• Managing the largest and most high value customers Amplitude has in the region. • Running full enterprise sales cycles with a value-first mindset — discovery, demos, and exec presentations tailored to what you heard, not templated • Building pipeline through outbound, AI-assisted tools, SDR partnership, marketing programmes, and the partner ecosystem • Applying MEDDPICC with real rigour — qualifying hard, building Champions, getting to Economic Buyers early, and forecasting with confidence • Becoming a product evangelist across Marketing, Product, and Engineering personas — selling technical and commercial value at every level • Working the full internal village: SDRs, Solutions Consultants, Partners, Customer Success, Legal — everyone aligned around customer value • Supporting the team with coaching and acting as a senior example.

• Own a named portfolio of Federal Civilian, DOJ, and/or SLED accounts, accountable for pipeline creation, expansion, and bookings • Lead end to end sales cycles from discovery through close, including coordination of RFPs, RFIs, task orders, and contract renewals • Develop and execute strategic account plans aligned to agency missions, funding cycles, and procurement timelines • Build and maintain multi threaded relationships across agency stakeholders, including Program and mission owners, Technical and architecture leaders, Procurement and contracting officers, Executive leadership (SES, CIO/CTO organizations) • Act as a trusted advisor by linking customer mission outcomes to platform capabilities and value realization • Build and maintain a qualified pipeline aligned to quarterly and annual bookings targets • Provide accurate forecasting and deal inspection within CRM, reflecting public sector timing and risk factors • Ensure compliance with Federal and SLED procurement rules, internal approval frameworks, and pricing guidelines • Collaborate closely with systems integrators, resellers, and channel partners to support deal strategy and customer coverage • Coordinate cross functionally with Sales Engineering, Professional Services, Customer Success, Legal, Finance, and Federal Operations • Navigate partner led and prime/subcontractor deal models where applicable

Role Description 1-800Accountant is looking for a Virtual Sales Representative to join our remote team. This is an ideal opportunity for driven professionals who excel at building relationships and serving as a trusted advisor to clients. You will have a direct impact on the success of small businesses while enjoying a flexible work environment that values your contributions. - Proactively manage a high-volume pipeline of qualified leads and prospects. - Deliver high-impact visual presentations and product demonstrations via Google Meet to drive client engagement. - Educate clients on the value of professional accounting and tax services through a consultative, empathetic sales approach. - Strategically manage client relationships and provide exceptional follow-up to advance the sales cycle. - Master our CRM system and other sales tools to efficiently manage your pipeline and client information. - Other duties as assigned. Qualifications - A professional with 2-4 years of sales experience and a proven track record of meeting and exceeding sales targets. - An expert communicator who is skilled at building trust and rapport with clients via phone and video calls. - Highly disciplined, self-motivated, and goal-oriented with excellent time management skills. - Comfortable and adaptable with new technology, using it to enhance your workflow and client interactions. - A collaborative team player who thrives in a supportive environment and is open to coaching and mentorship. Requirements - Work Location: Remote - Standard Operating Hours: 9:00am-5:30pm EST - Training: Comprehensive training program for the first two weeks of employment - Employment Type: Full-time, Non-exempt - Equipment: The company does not provide equipment for this role. However, we utilize Venn, a secure technology solution that creates a protected workspace on your personal device. - Approved Remote Work States: AL, AZ, FL, GA, ID, IN, MD, MN, MO, NJ, NC, OR, PA, TN, TX, UT. Benefits - Commission: Uncapped commission structure with a clear and transparent plan, providing significant upside potential for top performers. - Expected On-Target Earnings (OTE): The average OTE for this role is between $60,000 and $120,000, with top performers exceeding this range. - Eligibility: Benefits begin the 1st of the month after 60 days of employment. - Company-Paid Benefits: Basic Life Insurance and Long-Term Disability. - Optional Benefits: Various medical, dental, vision, and disability insurance options through Anthem BCBS, as well as Short-Term Disability, Critical Illness, Accident Insurance, Flexible/Dependent Care Spending, Health Savings Accounts, and Pet Insurance. - 401K: Available after 6 months of employment with a company match and vesting schedule. - Paid Time Off (PTO): 10 days of PTO, 5 company holidays, 2 floating holidays and sick leave policies vary based on state-specific labor laws.

Role Description 小売業のアカウントエグゼクティブとして、Elastic Search AIプラットフォームを活用したデジタルトランスフォーメーションを推進する責任を担っていただきます。セキュリティ、オブザーバビリティ、検索AIに関する専門知識を活かし、高価値アカウントのポートフォリオを管理し、複雑な運用課題やデータ課題を解決していただきます。この役割には、新規顧客開拓と既存顧客維持の両方のマインドセットが求められ、価値提案型の営業と長期的な経営幹部との関係構築に重点を置いています。 What You Will Be Doing - 戦略的アカウント管理： - 小売および製造業の各セクターにおける成長を最大化するため、包括的なテリトリー（担当領域）計画を策定・実行する - 経営層との関係構築：CTO、CISO、CIOなどの「Cレベル」や「ディレクターレベル」の幹部と関係を構築・維持し、Elasticのソリューションを顧客のビジネス目標と整合させる - 価値提案型営業（バリューベース・セリング）： - 顧客の課題（ペインポイント）を深く理解するためのヒアリングを行う - TCO（総所有コスト）やROI（投資対効果）の分析を通じて、Elasticの技術がもたらすビジネス上のインパクトを定量化する - リーダーシップ： - 担当アカウントの「CEO」として振る舞い、社内リソースを統率・調整し、導入の成功と長期的な活用を確実にする - プロジェクトの統括・推進： - 営業プロセスから導入に至るまで顧客プロジェクトを主導・支援し、約束したビジネス価値が確実に提供されるようにする - 部門間連携： - ソリューションアーキテクト、カスタマーアーキテクト、マーケティング、チャネルチームと連携し、強固なパイプラインを構築するとともに、担当領域内での影響力を拡大する Qualifications - 営業スキル（Sales Excellence）： - SaaSまたはエンタープライズ向けソフトウェアの営業において、目標（クォータ）を達成・超過した実績 - セキュリティ（SIEM/EDR）またはオブザーバビリティ（APM/ログ管理）製品の販売経験があれば尚可 - バリュー・セリング手法（Value Selling Methodology）： - MEDDPICC、Challenger Sale、Value Engineeringなどの手法・フレームワークに関する専門知識 - 業界知識： - 小売業界（Eコマース、サプライチェーン）の市場環境やビジネス構造に対する深い理解 - 実行におけるリーダーシップ： - 多岐にわたる専門家で構成されるアカウントチームを主導し、多数のステークホルダーが関与する複雑な調達プロセスを管理・推進する能力 - 技術的リテラシー： - Elasticの現在の「Search AI」戦略の中核である生成AI（RAG）やベクトルデータベースの概念について、円滑に議論できる知識 - 予測能力（Predictability）： - 高い売上予測スキル、およびSalesforceや類似のCRMツールを使用した業務経験 Benefits - 競争力のある給与 - 健康保険の提供 - 柔軟な勤務時間と場所の選択肢 - 年間の休暇日数が豊富 - 最大$2000（または現地通貨相当）までの寄付金マッチング - 年間最大40時間のボランティアプロジェクトへの参加 - 最小16週間の育児休暇