At NAVEX, we’re making the world a better place. A safer place. A more ethical place. A place where anyone, anywhere can have a voice. That’s a serious impact. NAVEX provides a full suite of integrated risk and compliance management software products. We’re an industry leader with exciting plans to continue growing, and we’re looking for driven, enthusiastic Account Executives to be a part of this growth. If you’ve been looking for a company where you can feel like the product you sell is making a positive impact in the world, then look no further! We help companies protect their people, their reputation and their bottom line. In this role, you’ll proactively partner with existing customers to identify opportunities for cross-sell and upsell. You’ll identify and engage with the decision makers within an organization to uncover their needs, demonstrate the value of our products and assist them through the implementation process. The ideal candidate will be relationship driven, energetic and passionate about selling new business in a team environment. A competitive edge with a drive for results and to make money will certainly influence your success with us as well! What you’ll get: - Meaningful Purpose. Your work helps organizations operate with integrity and protect their people—at a scale few companies can match. - High-Performance Environment. We move with urgency, set ambitious goals, and expect excellence. You’ll be trusted with real ownership and supported to do the best work of your career. - Candid, Supportive Culture. We communicate openly, challenge ideas—not people—and value teammates who embrace bold thinking and continuous improvement. - Growth That Matters. You can count on authentic feedback, strong accountability, and leaders invested in your success so you can achieve real growth. - Rewards for Results. We provide clear, competitive compensation designed to recognize measurable outcomes and real impact. What you’ll do: - Proactively build and maintain relationships with prospective and existing customers to meet their needs, leveraging your prospecting techniques to expand SaaS offerings to advance our sales goals - Create new opportunities and drive cross-sell and upsell, presenting the value of integrating our NAVEX One platform solutions - Create and leverage your network of internal and external partners to improve access to resources and expertise to best engage our customers and support the sales cycle - Utilize and coordinate cross-functional internal resources to advance the sales cycle, ensuring a healthy customer relationship - Navigate buying groups across different functions and use your knowledge of the complexity of a multi-party/enterprise sale - Deliver persuasive presentations in an engaging and compelling manner, storytelling actual business scenarios to key decision-makers - Effectively develop and prioritize a pipeline of opportunity beyond what is needed to achieve your sales goals, accurately forecasting sales - Attend in-person 1-week intensive training and on-going virtual weekly product trainings, staying well informed on industry trends and up to date on NAVEX’s always evolving solutions  - Crush your sales quota, negotiating and closing opportunities What you’ll bring: - 4+ years of a successful B2B SaaS sales career track and experience targeting mid-market customers (1,000+ headcount). - Familiarity with value selling, strategic selling, and knowledge of best practice models such as Miller Heiman, Solution Selling, Challenger, etc. - Strong prospecting, planning, organizational and time-management skills. This is a fast-paced role that requires initiative and the ability to stay on top of your day is key! - Strong presentation skills, having a persuasive and patient, yet compelling and compassionate approach. You’ll be forging strong relationships with customers and must be able to earn their trust - Technical ability to be proficient with Salesforce and Microsoft Office - Ability to approach, recognize and anticipate process and operational problems and effectively identify areas for improvement - Culture Agility. Comfort working in a fast-paced, candid environment that values innovation, healthy debate, and follow-through - AI Readiness. Curiosity and willingness to use AI and emerging technologies to elevate your work and deliver smarter outcomes - Ability to drive results through your job competencies of sales strategy and process, product and industry knowledge (Sales), and persuasive sales engagement while leveraging NAVEX’s core values Our side of the deal: - We’ll be clear, we’ll move fast, and we’ll invest in your success. You deserve to be supported, challenged, and rewarded for the impact you make—and we commit to doing that every step of the way. - The starting pay for this role is $85,000 per annum and the target variable pay for this role is $85,000. Target variable pay is based on individual achievement factors and is not guaranteed. Discover how you can grow, lead, and make an impact by visiting our career page to learn more. NAVEX is an equal opportunity employer committed to including individuals of all backgrounds, including those with disabilities and veteran status.

• Own gross renewals across a defined portfolio of enterprise and strategic accounts • Run the full renewal lifecycle, including: • Early risk identification • Stakeholder alignment • Commercial positioning • Negotiation and close • Defend existing ARR and prevent churn through proactive engagement and value articulation • Treat renewals as commercial motions, not administrative tasks • Operate with urgency and discipline to ensure on-time, predictable renewals • Drive expansion ARR on top of renewals through: • Cross-sell and upsell motions • New teams, departments, regions, and workflows • Consistently grow accounts (e.g., $20K → $80K+ ARR) through structured expansion planning • Identify whitespace and expansion triggers inside existing customers • Build credible expansion narratives tied to business outcomes, not feature lists • Manage ~35 accounts with a fast, repeatable operating cadence • Balance depth and speed without sacrificing commercial rigor • Prioritize accounts intelligently based on: • Renewal timing • Expansion potential • Risk signals • Build and maintain multi-threaded relationships across: • Business owners • Functional leaders • Procurement and finance • VP, SVP, and C-level executives • Understand customer business models • Position renewals and expansions in terms of: • Business impact • ROI • Productivity and efficiency gains • Confidently lead renewal and expansion negotiations • Speak credibly about: • AI-driven productivity and speed-to-market • Human-in-the-loop quality models • Business value of AI, not just technology • Translate Smartcat’s platform into clear, outcome-driven value for customers • Partner closely with Field Delivery Engineers (FDE) for technical and solution needs • Operate without dedicated CSM support on these accounts • Own customer momentum, alignment, and outcomes end-to-end • Escalate risks early and clearly • Own your renewal and expansion forecast • Call risk early and accurately • Generate and manage pipeline proactively • Maintain clean CRM hygiene and predictable execution • This role requires strong performance with strong character.

• Identify, target, and win new automotive dealership accounts within your assigned US territory (excluding Top 100–150 groups) • Focus exclusively on driving CARS (AI) product sales, securing fast, repeatable wins • Develop and execute territory-specific sales strategies aligned with overall company objectives • Build strong relationships with dealership principals, general managers, and digital leaders • Deliver compelling product demonstrations and consultative sales presentations tailored to dealership needs • Create proposals and ROI analyses that clearly articulate the commercial value of CARS solutions • Accurately manage pipeline activity, forecasting, and reporting within the CRM system • Surface signals and opportunities for broader platform engagement, without directly pursuing platform sales • Collaborate closely with implementation and customer success teams to ensure smooth onboarding and early value realisation • Gather and share competitive intelligence and market feedback to inform product and go-to-market strategy • Represent Pinewood.AI at industry events, trade shows, and networking opportunities • Partner with marketing to execute territory-specific campaigns and outbound initiatives

• Develop and lead strategy, partnerships and teams supporting Cytiva's largest global accounts • Create and lead executive interactions, collaborations, and negotiations • Resolve complex business problems applying critical thinking