• Sell Abnormal security solutions to approximately 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota • Work from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities within Major Accounts to supply enough pipeline for them to hit sales targets. • Work with Customer Success to ensure a timely renewal and expansion sale opportunities • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan) • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

• Telephone-based prospecting of potential new customers. • Conducting structured initial calls to analyze needs. • Phone outreach to existing contacts in the system. • Consistent follow-up and scheduling of appointments for our Strategy Advisors. • Planning as well as preparation and follow-up for appointments. • Careful maintenance of customer data in our CRM system.

Role Description Join the team as Twilio’s next Account Executive, New Business. As an Account Executive 4 for New Business, you will be at the forefront of Twilio’s expansion in Brazil. This is a high-impact, pure hunting role where you will be responsible for driving new customer acquisition within the enterprise and large commercial segments. You will act as the strategic CEO of your territory, leveraging executive relationships, cross-functional internal alignment, and deep industry insights to win market share, replace legacy systems, and position Twilio’s full stack (SMS, RCS, Voice, and Segment). Responsibilities - New Logo Acquisition: Own and drive the end-to-end sales cycle for net-new enterprise accounts in Brazil, from pipeline generation to closing high-value contracts. - Strategic Deal Structuring: Navigate complex, high-friction, and multi-million dollar commitments. Masterfully align pricing, Legal, and Deal Desk approvals to close business with speed and precision. - Orchestrate Cross-Functional Teams: Effectively lead and collaborate with a world-class extended team, including Solutions Engineers (SEs), Product Specialist teams, Customer Success, and leadership, ensuring zero technical or commercial friction for the client. - Executive Presence & Alignment: Build, nurture, and leverage deep relationships with C-level executives (CIOs, CTOs, CMOs, and VPs of Engineering) to position Twilio as a strategic transformation partner. - MEDDPICC Excellence: Apply strict sales qualification and methodology to ensure high win rates, clear predictability, and accurate forecasting for the leadership team. - Market Ambassadorship: Stay ahead of market trends, regulatory shifts in Brazil (such as SMS/RCS frameworks), and competitor movements to position Twilio as the unmatched market leader. Qualifications - Experience: 8+ years of enterprise software (SaaS, IaaS, PaaS, or CPaaS) sales experience, with a heavy emphasis on pure hunting and new business acquisition in Brazil. - Track Record: A proven history of consistently exceeding sales quotas, closing 7-figure deals ($1M+ ARR or total committed revenue), and winning highly competitive displacement cycles. - Ecosystem Knowledge: Deep understanding of the Brazilian digital ecosystem, cloud communications, customer engagement, or developer-led sales models. - Skills: Expert negotiation skills, exceptional qualification discipline, and the ability to articulate highly technical concepts (APIs, developer architectures) into strong business value. - Leadership: Strong collaborative mindset with a track record of pulling in regional and global executive leadership (VPs, SVPs) to successfully push strategic deals across the finish line. - Languages: Fluent in Portuguese and Advanced/Fluent in English (essential for global alignment, business reviews, and internal collaboration). Spanish is a plus. Location This role will be remote, and based in Brazil. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, you may be required to travel occasionally to participate in project or team in-person meetings. Benefits - Competitive pay - Generous time off - Ample parental and wellness leave - Healthcare - Retirement savings program - And much more (offerings vary by location)

Role Description We are looking for an Account Executive to join our team who is passionate about healthcare, technology, and building meaningful customer relationships. This role focuses on developing and maintaining executive-level partnerships with current and potential customers, growing market share across an assigned portfolio, and connecting customer needs with Omnicell’s solutions and services. As an Account Executive, you will: - Build and maintain strong relationships with C-level executives, Directors, and other key decision-makers across current and potential customer accounts. - Increase Omnicell’s footprint, market share, and customer satisfaction within assigned accounts by identifying opportunities for growth, retention, and expansion. - Analyze customer operations and organizational challenges, then connect those needs with Omnicell’s solutions and services through a value-based selling approach. - Lead strategic account planning, including mutual performance objectives, implementation targets, milestones, and account-specific business plans. - Deliver compelling presentations, demonstrations, and corporate site visits that clearly communicate Omnicell’s business strategy and value proposition at multiple organizational levels. - Identify and pursue opportunities for cross-selling new products, add-ons, and replacement solutions while maintaining a robust pipeline and supporting company KPIs. - Negotiate and execute contract strategies as needed, with a focus on revenue retention, quota attainment, account growth, and long-term customer satisfaction. - Act as a customer liaison by helping ensure customer needs are met and issues are resolved quickly, professionally, and collaboratively. Qualifications - Bachelor’s Degree and 2+ years in a relevant sales environment OR High School Diploma and 3+ years in a relevant sales environment. - Advanced knowledge and experience with acute care hospitals and health systems. - Proven ability to develop and execute account-level strategic and tactical plans with measurable success. - Strong financial acumen and negotiation skills, including demonstrated success generating and negotiating hospital contracts. - Excellent verbal and written communication skills, with proficiency in Microsoft Office products and Salesforce CRM. - Knowledge of complex sales processes, such as Miller Heiman or Challenger. - Familiarity with relevant products, services, and solutions in a technology company. - Strong negotiation, conflict management, and customer service skills, including experience serving as an issue resolution liaison. - Demonstrated ability to build executive partnerships by understanding customer business priorities, political drivers, and opportunities to create value. - Strong cross-functional collaboration skills with the ability to develop, maintain, and strengthen partnerships inside and outside the organization. - Ability to influence others and gain support for ideas, proposals, projects, and solutions. Requirements - This role operates in a collaborative Sales Team “pod” structure organized around the customer, with designated resources focused on driving customer value. - Field-based position with a home office environment. - Ability and willingness to travel 50%+ as needed. - Physical requirements may include sitting, standing, walking, using a keyboard, and lifting demo equipment during trade show events. Benefits - $85,000 base salary + $125,000 variable incentives - $210,000 OTE Company Description Since 1992, Omnicell has been committed to transforming pharmacy care through outcomes-centric innovation designed to optimize clinical and business outcomes across all settings of care. We strive to be the healthcare provider’s most trusted partner by our guiding promise of “Outcomes. Defined and Delivered.” - Our comprehensive portfolio of robotics, smart devices, intelligent software, and expert services is helping healthcare facilities worldwide to improve business and clinical outcomes as they move closer to the industry vision of the Autonomous Pharmacy. - We are deeply committed to Environmental, Social, and Governance (ESG) initiatives. - Our ESG efforts focus on creating an inclusive culture and a healthier world. - We prioritize sustainability in our operations, aiming to reduce our environmental footprint and promote responsible business practices.