Role Description We are hiring an outbound-focused Account Executive to drive net-new growth for Quandary's Core AI, automation, and operational consolidation business. This is a hunter role. You will be responsible for: - Identifying target accounts - Starting conversations from scratch - Developing partner-led opportunities - Running complex B2B sales cycles from prospecting through close The initial go-to-market wedge for this role is AI, automation, and operational consolidation. You will focus on companies struggling with: - Manual workflows - Disconnected applications - Spreadsheet-driven processes - Repetitive work - Poor visibility - Teams that know they need better automation but do not have a clear path to implement it This is not a transactional hardware, printer/copier, office equipment, or commodity technology sale. Our clients need a seller who can: - Understand operational pain - Identify where AI, automation, and consolidation can create business value - Bring in the right technical and delivery resources at the right time What You'll Do - Build and manage your own outbound pipeline focused on net-new logo acquisition - Prospect into target accounts using phone, email, LinkedIn, events, referrals, and partner relationships - Lead with AI, automation, and operational consolidation pain points such as: - Manual work - Repetitive processes - Disconnected systems - Workflow bottlenecks - Reporting gaps - Teams outgrowing their current tools - Own the full sales cycle from prospecting and discovery through proposal, negotiation, and close - Work inbound and partner-sourced opportunities from Quickbase, Workato, Dialpad/Broadvoice, advisor relationships, and other ecosystem partners - Run discovery with executives, operations leaders, IT leaders, and department stakeholders - Position Quandary's services around business value, automation outcomes, operational consolidation, efficiency, visibility, scalability, and transformation - Sell core solution areas including: - AI-enabled workflows - Business process automation - Low-code applications - Systems integration - Operational consolidation - Reporting - Navigate complex, variable use cases where the solution is not the same every time - Bring in solution engineers, delivery leaders, and internal subject matter experts to support scoping and feasibility - Collaborate with leadership on messaging, talk tracks, target accounts, partner strategy, and go-to-market execution - Maintain accurate pipeline, activity, and forecasting in Salesforce - Ensure clean handoffs from closed deals into delivery and account management Qualifications - Proven success in full-cycle B2B sales, especially in AI, automation, SaaS, low-code, integration, consulting, or complex technology-enabled services - A true outbound hunter mindset, with comfort creating conversations from scratch - Experience selling to executives, operations leaders, IT leaders, and department stakeholders - Strong discovery skills and the ability to connect operational pain to automation, consolidation, and business impact - Ability to sell solutions that are not identical every time and adapt across multiple business use cases - Comfort selling AI, automation, workflow modernization, operational consolidation, systems consolidation, or business process transformation initiatives - Ability to understand enough about AI, automation platforms, integrations, low-code applications, and communications technology to position value and bring in technical resources when needed - Experience working with partner, channel, referral, or advisor-led sales motions - Strong ownership, follow-through, and CRM discipline - Resilience, curiosity, and comfort operating in a growth environment where the playbook is focused but still evolving Nice To Have - Experience with Quickbase, low-code platforms, workflow automation, business process consulting, integrations, AI-enabled applications, or custom business applications - Experience selling into operations-heavy environments where teams rely on spreadsheets, legacy tools, manual work, or disconnected systems - Familiarity with Workato, Zapier, Make, middleware, APIs, or integration-led sales motions - Familiarity with UCaaS/CCaaS solutions such as Dialpad, Broadvoice, or similar platforms - Experience selling to mid-market companies undergoing operational change, growth, consolidation, or process modernization What Success Looks Like Success in this role means building a predictable pipeline of high-quality net-new opportunities and turning outbound, partner, and referral channels into repeatable revenue. You will be expected to: - Land focused conversations around AI, automation, and operational consolidation - Expand those opportunities into integrations, communications workflow, and broader technology-enabled services where appropriate - Help turn Quandary's Core go-to-market motion into a scalable engine for new logo growth Compensation - Base Salary: $80,000 - OTE: $180,000 - Benefits: Health/ Vision/ Dental/ Life/ Accident Insurance - 401K - Profit Sharing - PTO Equal Opportunity Quandary is an equal opportunity employer. We value diverse perspectives and are committed to building a team where people can do great work and grow.

• Drive BI solution-selling (Consultative/Challenger) to consistently exceed quarterly and annual quotas • Manage full-cycle pipeline using MEDDPICC and 3 Whys frameworks with high-research outbound • Partner with Solutions Engineering to lead POCs and workshops, earning trust with deeply technical buyers • Actively invest in Tech & SI partnerships to build top-of-funnel pipeline and ensure customer success • Develop robust business cases for renewals/cross-sells and deliver accurate weekly GTM forecasts

• Understand the needs of our target prospects and articulate the value that Abacum product vision and value proposition • Have the ability to communicate with C-level executives and senior managers (CFOs, Head of Finance, Head of FP&A, etc.) • Are an expert on how to manage multiple stakeholders • Will manage inbound leads and the entire sales process for mid-market customers • Will be responsible for pipeline generation and full cycle sales • Will become a product expert, working closely with our Product team in identifying clients’ pain points and priorities to inform and influence the product roadmap

Role Description Insight Public Sector (IPS) is expanding our sales organization and seeking a field-based Client Executive to join our Public Sector SLED team to support the state of Washington. In this critical role, you will manage and drive sales efforts for the SLED market segment. You will be instrumental in developing and executing growth strategies, as well as a comprehensive go-to-market approach in order to expand existing business within the SLED sector. - Responsible for qualifying and closing business opportunities within the SLED segments by selling complete IT solutions to accounts in a defined geographic territory. - Act as a trusted advisor to SLED clients, identifying opportunities to leverage Insight’s complete technology offering, including hardware, software, services, and solutions. - Develop solid business relationships within various decision-makers and influencers (elected officials, city managers, CIOs, CISOs, etc.) at all levels at each target account. - Understand each target customer’s business model, map their organization, and identify their unique technology needs. - Engage local partner field representatives from Microsoft, Cisco, HP, Dell, and VMware, collaborating on sales efforts and partnerships with target accounts. - Participate in ongoing product and skill training opportunities provided by IPS and outside sources to develop product knowledge and sales skills. - Identify new accounts and introduce the IPS value proposition to key decision makers within the account. - Position IPS’s solutions as a strategic advantage to our customers' long-term needs. - Use quarterly forecasting and pipeline management to manage sales growth. - Manage geographic territory using professional territory management skills. - Utilize Microsoft CRM application for professional account management tools and follow-up procedures. - Provide consistent and timely follow-up communication and action steps after every sales call. - Collaborate on sales strategies, discuss account trends, advise changes within accounts, and coordinate quotes and sales opportunities with Account Managers. Qualifications - 5+ years of experience selling technology hardware, software, or complex technical solutions to public sector customers, specifically in the SLED segment. - Experience managing clients with complex managed service agreements with annual contracts exceeding $10 million. - Strong network of contacts to immediately start calling. - Comfortable cold calling and experience in a sales “hunter” role, prospecting for new logo clients. - Documented history of making/exceeding quotas. - Bachelor’s Degree in Business Administration, Marketing, Computer Engineering, Computer Science, Management Information Systems, or equivalent experience. - Excellent communication skills and strong presentation skills. - Ability to travel up to 25% as needed. Benefits - Freedom to work from another location—even an international destination—for up to 30 consecutive calendar days per year. - Core values of Hunger, Heart, and Harmony, guiding everything we do.