, working relationships with decision-makers at major crypto/fintech institutions, direct experience with or connections into Circle, Coinbase, Kraken, or similar regulated exchanges and stablecoin issuers is required. - Track record of sourcing, negotiating, and closing complex commercial partnerships end-to-end. - Fluency in the mechanics of the space: stablecoins, custody, on/off-ramps, exchange integrations, regulatory considerations (money transmission, BSA/AML, state-by-state licensing). - Comfort operating with startup-level ambiguity, you'll build the playbook, not inherit one. - Excellent communication and negotiation skills; equally credible in a room with a CEO, a legal team, or a compliance officer. - A strong personal network in the fintech/crypto space that translates into a warm pipeline from day one. Requirements - Prior experience at a crypto exchange, stablecoin issuer, custodian, or payments company. - Experience building a partnerships or BD function from zero at an early-stage startup. - Familiarity with U.S. money transmission licensing and crypto regulatory frameworks. Benefits - Ground-floor leadership role with direct CEO access and real influence over company strategy. - Competitive salary, meaningful equity, and benefits. - The chance to define what partnerships looks like at a fast-moving fintech/blockchain company, rather than operate inside someone else's playbook.

• Market Entry & Expansion — You build our business in Italy, with a focus on drugstores, pharmacies/parapharmacies, online retail and selected grocery partners. • Account Management — You manage existing customers and win new partners through compelling pitches and tailored product range proposals. • Promotions & Trade Marketing — You plan and coordinate promotions, point-of-sale materials and sampling campaigns together with the marketing team. • Cross-functional Collaboration — You work closely with internal teams across marketing, operations, regulatory and e-commerce. • Market & Competitive Analysis — You keep an eye on trends, spot opportunities and develop new distribution ideas for the Italian market. • Representation — You represent Glow25 at trade shows, customer meetings and industry events across Italy.

• Own the commercial growth agenda for SimScale's top-tier EMEA accounts: build and execute Account Growth Plans that expand SimScale's footprint in annual revenue, product breadth, and organizational reach. • Drive cross-sell of SimScale's Engineering AI and Physics AI capabilities: introduce and commercialize our AI product line to engineering leaders and technical decision-makers who are already SimScale simulation users. • Open new doors within existing organizations: identify and engage new business units, departments, engineering teams, and executive sponsors who are not yet part of the SimScale relationship. • Build executive-level partnerships: establish yourself as a trusted strategic advisor at C-level and VP-level, positioning SimScale as a long-term partner in customers' engineering innovation and digital transformation strategies. • Coordinate a high-performing internal team: collaborate with CSMs, Application Engineers, AEs, SDRs, and CS/Sales leadership to deploy SimScale's full capabilities in service of account growth. • Generate and manage your own pipeline: conduct structured outbounding within customer organizations, qualify expansion opportunities, and drive deals from first contact to close. • Lead Executive Business Reviews: facilitate strategic EBRs that position SimScale's roadmap and AI capabilities against customers' engineering ambitions, cementing multi-year partnership value. • Articulate a compelling cross-product value proposition: tell the story of CAE simulation and Engineering AI together; make the case for why SimScale is the platform for the future of engineering, not just a tool for today.

Role Description This existing vacancy is open to candidates that reside anywhere in the U.S. or Canada, with preference for those near Chicago, IL or Toronto, ON for periodic in-person collaboration. VelocityEHS is seeking a Global Enterprise Account Manager to nurture and grow relationships with existing global enterprise customers. This role is key to helping clients achieve their EHS and ESG objectives while maximizing account growth through a consultative and strategic approach. You’ll serve as the trusted advisor and primary point of contact for a portfolio of global enterprise customers, working cross-functionally with internal teams to ensure a high-quality customer experience. - Account Ownership: Be the primary sales contact for a portfolio of enterprise customers. Build deep understanding of their priorities, org structure, and strategic initiatives. - Growth & Expansion: Identify and close opportunities to expand current accounts. Sell new modules, users, and platform solutions across departments and geographies. - Strategic Selling: Lead outcome-driven discussions focused on business impact and solution value. Leverage adoption data, product trends, and feature usage to surface growth opportunities. - Orchestration & Collaboration: Drive team selling by coordinating internal VelocityEHS stakeholders, including Customer Success, Solutions Consultants, and Executives. Manage complex deal processes including procurement, legal, and security reviews. - RFP Management: Manage RFPs, procurement, and legal/security reviews. - Account Planning: Maintain strategic account plans with clear goals, stakeholder maps, whitespace, and engagement strategies. - Forecasting & Pipeline Discipline: Maintain an accurate forecast of expansion opportunities. Own a 3× pipeline coverage model and regularly report updates, risks, and upside to sales leadership. Provide real-time updates in opportunity next step notes, MEDDPICC fields and forecast categories. Submit Forecast on a proactive basis and at minimum aligned with forecast calendar. - Executive Engagement: Build and nurture senior-level relationships across your accounts. Use in-person meetings (10–20% travel expected) to deepen strategic alignment and unlock growth. Qualifications - 7+ years of full-cycle, quota-carrying B2B SaaS sales experience, focused on Account Management and selling into existing customers. - Experience expanding business within large, complex customer accounts (10K+ employees). - Experience with longer or more complex sales cycles involving multiple stakeholders, procurement, and legal review. - Proven ability to exceed sales targets, consistently outperform peers, and close deals in a competitive sales environment. - Skilled at self-sourcing leads, working cold outbound, leveraging intent data, establishing and working referrals, using tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator. - Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN. Disciplined with qualification, follow-up, and pipeline hygiene. - Proficient in sales tools like: Salesforce, Outreach, Gong, G2. Able to leverage data and insights to prioritize activity, market trends and improve outcomes. - Exceptional verbal and written communication skills with the executive presence to sell and negotiate with VP and C-level stakeholders. - Adaptable, tenacious, self-motivated, and goal-oriented with a love of challenges, strong work ethic and a drive to win in a fast-paced environment. - Degree in Business, Communications, or related field preferred, though not required. Requirements - Completion of formal training in a recognized methodology (e.g., MEDDPICC certification). - Domain knowledge in relevant industries such as Manufacturing, Chemical, Pharmaceutical, Food & Beverage, Oil & Gas, and Mining is a plus. - Experience in EHS/ESG, industrial software, or regulated industries. - Ability to interpret performance data and apply insights to optimize personal sales strategies. Benefits - Generous time off programs. - Medical/dental coverage, retirement (with employer match). - Parental leave plans for all family types. - Job shadowing programs and one-on-one coaching opportunities. - Tuition reimbursement for continuing education, advanced degrees, and certifications. - Remote-first and flexible work schedule to fit your family’s needs. - Monthly stipend to make your home office more comfortable, productive, and successful. - Corporate wellness and personalized preventative mental health care programs. - Summer Fridays (Memorial Day through Labor Day enjoy a 6-hour workday every Friday).