Role Description Frame Security is seeking a highly energetic, versatile, and results-driven Account Executive to join our rapidly growing sales team. This is a hands-on, dynamic role primarily focused on prospecting, qualifying, and closing new business opportunities with the goal of rapid logo acquisition and uncapped earning potential within the Brazil market. This AE role will cover MM (Mid-market) and ENT (Enterprise) segments. Key Responsibilities: - Hunt, qualify, and close new business. You are responsible for the entire engine, from the first cold outbound touch to the final signature. - Progress pipeline generated through a modern multi-channel outreach engine, including demand gen campaigns, social media, tradeshows, channel partners, and more. - Lead technical and business deep-dives to find the gaps in a prospect’s security posture. Turn those gaps into a concrete business case for Frame. - Work with Sales Engineering to crush POCs. Ensure our tech meets their requirements and our value proposition meets their board’s expectations. - While Channel Account Managers manage the partner relationship, you own the partner's sales reps. You are responsible for building relationships, co-selling, and making sure Frame is the first platform they think of for their customers. - As an early sales hire, you aren't just following a script, you’re helping write it. Qualifications - Fluent in English and Portuguese - 2-5 years of experience in Account Executive or "Founding Sales" roles, specifically within high-growth B2B SaaS. - Proven track record of meeting or exceeding quotas in the midmarket & enterprise Cybersecurity space. - Ability to identify and build relationships with multiple stakeholders, from IT Managers & Security Architects to CISOs & CFOs. - Comfortable navigating the ambiguity of an early-stage environment and taking initiative without a formal "corporate" roadmap. - A proven ability to distil complex technical features into high-level business outcomes and compelling storytelling. Requirements - Fluent in English and Portuguese - 2-5 years of experience in Account Executive or "Founding Sales" roles, specifically within high-growth B2B SaaS. - Proven track record of meeting or exceeding quotas in the midmarket & enterprise Cybersecurity space. - Ability to identify and build relationships with multiple stakeholders, from IT Managers & Security Architects to CISOs & CFOs. - Comfortable navigating the ambiguity of an early-stage environment and taking initiative without a formal "corporate" roadmap. - A proven ability to distil complex technical features into high-level business outcomes and compelling storytelling.

Role Description As a member of the Revenue team at Lighthouse, you will be the face of the company for independent hotels, owning the full sales cycle from prospecting to close. This is a hunter role where you will: - Carry a quota and build your own pipeline. - Be accountable for outcomes and success. - Sell a comprehensive suite of AI-driven tools designed to streamline and elevate independent hotel operations. - Empower hoteliers to replace manual guesswork with automated pricing and reservation management. - Help hotels drive up to 21% more revenue. You will have the support of an agent AI infrastructure, enabling you to focus on building relationships, running sharp discovery, and closing deals. Qualifications - 2+ years in a closing sales role. - SaaS experience is a must. - Self-directed, coachable, and driven to continuously improve. - Strong business acumen with the ability to sell on value, not price. - Fluent (almost native) English speaker. Requirements - Experience with MEDDPICC or similar qualification frameworks is a plus. - Ability to engage stakeholders from GMs to C-suite. - Willingness to prospect and follow up diligently. Benefits - Flexible working environment: Work from home or at one of our global offices. - Flexible time off: Autonomy to manage your work-life balance. - Collaborative team: High-bar, friendly, creative, and passionate colleagues. - Career development: Workshops, frameworks, tools, training, and processes to realize your full potential. - Impactful work: Shape products relied on by 85,000+ users worldwide. - Mobility options: Mobility budget or company car (based on your job category). - Competitive compensation: Proactively maintained to value your work. - Net allowance: To support home office related expenses. - Vouchers: Lunch vouchers & eco vouchers. - Comprehensive health insurance: Extensive coverage for you and your dependents. - Pension funding: Group insurance to secure your future. - Referral bonuses: Earn rewards for bringing in new talent.

• Design, implement, and optimize the sales infrastructure, processes, and playbooks required for scalable, repeatable execution. • Own and execute high-stakes outbound sales cycles from initial prospecting through to close, targeting large insurance companies and MGAs. • Successfully navigate and close B2B core infrastructure and software transactions with an Annual Contract Value (ACV) of $150K+ and sales cycles lasting 5 to 8 months. • Actively drive pipeline growth with a heavy focus (70%+) on strategic outbound prospecting. • Experiment across channels to identify untapped market opportunities, and work closely with product and operations teams to ensure client solutions remain industry-leading.

• Drive territory P&L performance through strategic management of customer volume, sales, and profitability metrics • Execute systematic customer engagement with demonstrated excellence in call planning, analysis, presentation delivery, and follow-through • Build comprehensive relationships across customer organizations • Establish strong partnerships with key stakeholders across customer departments • Lead new product launches and sales initiatives through compelling presentations • Maintain impeccable administrative management through precise reporting • Deliver swift, solution-focused problem resolution • Leverage advanced merchandising expertise to highlight S&S Activewear's competitive advantages • Provide comprehensive product and service information across multiple channels • Create strategic pricing structures and proposals