• Develop and execute strategic sales plans to grow CTV advertising revenue within the healthcare and pharmaceutical categories. • Cultivate and maintain relationships with key decision-makers at agencies, holding companies, and direct brand clients. • Manage the full sales cycle — from prospecting and pitching to negotiation and contract execution. • Partner with Ad Operations, Marketing, and Client Success teams to ensure seamless campaign delivery and client satisfaction. • Collaborate with internal stakeholders to create innovative advertising solutions tailored to client goals and compliance requirements specific to the healthcare industry. • Lead and participate in upfront and scatter market negotiations, optimizing inventory and revenue opportunities. • Stay informed on CTV trends, competitive landscape, privacy regulations, and evolving pharma marketing compliance standards. • Consistently achieve and exceed quarterly and annual revenue targets. • Represent the company at industry events, conferences, and client meetings.

**Key responsibilities: ** **Full-Cycle Revenue Ownership** - Drive new logo acquisition and expansion within strategic enterprise accounts. - Apply strict ICP criteria to qualify opportunities — focusing only on high-value, long-term partnerships. - Lead multi-threaded F1000 sales cycles with discipline, balancing speed, deal size, and deal quality. - Negotiate enterprise agreements that align client success with Fuel50’s growth objectives. - Partner with Solutions Consultants as true co-pilots throughout the sales and expansion process. - Customer-Centric, Value-Based Selling Lead executive-level conversations focused on HR transformation outcomes. - Apply MEDDIC and value-based selling methodologies to qualify rigorously, forecast accurately, and close effectively. - Run structured discovery sessions that map prospect objectives directly to Fuel50’s capabilities. - Translate demonstrations into ROI-driven business cases that resonate with CHROs and CFOs alike. - Build strong, multi-level relationships across large organizations, mapping influence networks and decision-making authority. **AI-Enhanced Productivity & Modern Selling** - Leverage AI/LLMs to elevate productivity in account research, outreach, proposals, & competitive prep. - Apply AI tools to streamline deal preparation, meeting follow-up, and strategic account planning. - Maintain accurate, AI-assisted forecasting and account intelligence in Salesforce. - Stay ahead of market shifts with continuous learning on HR tech and AI trends. **Performance Metrics** - Consistently achieve and exceed quota targets. - Deliver net-new ARR and expansion revenue within enterprise accounts through value-driven selling. - Maintain strict deal quality standards avoiding misaligned or short-term wins. - Improve win rates, average deal sizes, and sales cycle efficiency over time.

• Source, develop, and close new business opportunities to consistently exceed quarterly sales targets • Build a deep understanding of Aerospike’s products, value proposition, and competitive landscape • Develop and execute effective territory planning and account management strategies • Proactively engage target prospects and evangelize Aerospike solutions and customer success stories with Development leaders and technical teams • Deliver compelling presentations using industry knowledge, market trends, and customer case studies to clearly articulate Aerospike’s value • Qualify, document, and manage all opportunities within Salesforce (SFDC) • Develop and execute sales strategies in a fast-paced, small-team environment • Provide the highest level of customer service and act as a trusted advisor to customers • Contribute to broader sales strategy and share best practices and success stories with peers • Attend and support regional events, meetups, and customer-facing activities

• Impact Yelp’s Enterprise business by working across a territory of strategic accounts while prospecting for new accounts that are a strong fit for Yelp’s advertising solutions • Own the full sales cycle from prospecting to close • Map client organizations and build relationships with multiple contacts focusing on decision-makers • Understand client’s business objectives and challenges and align Yelp’s proven advertising solutions to accomplish their goals • Partner with clients to develop a cohesive strategy utilizing Yelp’s suite of full funnel products, Search campaigns and customer engagement tools • Identify budgets within the client’s organization tied to driving in-store sales, ecomm, and awareness to fund new Yelp campaigns • Collaborate with Yelp’s Enterprise Customer Success teams to ensure strong client experiences and program performance post-sale