Role Description Luna Innovations is the global leader in distributed fibre-optic sensing: no one else matches the breadth and depth of our portfolio. Our market position, combined with the timing and direction of the market, means we are currently facing a significant growth opportunity. The Regional Sales Director reports directly to the VP Sales & Marketing, Sensing Business Unit, and holds full commercial responsibility for Luna's sensing business across their region. This is a role for a builder. Beyond running the regional sales effort, the Director will bring the teams closer together into one, define the regional go-to-market plan, and put in place the team, territory and channel structure needed to win and grow efficiently. The core responsibility of the role is to grow revenue across the region, and build the regional organisation able to consistently deliver results. Key Responsibilities - Grow revenue - Lead the team to win new business and grow existing accounts, personally leading from the front on key accounts and opportunities. - Build key-account capability across high-priority accounts, cross-selling the full portfolio to maximise revenue potential. - Partner with the Regional Operations Director to ensure proposals and customer commitments are deliverable. - Build, integrate and develop the team - Rapidly build a regional sales organisation, integrating previously siloed teams into one team with shared objectives. - Assess capability and potential objectively, and make sure the right people are in the right roles. - Coach and develop a high-performing team, leading by example and setting a standard of customer obsession and accountability. - Lead the region commercially - Carry full responsibility for sales performance across the region: revenue, margin, pipeline and forecast accuracy. - Own a clear, prioritised view of the region and translate Business Unit strategy into a regional plan with measurable targets. - Run a disciplined operating rhythm covering pipeline, forecasting, deal qualification and review, so that what we commit, we deliver. - Own the regional go-to-market plan - Own the regional go-to-market plan against which sales coverage is designed and deployed, and against which regional investment and divestment decisions are made. - Design territories by geography and end-user market to deploy sales-manager resource aligned to where the opportunity sits. - Build a regional partner ecosystem to scale an indirect channel and extend reach efficiently where direct coverage is not justified. - Contribute as a member of the Sales Leadership team - Help shape Business Unit commercial strategy as a member of the Sales Leadership team. - Feed regional customer, competitor and market intelligence back into product, marketing and Business Unit leadership, where it directly informs investment and roadmap priorities. - Resolve issues at the level they arise, and help build a culture of direct, accountable problem-solving. - Represent Luna credibly at customer, partner and industry level, including at conferences, exhibitions and customer events. Qualifications - A technical degree in a relevant field, or equivalent industry experience. - Business-fluent English is essential. Additional languages relevant to the assigned region are an advantage. - Digitally fluent with strong CRM and sales-tooling skills; quick to adopt new technologies and to apply AI in innovative ways to improve productivity. Key Competencies - Technical aptitude. - Able to learn fast and engage credibly with deep-tech solutions and technical customers. - High IQ and EQ. - Strong analytical and strategic horsepower, matched by genuine emotional intelligence and the ability to read and lead people. - Strategic thinker and exceptional operator. - Outstanding leader of people. - A track record of building, integrating and developing high-performing commercial teams. - High integrity. - Self-starter. Experience and Background - Commercial leadership. - Demonstrable success leading sales in a technical or industrial B2B environment, including building and integrating teams. - Selling complex solutions. - Experience selling complex technical solutions to enterprise and infrastructure customers, including framework and strategic account agreements. - Channel and partner development. - Experience building and managing indirect channels (agents, resellers, service partners) to extend coverage. - Go-to-market and territory design. - Has owned go-to-market planning, territory design and sales-coverage decisions, ideally tied to investment cases. - Regional knowledge. Travel - Approximately 50% travel within the assigned region. Equal Employment Opportunity Luna Innovations is an Equal Employment Opportunity Employer. Luna provides equal employment opportunities to all employees and applicants without regard to race, color, ancestry, national origin, gender, sexual orientation, marital status, religion, age, disability, gender identity, genetic information, or veteran status. Equal employment opportunity applies to all terms and conditions of employment, including hiring, placement, promotion, termination, layoff, recall, transfer, leave of absence, compensation, and training. Luna expressly prohibits any form of unlawful employee harassment or discrimination.

• Sales & Customer Support • Proactive management and development of existing customers within the target groups: lighting designers, architects, wholesalers and electricians • Targeted acquisition of new customers in the Northern Germany region • Building and maintaining long-term customer relationships with design firms, architectural offices, electrical contractors and specialist wholesalers • Market Development & Strategy • Identification of market potential and development of regional sales strategies • Monitoring market and competitor trends in the lighting industry • Close collaboration with internal marketing and product teams to position our product range • Presentation & Consulting • Professional presentation of our product portfolio (Decorative, Outdoor, Technical Lighting) at customer sites • Competent advice on product range solutions, new products and technical product features • Participation in trade shows and industry events

• The Pre-Sales Intern will support the Presales and Sales organizations by helping maintain opportunity data, assisting with sales enablement activities, coordinating with technology partners and vendors, and contributing to the development of go-to-market campaigns and sales plays. • This role provides hands-on experience across business development, solution architecture, vendor management, marketing alignment, and opportunity management. ****

Role Description This role serves as the strategic lead for PepsiCo, managing senior relationships across Tropicana, Gatorade, and the broader PepsiCo corporate organization while maximizing the value of Circana's Consumer and Shopper Insights solutions. The individual will partner closely with client stakeholders to deliver high impact ad hoc analyses, uncover actionable insights, and support key business decisions across multiple brands and business units. In addition, this leader will oversee the PepsiCo receipt panel delivery team, ensuring excellence in execution and client satisfaction, while directly managing one team member. Success in the role will be driven by the ability to translate data into compelling stories, proactively identify growth opportunities, and serve as a trusted advisor to both clients and internal account teams supporting the PepsiCo business. Job Responsibilities - Drive Client Growth: Identify and pursue opportunities to expand client relationships by aligning Circana’s data and software solutions with their strategic goals. - Deliver Insight-Led Solutions: Translate complex data into actionable insights that help clients make informed decisions and achieve measurable outcomes. - Manage the Sales Cycle: Lead end-to-end sales processes including prospecting, needs assessment, solution development, negotiation, and closing. - Collaborate Cross-Functionally: Partner with internal teams (e.g., Client Insights, Product, and Analytics) to deliver integrated solutions and ensure client success. - Maintain Industry Expertise: Stay current on trends in retail, CPG, or general merchandise to position Circana as a thought leader and trusted advisor. - Build Strategic Relationships: Develop and maintain strong relationships with key stakeholders across client organizations, including decision-makers and influencers. - Utilize Sales Tools and Platforms: Leverage Circana’s proprietary platforms (e.g., Unify+, Liquid Data, Intelligence Suite) to support client engagements and solution delivery. - Achieve Revenue Targets: Meet or exceed individual and team sales goals through disciplined pipeline management and strategic account planning. - Champion Client Success: Ensure client satisfaction by proactively addressing challenges, identifying growth opportunities, and delivering consistent value. - Advanced Analytic Skills: Demonstrated ability to conceive, manage, and deliver fact-based analyses, with a focus on consumer solutions, providing clients with clear, actionable insights to inform strategy. Qualifications - 5-10 years of experience in data analysis, client services, retail or CPG. - Experience with consumer panel data or customer data and an understanding of how consumer data can be used to identify business building opportunities for clients. - Commercial experience, with track record of working with clients to activate insights. Requirements - Stay Curious: Being hungry to learn and grow, always asking the big questions. - Seek Clarity: Embracing complexity to create clarity and inspire action. - Own the Outcome: Being accountable for decisions and taking ownership of our choices. - Center on the Client: Relentlessly adding value for our customers. - Be a Challenger: Never complacent, always striving for continuous improvement. - Champion Inclusivity: Fostering trust in relationships engaging with empathy, respect, and integrity. - Commit to each other: Contributing to making Circana a great place to work for everyone. Benefits - Comprehensive package of benefits including paid time off, medical/dental/vision insurance, and 401(k) to eligible employees.