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Headquarters: Finland; Remote - Denmark; Stockholm, Sweden

CSQ227R121

Locations - Sweden, Denmark, Finland (Hybrid/Remote)

At Databricks, we are on a mission to empower our customers to solve the world's toughest data problems with the Databricks Data Intelligence Platform. As a Delivery Solutions Architect (DSA), you are a trusted technical advisor to key customers, providing expert guidance that translates data, analytics and AI challenges into high-impact business value. You help design, implement, and scale data and AI solutions, focusing on architecture, operational excellence, and customer enablement. Internally, you will collaborate with our sales and field engineering teams to accelerate the adoption and growth of the Databricks Platform in your customers.

Delivery Solutions Architects (DSAs) are trusted technical advisors embedded within the customer organization, providing expert guidance that translates data and AI challenges into high-impact business value. They help you design, implement, and scale data and AI solutions, focusing on architecture, operational excellence, and team enablement. DSAs focus on:

• Designing secure, scalable architecture 
• Aligning people, processes, and technology 
• Establishing trusted advisor relationships
• Leveraging the broader ecosystem of Databricks experts 

This is a hybrid technical and commercial role. Technically, the expectations are that you become the post-sales technical lead and trusted advisor across all Databricks products for the customer’s top priority use cases. This requires you to use your technical skills and credibility to engage and communicate with technical/technical leadership stakeholders in our customer organizations, do architecture reviews, help with performance and cost optimizations, demonstrate new capabilities, remove blockers, etc. In parallel, it is commercial in the sense that you will drive growth in your assigned customers and use cases through leading your customers' stakeholders, building executive relationships, orchestrating other focused/specialized teams within Databricks, and creating and driving onboarding plans. 

While not a hands-on-keyboard role, this is a highly technical position where architectural skills in fields such as Data Architecture, Data Engineering, Data Warehousing or Data Science are essential.

You will report directly to a DSA Manager within the Field Engineering organization.

The impact you will have:

• Be the Databricks Architect working with customer technical teams working on use cases/data products, from development to go-live, addressing any technical challenges and blockers and providing guidance, best practices and enablement
• Lead the post-technical win technical account strategy and execution plan for the majority of Databricks use cases within our most strategic accounts
• Be the internal point of contact for any questions related to production/go live status of agreed upon use cases within an account, often for multiple use cases within the largest and most complex organizations
• Leverage both Shared Services, User Education, Onboarding/Technical Services and Support resources, along with escalating to expert-level technical teams to address the tasks that are beyond your scope of activities or expertise
• Create  and execute a point-of-view as to how key use cases can be accelerated into production, coordinating with Professional Services (PS) resources on the delivery of PS Engagement proposals
• Navigate Databricks Product and Engineering teams for new product Innovations, private previews and upgrade needs, presenting them to the customers when applicable for their ongoing developments
• internal and external updates - KPI reporting on the status of usage and customer health, risks and blockers, product adoption and use case progression - to your Field Engineering leadership

What we look for:

• Programming experience in PySpark, Python and Databricks (or similar data platform)
• Understanding and hands-on experience of solution architecture-related distributed data and analytics systems
• 5+ years of experience where you have been accountable for delivery of projects in Data, Analytics or AI and where you can contribute to technical debate and design choices with customers
• Experience in a customer-facing pre-sales, technical architecture, customer success, or consulting roles
• Understanding of how to attribute business value and outcomes to specific project deliverables
• Technical program coordination including account and stakeholder management
• Experience resolving complex and important escalation with senior customer technical stakeholders
• Track record of overachievement against quota, Goals or similar objective targets
• Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent experience through work experience
• Can travel up to 30%

 

About Databricks

Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

To apply: https://weworkremotely.com/remote-jobs/databricks-delivery-solutions-architect

Alternative Payments is building the financial operating system for SMBs, consolidating the disconnected tech stack that holds service-based businesses back.

Wir bei SoSafe haben das Ziel, der führende Anbieter für Human Risk Management Lösungen in Europa zu werden.

Company overview:

TraceLink is the world’s largest Agentic Business Network, enabling life sciences and healthcare companies to build and manage a scalable digital workforce of governed, no-code AI agents that execute and coordinate mission-critical supply chain operations alongside human teams. Powered by the Integrate-Once™ OPUS platform, TraceLink links more than 300,000 network participants, enabling multi-enterprise processes at global scale.

Founded in 2009 with the simple mission of protecting patients, today Tracelink has 5 global offices, over 800 employees and more than 1700 customers in over 60 countries around the world. Our expanding product suite continues to protect patients and now also enhances multi-enterprise collaboration through innovative new applications such as MINT.

Tracelink is recognized as an industry leader by Gartner and IDC, and for having a great company culture by Comparably.

Senior Customer Account Manager

Position Summary

The Senior Customer Account Manager (Track & Trace Agentic Business Processes)is responsible for protecting, growing, and strengthening TraceLink’s Track & Trace customer relationships with our most valuable customers. Serving as the primary commercial owner for the Track & Trace Agentic Business Process (T&T ABP) commercialization journey across an assigned portfolio of customers, the Senior CAM helps customers maximize the value of their serialization, compliance, and digital compliance operations while expanding adoption of TraceLink’s Track & Trace platform, compliance solutions, and Track & Trace-related Agentic Business Processes.

The Senior CAM owns the complete commercial lifecycle of the T&T ABP journey, including customer strategy, renewals, compliance expansion, pipeline development, forecasting, and the introduction of new Track & Trace and compliance-related Agentic Business Processes that improve compliance, productivity, and operational performance.

This is an outside sales/field-based role that requires hands-on executive relationship management, frequent on-site customer visits, and intentional territory planning. The CAM owns the complete commercial lifecycle of the T&T ABP journey, including account strategy, renewals, compliance expansion, pipeline development, forecasting, and the introduction of new Track & Trace and compliance-related Agentic Business Processes that improve compliance, productivity, and operational performance.

Many customers will simultaneously pursue a broader Supply Chain Agentic Business Process (SC ABP) transformation journey. In these situations, the CAM works collaboratively with the SC ABP sales organization while independently owning the T&T ABP commercial relationship, ensuring customers experience a coordinated commercial engagement across both commercialization journeys.

This role is ideal for a consultative enterprise account manager who excels at developing executive relationships, managing complex customer portfolios, executing disciplined commercial processes, and driving long-term customer value.

Key Responsibilities

Drive Outside Sales & On-Site Strategic Engagement

• Execute Field-Based Account Strategies: Proactively manage a high-touch, outside sales model with regular travel to customer sites to build intimacy, establish presence, and drive strategic initiatives.

• Lead In-Person Executive Sessions: Plan, coordinate, and lead high-impact, face-to-face Customer Operational Reviews (CORs), Executive Business Reviews (EBRs), commercial planning sessions, and strategic account reviews with C-suite and senior leaders.

• Build On-Site Relationships: Establish deep, trusted relationships across geographically dispersed teams, engaging on-site with business, compliance, supply chain, quality, and IT stakeholders.

Own the Track & Trace ABP Commercial Journey

• Serve as the primary commercial owner for the Track & Trace ABP commercialization journey across an assigned portfolio of customers.

• Develop and execute long-term account strategies that maximize customer value, recurring revenue, and commercial growth.

• Develop and maintain comprehensive account plans using TraceLink’s WISE operating platform (an AI-powered Sales assistant).

• Build trusted relationships with executive, business, compliance, supply chain, quality, and IT stakeholders.

• Coordinate, prepare, and conduct Customer Operational Reviews (CORs), Executive Business Reviews (EBRs), commercial planning sessions, and strategic account reviews.

• Develop deep expertise in each customer’s Track & Trace operating model, compliance processes, business priorities, and digital transformation initiatives.

Protect and Expand the Compliance Business

• Develop and execute renewal strategies that maximize customer retention and long-term customer value.

• Build and maintain a healthy pipeline of renewal, Track & Trace expansion, compliance expansion, and Track & Trace ABP opportunities sufficient to achieve assigned business objectives.

• Identify, qualify, and close expansion opportunities across the Track & Trace portfolio.

• Position Track & Trace-related Agentic Business Processes that improve compliance execution, operational efficiency, and customer business outcomes.

• Position additional compliance capabilities including MINT Serialized Shipment, POET Compliance Exceptions, and future compliance-related products and services.

• Build business cases demonstrating operational, compliance, and financial value.

• Execute targeted commercial campaigns that reinforce TraceLink’s differentiated value proposition.

Execute Commercial Excellence

• Execute opportunities using TraceLink’s commercial methodology and sales process.

• Apply disciplined MEDDPICC qualification throughout the opportunity lifecycle to improve opportunity quality and forecast predictability.

• Maintain accurate forecasts, account plans, opportunity strategies, customer engagement plans, and commercial documentation within WISE and CRM.

• Ensure pipeline hygiene by maintaining accurate opportunity stages, close dates, next steps, qualification criteria, account strategies, and forecast commitments.

• Utilize TraceLink value frameworks, business value tools, and commercial assets to execute consistent customer engagement and opportunity progression.

• Participate in forecast reviews, opportunity reviews, account strategy reviews, and business operating cadences.

Partner on Supply Chain Transformation

• Identify customer initiatives involving broader supply chain transformation, operational digitalization, or AI-enabled operations.

• Introduce qualified Supply Chain ABP opportunities supported by documented customer objectives, business value hypotheses, executive stakeholder alignment, and MEDDPICC qualification.

• Partner closely with SC ABP teammates to coordinate customer engagement while maintaining ownership of the Track & Trace ABP commercialization journey.

• Present a unified TraceLink commercial strategy that enables customers to pursue both commercialization journeys simultaneously.

Protect Customer Success

• Proactively identify commercial, operational, competitive, and customer health risks.

• Coordinate internal resources to resolve customer issues and protect recurring revenue.

• Collaboratively partner closely with Customer Success, Professional Services, Product Management, Marketing, Solution Consulting, and Support to ensure successful customer outcomes.

• Represent customer priorities internally and advocate for customer success across the organization.

Success Measures

The Senior Customer Account Manager is measured on:

• T&T Revenue Retention (Gross Revenue Retention)

• T&T Expansion Annual Recurring Revenue

• Successful Introduction of Track & Trace Agentic Business Processes

• Acquisition of Customer Operational Reviews (CORs) and Executive Business Reviews (EBRs)

• Qualified Supply Chain ABP Opportunity Referrals

• Forecast Accuracy

• Pipeline Hygiene and Commercial Process Compliance

• Effective Adoption of WISE Commercial Methodology and MEDDPICC

Qualifications

Required Experience

• 6-10+ years of proven outside sales, field-based enterprise account management, strategic account development, or enterprise software sales experience managing tier-1 key accounts.

• Demonstrated track record in an outside sales model, including a history of travel (up to 20%) to conduct face-to-face meetings, host on-site EBRs, and build executive rapport in person.

• Experience managing complex strategic customer relationships.

• Demonstrated success protecting and expanding recurring software revenue.

• Experience engaging executive business and IT stakeholders.

• Strong commercial negotiation, opportunity qualification, forecasting, and account planning skills.

• Experience utilizing CRM systems and structured commercial sales methodologies.

• Proven record establishing collaborative internal cross-functional relationships

• Excellent written, verbal, and executive communication skills.

Preferred Experience

• Life sciences, healthcare, supply chain, ERP, or enterprise SaaS experience.

• Knowledge of pharmaceutical compliance, serialization, or supply chain operations.

• Experience using MEDDPICC or similar enterprise opportunity qualification methodologies.

• Experience working in cross-functional enterprise commercial organizations.

Core Competencies

• Outside Sales & Territory Management

• Field Presence & On-Site Executive Engagement

• Executive Relationship Management

• Strategic Account Planning

• Commercial Negotiation

• Customer Business Acumen

• Enterprise SaaS

• Consultative Selling

• Business Value Selling

• MEDDPICC Opportunity Qualification

• WISE Commercial Methodology

• Pipeline & Forecast Management

• Cross-Functional Leadership

• Executive Communication & Presentation

What Success Looks Like

Successful Senior Customer Account Managers serve as the trusted commercial leaders for the Track & Trace ABP commercialization journey. They consistently retain and expand TraceLink’s Track & Trace business, introduce new Track & Trace and compliance-related Agentic Business Processes, execute disciplined commercial processes, maintain predictable forecasts and high-quality pipelines, and identify strategic Supply Chain ABP opportunities. By combining strong customer relationships with operational excellence, they collaborate seamlessly across the organization to maximize long-term customer value across both commercialization journeys while delivering predictable business results.

TraceLink is committed to providing competitive compensation and benefits to all employees. This is the estimated base salary range for this role and should serve only as a guide. Final compensation offered may vary based on a variety of factors including but not limited to experience level, fit for the role, skills, domain knowledge, internal equity, budget, and location.

US Pay Range

$114,900—$152,600 USD

Please see the Tracelink Privacy Policy for more information on how Tracelink processes your personal information during the recruitment process and, if applicable based on your location, how you can exercise your privacy rights. If you have questions about this privacy notice or need to contact us in connection with your personal data, including any requests to exercise your legal rights referred to at the end of this notice, please contact Candidate-Privacy@tracelink.com.

Spaulding Ridge is an advisory and IT implementation firm. We help global organizations get financial clarity into the complex, daily sales, and operational decisions that impact profitable revenue generations, efficient operational performance, and reliable financial management.

At Spaulding Ridge, we believe all business is personal. Core to our values is our relationships with our clients, our business partners, our team, and the global community. Our employees dedicate their time to helping our clients transform their business, from strategy through implementation and business transformation.

The Data Solutions Go-To-Market (GTM) Director is a key role driving growth and strategic partnerships within our sales organization. This position requires a dynamic leader who can orchestrate cross-functional collaboration with channel partners, particularly focusing on the cloud data & AI platforms and emerging AI technologies. Additionally, they will come with strong functional knowledge in Corporate Finance, Supply Chain, or Operations (or similar areas). The ideal candidate will be responsible for identifying and executing strategies to increase bookings and maximize cross-selling opportunities, while deepening client relationships. The ideal candidate will possess a unique blend of strategic thinking, sales acumen, and functional/technical knowledge, enabling them to capitalize on market trends and position our solutions for optimal growth in this rapidly evolving landscape.

Ideal candidates will be able to:

• Establish new client relationships by leveraging Spaulding Ridge’s strategic relationships, demand generation tools and ongoing marketing automation within key market segments
• Generate pipeline in addition to obtaining leads through marketing efforts and alliances
• Run all aspects of the sales lifecycle for new and existing clients including prospecting, in-person and virtual meetings, marketing events, contract negotiations, closings, specific ongoing account management and development activities
• Deliver in-person and virtual presentations to key stakeholders in a consultative and engaging manner to reintroduce the Spaulding Ridge brand and focus on analytical solutions
• Partner with internal resources to collaborate on account strategies
• Partner with bandmates to present and scope technical solutions to key client stakeholders
• Develop co-selling transformative Data Solution opportunities with cloud data & AI platform partners
• Build consensus and develop relationships at multiple levels – executive sponsors, influencers and decision makers within current and potential clients
• Create and execute against comprehensive account plans to drive new meetings, pipeline, closed deals, and market share in the prospective and existing account base
• Participate in client onboarding and program experience with Consulting Leaders to drive service adoption and ensure positive customer outcomes
• Develop long-term strategic relationships with targeted high-growth potential targets
• Maintain executive relationships as account owner to drive expansion of Spaulding Ridge offerings
• Ability to lead internal team on proof of concepts for a modern analytics stack supporting a variety of Cloud-based Business Systems for potential clients

Qualifications:

• 5+ years proven track-record of B2B sales experience in a fast-moving, high-growing consulting services environment
• 2+ years of experience in cloud services, data services, and/or AI
• Demonstrated ability to exceed revenue targets, with a focus on consultative and solution-based selling.
• Extensive experience in co-selling cloud-based technologies and services, with particular expertise in cloud data & AI platforms
• Self-motivated, analytical, and entrepreneurial spirit with both hunting and/or gathering sales capabilities
• Ability to work cross-functionally and build relationships both internally and externally
• Outstanding analytical, communication, and interpersonal skills
• Experience with enterprise performance management (EPM) tools is a plus
• Ability to travel up to 50%

Spaulding Ridge’s Commitment to an Inclusive Workplace

When we engage the expertise, insights, and creativity of people from all walks of life, we become a better organization, we deliver superior services to clients, and we transform our communities and world for the better.

At Spaulding Ridge, we believe our team should reflect the rich diversity of society and we take seriously the responsibility to cultivate a workplace where every bandmate feels accepted, respected, and valued for who they are. We do this by creating a culture of trust and belonging, through practices and policies that support inclusion, and through our employee led Employee Resource Groups (ERGs): CRE (Cultural Race and Ethnicity), Women Elevate, PROUD and Mental Wellness Alliance.

The company is committed to offering Equal Employment Opportunity and to providing reasonable accommodation to applicants with physical and/or mental disabilities. If you are interested in applying for employment with Spaulding Ridge and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to our VP of Human Resources, Cara Halladay (challaday@spauldingridge.com). Requests for reasonable accommodation will be considered on a case-by-case basis.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, gender, sexual orientation, gender identity, protected veteran status or disability.

Help Us Build The Future of Travel

At Airalo, we’re making it easier for people to stay connected wherever they travel. As the world’s first eSIM store, we help millions of travelers access affordable mobile data in 200+ countries and regions around the world.

Today, we’re a team of 400+ people across 60+ countries, building a product used by travelers every day. We’ve grown quickly, but we’ve worked hard to keep what matters: trust, ownership, and the freedom for people to do great work without unnecessary layers or bureaucracy.

We’re fully remote by design, genuinely global, and united by a shared mission to make travel simpler for everyone.

Your Next Destination

• Location: Remote.
• Contract: Full-time, permanent.
• Benefits: Learn more about our benefits here in this link - https://airalo-public.notion.site/Benefits-25396a97ffca81fb9bc1f0be479f1be3?pvs=74
• Languages: English is our main working language day to day, so you’ll need to be comfortable communicating in it both in meetings and async.

This is a high-impact commercial role owning partner acquisition, channel expansion, and B2B growth across Latin America. You will drive Airalo’s B2B and B2B2C footprint by unlocking high-volume transaction streams across corporate travel, enterprise consumer, and reseller channels.

Reporting directly to the Partnerships Director for North America & LatAm, this Mexico-based role serves as the primary commercial champion for regional market expansion, with a strong focus on growing the Mexican market first.

This role suits a commercially driven, consultative deal-maker who excels at leading complex sales cycles, mapping strategic territories, and building high-value partnerships across Latin America.

Your main responsibilities are:

Strategic Market Mapping & Pipeline Generation

• You lead partner acquisition initiatives alongside the Partnerships Director and cross-functional teams (Growth, Product, Marketing, Operations).

• You conduct territory mapping to build segmented prospect lists from mid-market to larger targets, launching targeted outreach campaigns that convert.

Full Lifecycle Sales & Revenue Expansion

• You own the end-to-end sales cycle - from prospecting and discovery to proposal development, complex negotiation, and successfully closing the deal and onboarding the new partnerships.

• You build and maintain a predictable sales pipeline, consistently delivering against monthly, quarterly, and annual revenue OKRs.

• You are responsible for onboarding the new partnerships successfully by understanding, articulating, negotiating, and owning the integration fully.

Value-Driven Engagement & Ecosystem Advocacy

• You champion Airalo within partner ecosystems, articulating compelling ROI narratives, product positioning, and co-marketing initiatives that accelerate adoption.

• You cultivate deep relationships with C-suite executives and key decision-makers to maximize lifetime partner engagement and transaction volume.

Cross-Functional Execution

• You drive onboarding success by coordinating with internal stakeholders to ensure seamless partner activation, product integration, and performance tracking.

• You utilize CRM tools and analytics to forecast pipeline health, monitor competitor activity, and inform regional pricing and packaging strategies.

Does this sound like you:

• You bring 7+ years of enterprise or channel sales success, preferably within travel, telecom, Fortune 500, or digital marketplaces.

• You have proven experience closing complex B2B and B2B2C deals with C-suite executives and multi-stakeholder teams in large organizations

• You master the consultative and solution-selling frameworks (e.g., SPIN, Challenger, value-based selling) to build compelling business cases.

• You have exceptional storytelling skills, with the ability to translate eSIM innovation into tangible business impact.

• You have professional fluency in both English and Spanish; Portuguese is a strong plus.

• You are willing to travel across the Americas for partner meetings and industry conferences.

Please be aware that we can only consider candidates for this role who already reside and are fully eligible to work in Mexico.

If you are interested in this position, please apply via the link.

Why People Join Us

We started Airalo to make staying connected effortless, wherever you are in the world. Today, millions of travelers rely on our eSIMs, and many of the people building the product were customers first.

Our team spans 60+ countries, united by a shared belief that great work happens when people are trusted to own what they do. There’s trust to own what you do, space to focus without constant layers of process, and a clear sense of what you’re responsible for from day one.

As Airalo continues to grow, so do the opportunities to learn, take on new challenges, and make a real impact - from anywhere in the world.

Before You Hit Apply

By applying, you acknowledge and agree that, in case of successful application, Airalo may request to run background checks as a condition for entering into an agreement with you. Rest assured that these checks will only occur upon your prior consent and at the end of the selection process, and will be strictly limited to what is allowed under the laws that are applicable to you. All data that you share or that we collect in connection with such checks will be processed in accordance with our Privacy Policy, available here: www.airalo.com/more-info/privacy-policy?srsltid=AfmBOooBT0rXAj1FaNelZ3VfN0wvhwzvAoxdtHnOKSVETpiSjiXVuycy

We sincerely thank all applicants in advance for submitting their interest in this opportunity. Airalo is an equal-opportunity employer and values diversity, equity & inclusion. We do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We are committed to providing reasonable accommodations upon request for individuals with disabilities throughout our job interview process.

At Airalo, we use AI-assisted tools as part of our recruitment process. Your application will be reviewed using tools that help our recruiters analyze and organize CV information. These tools support, but do not replace, human judgment; all hiring decisions are made by humans. If you progress to an interview, we may use tools to generate AI-assisted notes -  you can opt out of these. For more information on how we handle your data, please see our Privacy Policy: https://www.airalo.com/more-info/privacy-policy.

Meeting Tomorrow is a 23-year-old company with a growing team of 90 talented, friendly people. We’re headquartered in Chicago, with about 80% of our team working remotely in cities across the country.

We are a full-service event agency with three core divisions: planning, production, and creative. We plan and produce corporate events of every shape and size, partnering with clients that include Fortune 500 companies and leading organizations across a wide array of industries.

We’re known for our exceptional customer experience, our collaborative culture, and our can-do spirit. Our culture has earned us recognition as a Top 20 Inspiring Workplace in North America, as well as the Events Industry Council’s Social Impact Award. We offer great benefits, the best coworkers you’ll find anywhere, and the opportunity to work in a dynamic, team-oriented environment. We can’t wait to meet you!

The Opportunity:

We are looking for a Strategic Account Director (SAD) to aggressively expand our Event Production footprint within Fortune 5000 companies. This pure Business Development position is for a hunter who thrives on building a book of business from scratch, as this role will not get any inbound opportunities.

You will drive our growth by targeting and securing $1M+ opportunities with brands that have multiple events throughout the year. You are the bridge between a client’s wildest creative vision and our technical production reality. You will guide a cross-functional team of Producers, Technical  Directors, and Logistics experts to build multi-million dollar event programs.

SAD’s are successful in this role when they find clients who execute multiple events throughout the year, in a variety of locations around the globe, and Meeting Tomorrow can be their dedicated events partner in planning, creative, and production. This person is in front of clients all the time and can expect up to 30% of their time is traveling.

The Mission:

• The First Year Benchmark: You are responsible for closing $1M in new business within your first 12 months.

• Outbounding: You will build your pipeline through your own strategic outreach, industry networking, and deep-rooted relationships. We are looking for a track record of success built on zero inbound leads.

• Strategic Hunting: You don’t just sell services; you sell solutions. You understand the internal politics and needs of your client’s organizations and can navigate complex decision-making hierarchies.

• Presence: You are “in the field” and in front of clients constantly. Expect at least 30% travel to build relationships, man booths attend industry events, and close deals in person.

What You Are Responsible For:

• Closing Deals: This is the priority. You qualify, pitch, and close multi-million dollar event programs.

• Full-Cycle Ownership: From the first “cold” touch to negotiating contracts and ensuring the first execution is flawless.

• Pipeline Engineering: Constantly hunting for clients with global needs and high-frequency event calendars.

• Relationship Architecture: Building personal and professional bonds with top-tier meeting planners and C-suite stakeholders.

What We Need:

• Proven Track Record: You have built a book of business from the ground up and have a history of managing $10M+ in lifetime event revenue across a diverse client list.

• Agency Veteran: At least 5+ years of Event Industry experience. We prefer agency-side experience over AV-only hardware sales.

• Relationships established: Established, high-level relationships within our target sectors (Pharma, FinServ, Tech and Consulting).

• Strategic Acumen: You know how to map a client’s business goals to a technical production reality.

• Grit & Initiative: You don’t wait for instructions; you identify the target and go after it.

What We Offer:

• True Autonomy: You have the freedom to bring in business through your own creative lens.

• Uncapped Earning Potential: We pay competitively, and for a hunter who hits their numbers, there is no limit to what you can earn.

• A High-Performance Culture: You’ll be supported by technical masterminds (Production Managers) and logistics experts (Project Managers) who ensure that once you close the deal, the execution is world-class.

• A Tight-Knit Team: We are a collaborative group of 90 pros

Benefits

• Medical, dental, and vision plan options

• Employer paid STD, LTD, Life Insurance, and EAP access

• 401k with employer matching up to 4%

• 16 PTO days (increases with tenure) + 9 paid holidays

• Annual profit-sharing bonus

• 12 weeks 100% paid parental leave (maternity, paternity, adoption)

• $50 Monthly fitness reimbursement

• Monthly stipends for internet and/or cell

• Company donation(s) to your charities of choice (up to $1,000 annually)

• Regular social events and learning opportunities

At Meeting Tomorrow, our mission is to foster a culture of respect and affection. We embrace our differences and are committed to having a diverse, equitable, and inclusive environment. We’re an Equal Opportunity Employer that believes in second chances and strongly encourage BIPOC, women, LGBTQIA, veterans, persons with disabilities, formerly incarcerated and all other individuals to apply.

What makes Meeting Tomorrow’s culture so special is the people, and we look for candidates who are a match for our company’s core values: commitment, kindness and humility. If those words describe you and you see yourself in this posting, you’re ready to apply!

$110,000 - $300,000 a year

The final starting salary is based on individual experience and how closely it translates to the role. Once in the role, the full compensation includes salary, commission and bonus.

• Base: $110k -$150k

• Uncapped commission with with OTE close to $200k-$300k

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Principal Value Consultant

AcuityMD is a software and data platform that accelerates access to medical technologies. We help MedTech companies understand how their products are used, why customers vary, and identify opportunities for physicians to better serve their patients. Each year, the FDA approves ~6,000 new medical devices. Our solution helps MedTech companies get these products to physicians more effectively so they can improve patient care with the latest technology. We’re backed by Benchmark, Redpoint, ICONIQ Growth, and Ajax Health. We’re a high-growth AI and Data company scaling rapidly.

In this role, you will drive strategic insight and operational rigor across the Commercial organization, while also building and scaling AcuityMD’s Value Consulting function. You will do this by owning core GTM and RevOps strategy, leading high-impact cross-functional initiatives, and creating the methodology, tools, and playbooks that let every AE and CSM run credible, data-backed value conversations — while personally engaging on strategic deals, renewals, and EBRs where a deeper value case is needed.

Team Mission

Revenue Operations and Commercial Intelligence exists to increase the velocity of the Commercial organization at AcuityMD and drive excellence across the team through strategy, operations, and analysis. This role also owns the build-out of AcuityMD’s Value Consulting function — sitting at the intersection of Sales, Customer Success, and Product — to ensure every commercial conversation is grounded in a clear, defensible articulation of AcuityMD’s ROI. Together, these functions build and improve the processes, tools, and frameworks that enable the Commercial and Revenue teams to scale efficiently while delivering an outstanding customer experience.

Responsibilities

• Build the value consulting capability from the ground up: value methodology, discovery frameworks, ROI and TCO models, executive business case templates, and self-serve tooling the field can run without you
• Engage on strategic deals, renewals, and EBRs where a deeper, data-backed value case is needed
• Consolidate and sharpen existing value tools (ROI calculators, value slide templates, the in-product Care Journeys ROI Calculator) into a single, scalable value framework
• Build a benchmark library and value proof pack tying ROI outputs to validated customer success stories
• Design and run enablement sessions to train AEs and CSMs on value-selling tools and methodology

Your Profile

• 5+ years of experience in strategy, operations, consulting, private equity, corporate strategy or a similar analytical role
• Strong analytical skills with the ability to interpret data, draw insights, and translate them into actionable strategies
• Proven ability to drive cross-functional initiatives and influence stakeholders at all levels
• Experience building value/ROI frameworks, business cases, or economic value assessments for enterprise buyers
• Excellent communication and presentation skills — able to articulate complex topics clearly and effectively, including to CFOs and economic buyers
• Entrepreneurial and self-directed — able to navigate ambiguity, take initiative, and build structure where none exists
• A track record of operating independently in a fast-paced, results-driven environment
• Bachelor’s degree in Business, Economics, Engineering, or a related field

Nice to Haves

• Experience in a Go-To-Market Strategy, Sales Strategy, Revenue Operations, or Value/Solutions Engineering role
• Familiarity with SaaS business models and MedTech industry dynamics
• You have stood up a value consulting, value engineering, or business value function before
• MBA or advanced degree in a quantitative field
• Passion for healthcare innovation and improving patient access to medical technologies

AcuityMD is committed to providing highly competitive cash compensation, equity, and benefits. The compensation offered for this role will be based on multiple factors such as location, the role’s scope and complexity, and the candidate’s experience and expertise, market data and may vary from the range provided. Base Salary Range: $175,000-$215,000

You must have an eligible work permit in the USA to be considered for this position

We Offer:

• Ground floor opportunity: Join a high-growth startup, backed by world-class investors across Enterprise SaaS and Medical Devices (Benchmark, Redpoint Ventures, and Ajax Health).
• Learning Budget: Reimbursements for relevant learning and up-skilling opportunities.
• Remote work: AcuityMD is committed to supporting full-remote flexibility for employees in the US. We provide a work-from-home stipend for all employees.
• Flexible PTO: Generous time off and flexible hours give you the freedom to do your best work.
• Paid Health, Dental, and Vision Plans: We offer 100% paid health, dental, and vision plans for all employees and 75% paid for our employees’ dependents.
• Home Office Stipend: $1,000 to invest in remote office equipment and WiFi reimbursement.
• Optional Team Retreats: We meet in-person multiple times per year for co-working and social gatherings.
• Parental Leave: 8-16 weeks of fully-paid, flexible parental leave.

Who We Are:

The Company: We are builders, who are inspired by our mission to expand patient access to cutting-edge medical technologies. We value working collaboratively to solve hard problems for our customers with simple, innovative solutions. We push ourselves to learn with empathy. We foster an active culture of mentorship and inclusion, and we welcome new team members that share our values.

We’re backed by Benchmark, Redpoint Ventures, Ajax Health, ICONIQ Growth and several other leading software and medical device investors. Since Acuity launched in 2020, we’ve brought on customers ranging from publicly traded Fortune 500 companies to innovative growth-stage companies and regional medical device distributors.

The Product: AcuityMD uses data and software to help teams collaborate around the complex relationships they have with the users of medical technologies: doctors. Our platform empowers medical technology companies to see how their products are used, understand why outcomes vary, and identify opportunities where physicians or sites of care can better serve their patients.

How We Work:

AcuityMD is a remote-first company. We believe the best talent isn’t confined to one zip code, so our team works from wherever they do their best work, across the U.S.

We also believe some of our best work happens face-to-face. Critical projects move faster, our products get better, and our community gets stronger when we’re in the same room, so we bring the team together throughout the year for company-wide and team on-sites built around that work.

In practice: expect 4-5 in-person opportunities a year through company/team on-sites and in-person collaboration for critical projects. If you’re based near our Boston hub, there’s no set requirement for how often you come into the office, that’s your call, based on what works best for you and your team.

AcuityMD is an Equal Opportunity Employer

AcuityMD is seeking to create a diverse work environment because all teams are stronger with different perspectives and life experiences. We strongly encourage people of all backgrounds to apply. We do not discriminate on the basis of race, gender, religion, color, national origin, sexual orientation, age, marital status, veteran status, or disability status. All employees and contractors of AcuityMD are responsible for maintaining a work culture free from discrimination and harassment by treating others with kindness and respect.

BDR Manager

Sales | Reports to VP of Sales | Building the BDR function from zero

Location: Remote (US-based) | Full-Time

THE ROLE

Grace Hill is building a BDR function from the ground up, and we are looking for the person who wants to own it. There is a thin playbook to inherit here, you will write it. You will hire reps, configure the tooling, define what a qualified opportunity looks like, and improve the model to scale it. This is a builder’s job with an operator’s discipline. You will manage 3–6 BDRs within your first year and be measured on the pipeline they create.

WHAT YOU WILL OWN

The playbook

• Build targeting, personas, segmentation, sequences, cadences, and qualification criteria from scratch — then document them so a new hire can run the motion in week two.

• Define the handoff: what qualifies, what gets rejected, and what Sales can expect on every opportunity.

• Run a real test-and-learn loop. Ship a change, measure it, keep it or kill it. The playbook should look different in month six than it did in month one.

Pipeline

• Own the team’s pipeline number and hit it. Work backward from AE coverage requirements to set volume and quality targets per rep.

• Watch activity, connect rates, meeting-set rates, and downstream conversion — and act on the leading indicators before the lagging ones go red.

• Report weekly on pipeline by source, stage, and rep, with a point of view on what the numbers mean.

Operating rigor

• Set and enforce data standards — stage definitions, field hygiene, naming conventions — so the reporting can be trusted.

• Run the cadence: daily huddle, weekly 1:1s grounded in the rep’s own numbers, monthly business review.

• Build the dashboards yourself. If you need someone else to pull your numbers, this role will frustrate you.

The team

• Hire, onboard, coach, and develop 3–6 BDRs. Give direct, specific, usable feedback.

• Lead from the front — model behavior, get on calls, and show what good looks like rather than describing it.

The stack

• Own configuration, adoption, and enablement across Salesforce, a sales engagement platform, LinkedIn Sales Navigator, Gong, Common Room, and ZoomInfo.

• Use Gong to coach against what reps actually said, Common Room to surface intent and warm signals, and ZoomInfo to build and enrich the target universe.

• Put AI to work on research, personalization, and list-building — and be honest about where it helps and where it produces noise.

Partnership

• Align with Sales on lead quality and handoff, and close the loop on what converts.

• Partner with Marketing on outbound and ABM campaigns; bring the field evidence that sharpens targeting and messaging.

WHAT WE ARE LOOKING FOR

• Outbound experience — 3+ years as a BDR or SDR in B2B SaaS, plus at least a 2+ years leading a team.

• An operator’s mind — You design systems, document them, and enforce them. You are comfortable in a spreadsheet and you think good process is what makes coaching possible.

• Builder instinct — You would rather own something unfinished than inherit something polished. You are resourceful when the tools and budget are not perfect yet.

• AI/Stack fluency — Hands-on with Salesforce reporting and forecasting, a sales engagement platform, Gong, Common Room, and ZoomInfo — and eager to pick up whatever comes next. Experimentation with AI in inbound/outbound playbooks.

• Data Driven Decision Maker— You find the trend, explain it, and adjust the plan because of it.

• Genuine coach — Developing talent is the part of the job you are most passionate about. BDRs serve as our Sales talent engine.

• Ownership — You have a massive responsibility to the company’s success.

• Student of the game — You are actively learning from peers, operators, and your own experiments and iterating it back to the team.

WHAT SUCCESS LOOKS LIKE IN YEAR ONE

• Playbook built, documented, and consistently executed by the team.

• Stack implemented and genuinely adopted.

• Pipeline targets set, met, and forecastable, with conversion metrics trending in the right direction.

• Reporting cadence running on its own; leadership trusts the numbers.

• Reps measurably better than the day they started, with coaching impact visible in their metrics.

• Sales and Marketing describing the BDR team as a source of quality pipeline, not just volume.

WHAT WE OFFER

Real ownership of a function you get to define, with the autonomy to build it your way.

A leadership team that values operational rigor and will fund the tools to support it.

Competitive base plus incentive tied to pipeline and team attainment.

Room to grow as the revenue organization scales.

Salary range:  OTE of $160,000-$175,000

Grace Hill offers a robust suite of benefits, including health, dental and vision insurance, 401K, PTO, life insurance, disability insurance, and more.

We do not offer visa sponsorship or assistance. Applicants must be based in the US and authorized to work in the US at the time of hire.

About Us:

Grace Hill provides industry-leading SaaS technology solutions designed to make a positive impact in real estate and improve the lives of people where they work and live. Harnessing years of real estate experience and the understanding that people are better together, Grace Hill helps owners and operators increase property performance, reduce operating risk and grow top talent. More than 500,000 professionals from over 1,700 companies rely on Grace Hill’s talent performance solutions covering policy, training, assessment, survey, and data-driven insights.  Visit us at gracehill.com

Trial Library is an AI-native research platform with a mission to improve healthcare outcomes by expanding access to precision medicine.

About Trial Library

Trial Library is an AI-native enrollment and care navigation platform that accelerates access to precision medicine. In collaboration with biopharmaceutical manufacturers, payers, and health systems, Trial Library enables the delivery of clinical trials as a standard care option - improving patient access, advancing oncology outcomes, and reducing the total cost of care. Backed by leading healthcare venture capital firms, Trial Library’s platform is currently deployed in 840+ clinics and 3,000+ providers nationwide.

Reporting into the Director of Provider Partnerships, the Account Executive owns new business growth for Trial Library’s provider network. You will source, pitch, and close new partnerships with community providers, community health systems, and research-capable oncology clinics — then nurture and expand those relationships once they’re live. This is a new-business role, and most of your pipeline will come from channels you build yourself.

Community oncology practices treat the majority of cancer patients in the United States, but most have no practical path to offering clinical trials to their patients. Trial Library exists to close that gap. Our platform makes trial enrollment navigable for community sites, and every partnership you sign expands the number of patients who can access precision medicine close to home.

Your Responsibilities

• Prospect, cultivate, and close new provider partnerships end to end: outreach, discovery, demos, negotiation, contract close
• Build your own channels for generating meetings — outbound, conferences, referral networks, advisory introductions
• Grow signed accounts by expanding partnership scope, site count, and trial volume
• Build senior relationships with physicians, practice leaders, and health system administrators
• Partner with our biopharma, payer, and employer teams where provider relationships intersect their deals
• Bring market insight back to product, ops, and navigation; help shape pilot design and contracting
• Keep Salesforce clean and report weekly on pipeline, meetings, closes, and account growth

Your Requirements

• 3-6 years in healthcare sales, provider partnerships, or clinical engagement, with hands-on prospecting and closing throughout
• Oncology or clinical research experience. You’ve sold to or worked closely with oncologists, practice administrators, or research coordinators, and you understand how a community site actually operates
• A self-sourced pipeline track record. You can point to specific deals you originated yourself through cold outreach, events, or referrals — not inbound leads handed to you
• Numbers you can talk through: deals sourced and closed, pipeline generated, quota attainment
• Post-close growth experience. You’ve expanded accounts after signature, not just handed them off
• Comfort with ambiguity. Early-stage means no playbook yet. You’ll write it.
• Disciplined CRM habits (Salesforce preferred)

$120,000 - $150,000 a year

Compensation & On-Site Requirement

This is a hybrid role based in San Francisco, CA, with a requirement of three days per week in the office, Wednesday - Friday. The salary range for this position is $120,000-$150,000 per year and reflects a good faith estimate of base pay for candidates working in this location. This role is also eligible for a performance-based incentive bonus tied to new partnership growth, plus early-stage equity. Final compensation will be based on experience, skills, and qualifications.

Why Trial Library

• Meaningful impact — helping patients access clinical trials faster through better technology and workflows
• High ownership environment — autonomy to build, test, and influence strategy across the business
• Collaborative team culture — low ego, high trust, and close partnership across functions
• Opportunity for growth — join at an early stage with meaningful exposure to company-building and decision-making

Our Core Values

• Ally is our favorite moniker
• The broadest reach is worth the effort
• Celebrate measurable improvements in access and  outcomes
• Fearless advocates for representation in research
• Incentives matter to stakeholders choosing our products
• Taking initiative is actually giving
• We are accountable for the experience of patients and providers
• Empathy and humility are the real dynamic duo

Our Benefits & Perks

• Health & Wellness: Comprehensive medical, dental, and vision coverage for employees and eligible dependents, along with disability, life, and supplemental insurance options designed to support your overall well-being.
• Time Off & Workplace Support: Flexible paid time off, observed company holidays, and a one-time home office stipend to help you create a productive and comfortable remote workspace within our hybrid environment.
• Financial & Lifestyle Benefits:401(k) program, pre-tax HSA and FSA options, commuter benefits, financial wellness resources, and access to legal protection plans to support both short- and long-term planning.
• Additional Support & Voluntary Benefits: Access to voluntary benefit offerings including pet wellness support, domestic partner coverage, and additional programs that support the diverse needs of our team members and their families.

Our Interview Process

Our interview process typically includes four stages, followed by reference checks and an offer. Depending on the role, particularly for technical or senior positions, the process may vary slightly and can include a technical assessment, case study, presentation, practical exercise, additional interview conversations, or conversations with members of our leadership team and investors.

Trial Library, Inc. is an equal opportunity employer committed to building an inclusive workplace. We provide equal employment opportunities to all employees and applicants and prohibit discrimination and harassment of any kind without regard to race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, national origin, ancestry, age, disability, genetic information, marital status, veteran status, military status, medical condition, family or medical leave status, political affiliation, or any other characteristic protected by applicable federal, state, or local law.

Trial Library, Inc. is committed to providing reasonable accommodations for qualified individuals with disabilities throughout the recruiting process. If you require assistance or accommodation, please contact [email protected]

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

BDR Manager

Sales | Reports to VP of Sales | Building the BDR function from zero

Location: Remote (US-based) | Full-Time

THE ROLE

Grace Hill is building a BDR function from the ground up, and we are looking for the person who wants to own it. There is a thin playbook to inherit here, you will write it. You will hire reps, configure the tooling, define what a qualified opportunity looks like, and improve the model to scale it. This is a builder’s job with an operator’s discipline. You will manage 3–6 BDRs within your first year and be measured on the pipeline they create.

WHAT YOU WILL OWN

The playbook

• Build targeting, personas, segmentation, sequences, cadences, and qualification criteria from scratch — then document them so a new hire can run the motion in week two.

• Define the handoff: what qualifies, what gets rejected, and what Sales can expect on every opportunity.

• Run a real test-and-learn loop. Ship a change, measure it, keep it or kill it. The playbook should look different in month six than it did in month one.

Pipeline

• Own the team’s pipeline number and hit it. Work backward from AE coverage requirements to set volume and quality targets per rep.

• Watch activity, connect rates, meeting-set rates, and downstream conversion — and act on the leading indicators before the lagging ones go red.

• Report weekly on pipeline by source, stage, and rep, with a point of view on what the numbers mean.

Operating rigor

• Set and enforce data standards — stage definitions, field hygiene, naming conventions — so the reporting can be trusted.

• Run the cadence: daily huddle, weekly 1:1s grounded in the rep’s own numbers, monthly business review.

• Build the dashboards yourself. If you need someone else to pull your numbers, this role will frustrate you.

The team

• Hire, onboard, coach, and develop 3–6 BDRs. Give direct, specific, usable feedback.

• Lead from the front — model behavior, get on calls, and show what good looks like rather than describing it.

The stack

• Own configuration, adoption, and enablement across Salesforce, a sales engagement platform, LinkedIn Sales Navigator, Gong, Common Room, and ZoomInfo.

• Use Gong to coach against what reps actually said, Common Room to surface intent and warm signals, and ZoomInfo to build and enrich the target universe.

• Put AI to work on research, personalization, and list-building — and be honest about where it helps and where it produces noise.

Partnership

• Align with Sales on lead quality and handoff, and close the loop on what converts.

• Partner with Marketing on outbound and ABM campaigns; bring the field evidence that sharpens targeting and messaging.

WHAT WE ARE LOOKING FOR

• Outbound experience — 3+ years as a BDR or SDR in B2B SaaS, plus at least a 2+ years leading a team.

• An operator’s mind — You design systems, document them, and enforce them. You are comfortable in a spreadsheet and you think good process is what makes coaching possible.

• Builder instinct — You would rather own something unfinished than inherit something polished. You are resourceful when the tools and budget are not perfect yet.

• AI/Stack fluency — Hands-on with Salesforce reporting and forecasting, a sales engagement platform, Gong, Common Room, and ZoomInfo — and eager to pick up whatever comes next. Experimentation with AI in inbound/outbound playbooks.

• Data Driven Decision Maker— You find the trend, explain it, and adjust the plan because of it.

• Genuine coach — Developing talent is the part of the job you are most passionate about. BDRs serve as our Sales talent engine.

• Ownership — You have a massive responsibility to the company’s success.

• Student of the game — You are actively learning from peers, operators, and your own experiments and iterating it back to the team.

WHAT SUCCESS LOOKS LIKE IN YEAR ONE

• Playbook built, documented, and consistently executed by the team.

• Stack implemented and genuinely adopted.

• Pipeline targets set, met, and forecastable, with conversion metrics trending in the right direction.

• Reporting cadence running on its own; leadership trusts the numbers.

• Reps measurably better than the day they started, with coaching impact visible in their metrics.

• Sales and Marketing describing the BDR team as a source of quality pipeline, not just volume.

WHAT WE OFFER

Real ownership of a function you get to define, with the autonomy to build it your way.

A leadership team that values operational rigor and will fund the tools to support it.

Competitive base plus incentive tied to pipeline and team attainment.

Room to grow as the revenue organization scales.

Salary range:  OTE of $160,000-$175,000

Grace Hill offers a robust suite of benefits, including health, dental and vision insurance, 401K, PTO, life insurance, disability insurance, and more.

We do not offer visa sponsorship or assistance. Applicants must be based in the US and authorized to work in the US at the time of hire.

About Us:

Grace Hill provides industry-leading SaaS technology solutions designed to make a positive impact in real estate and improve the lives of people where they work and live. Harnessing years of real estate experience and the understanding that people are better together, Grace Hill helps owners and operators increase property performance, reduce operating risk and grow top talent. More than 500,000 professionals from over 1,700 companies rely on Grace Hill’s talent performance solutions covering policy, training, assessment, survey, and data-driven insights.  Visit us at gracehill.com

At Moxie, we empower ambitious aesthetic entrepreneurs to build profitable, independent practices—without burnout, overwhelm, or guesswork. In just a few years, we’ve grown from an idea to a global, remote-first team now supporting 700+ practices nationwide.

Our purpose is simple: to unlock sustainable success for aesthetic entrepreneurs, at every stage of their journey.

SMB Account Executive

We’re looking for an SMB Account Executive to convert Moxie’s strong inbound demand into new operators and revenue — helping aspiring and existing medspa entrepreneurs see how Moxie can enable them to launch, run, and grow successful businesses. You’ll also be stepping into a role that shapes how Moxie sells: as we evolve from a transactional motion toward a consultative, outcomes-based approach, our SMB AE team is the proving ground for our sales methodology and the talent pipeline for our future Enterprise organization.

Many of the people you’ll sell to are first-time software buyers and first-time entrepreneurs making one of the biggest decisions of their lives. This isn’t a demo-and-close job — it’s built on trust, curiosity, and discovery that feels like a real conversation. You’ll report to our Chief Sales Officer and partner closely with a dedicated SDR.

Our objectives for the role

• Ramp fast: within three months, independently run the full SMB sales cycle — from first discovery through close — with command of Moxie’s full suite (platform, coaching and advisory, marketing services, and compliance and legal support), and carry a full quota starting month four.

• Consistently achieve or exceed quota by month six, with progress toward a ~30% win rate, converting inbound and event-generated opportunities while working with your SDR to re-engage high-potential prospects.

• Run discovery that feels conversational and organic — uncovering each prospect’s goals, motivations, and desired outcomes — and confidently sell Moxie’s revenue-share pricing model by connecting our economics to the value we create.

• Maintain strong pipeline management, CRM hygiene, and forecast accuracy, with full ownership of your opportunities.

• By month nine, make the broader team better: share patterns from customer conversations with Sales, Marketing, Product, and CS; contribute winning talk tracks and objection-handling strategies; and help refine Moxie’s sales methodology as we scale.

We’re looking for:

• 2–5 years in a full-cycle closing role where you carried a quota and consistently hit it.

• A trust-first seller who has succeeded in high-consideration sales — whether as an SMB SaaS AE, in medspa/aesthetics/wellness, real estate, luxury, hospitality, or membership sales. Traditional SaaS experience is not required; exceptional discovery and commercial instincts are.

• Someone whose discovery feels like a genuine conversation, not a scripted question-and-answer checklist — you’re curious about what someone is trying to build before you pitch anything.

• The ability to balance relationship building with commercial urgency and closing discipline — warmth and a number, not one or the other.

• Comfort navigating pricing conversations, including a revenue-share model, by anchoring on customer outcomes rather than features.

• Coachability and curiosity about why we win and lose — you want to improve the motion, not just work it.

• Comfort with ambiguity: our processes, messaging, and sales motion will keep evolving, and startup experience is a plus. A genuine interest in the aesthetics/medspa industry and the entrepreneurs we serve matters most.

Why join us?

• Sell something that changes lives. Your customers are entrepreneurs betting on themselves — you’ll earn their trust, understand what they’re trying to build, and help them get there. Commercial success and real customer impact in the same job.

• Above all, we’re in this to empower small business owners. If you succeed, medspas remain an opportunity for independent owner-operators instead of being dominated by a few large chains. If that speaks to you, speak to us.

• Real career trajectory: top SMB AEs here influence how Moxie sells and have a clear path into our Enterprise sales organization as we scale.

• We have much left to build, but given our market feedback and our founding team’s company-building experience, we think we’re writing the first chapters of a real success story.

• Competitive salary and stock, and generous health/dental/vision coverage.

At Moxie, we believe in creating a workplace where everyone feels valued, trusted, and included. Our team lives by our values: act as owners, give more than we take, move with speed and care, and simplify and learn every day.

We welcome people of all backgrounds, experiences, and perspectives to apply. If you require any accommodations to fully participate in the interview process, please let us know, we’re happy to assist.

WHO WE ARE:

Zinnia is the leading technology platform for accelerating life and annuities growth. With innovative enterprise solutions and data insights, Zinnia simplifies the experience of buying, selling, and administering insurance products. All of which enables more people to protect their financial futures. Our success is driven by a commitment to three core values: be bold, team up, deliver value – and that we do. Zinnia has over $180 billion in assets under administration, serves 100+ carrier clients, 2500 distributors and partners, and over 2 million policyholders.

WHO YOU ARE:

You are a seasoned carrier-facing seller who knows the life and annuity market cold and comes with the relationships to prove it. You have spent your career selling technology to carriers – you understand how a CIO, COO, or Head of New Business evaluates a policy administration or underwriting platform, and you know how to move a complex, multi-year decision forward. When you say you can open a door at a carrier, you can, because you have already walked through it.

You are a hunter with substance. You pair a strong rolodex with genuine domain fluency – policy administration, new business, and underwriting – so you can go deep with technical and operational buyers, not just make the introduction. You are disciplined about pipeline, honest about deal health, and relentless about follow-through.

WHAT YOU’LL DO:

• Own a carrier sales quota focused on Zinnia’s policy administration and underwriting solutions, sourcing and closing new-logo and expansion opportunities.
• Sell Zinnia’s policy administration platform (Zahara) and new business / underwriting solutions to life and annuity carriers, from first meeting through signature.
• Leverage and expand your network of senior carrier relationships to build qualified pipeline and accelerate access to decision-makers.
• Run complex, multi-stakeholder sales cycles – navigating IT, operations, new business, underwriting, actuarial, finance, and procurement to a decision.
• Lead discovery and qualification with real domain depth, translating a carrier’s operational and technology pain into a clear Zinnia solution and business case.
• Partner with Pre-Sales / Solutions and Commercial Strategy to shape scope, pricing, and commercial structure on each pursuit.
• Maintain disciplined pipeline hygiene and honest forecasting in Salesforce – accurate stage, coverage, and deal-health reporting.
• Represent Zinnia credibly and consultatively with senior carrier buyers, building trust that carries across the full relationship.

WHAT YOU’LL NEED:

• 10+ years of enterprise sales experience selling technology solutions, with a strong record of carrying and exceeding quota.
• Deep experience in the life insurance and annuity industry, with specific knowledge of policy administration and/or new business and underwriting.
• An established network of senior relationships across L&A carriers – a rolodex you can activate from day one.
• A track record of selling complex, technology-based solutions to senior carrier buyers (CIO, COO, Head of New Business/Underwriting, and their teams).
• Command of long, multi-stakeholder enterprise sales cycles and the discipline to advance them methodically.
• Strong discovery and solution-selling skills grounded in real domain fluency.
• Excellent communication, relationship-management, and executive-presence skills.
• Discipline with CRM hygiene and honest forecasting; Salesforce experience preferred.
• Travel 50-75% of the time.

BONUS POINTS:

• Direct experience selling policy administration, new business, or underwriting technology to L&A carriers.
• Familiarity with Zinnia’s solution suite (Zahara, Zinnia Launch, Zinnia Live) or comparable carrier platforms.
• Experience navigating carrier build-versus-buy and legacy-conversion decisions.
• Existing relationships across the carrier IT and operations community.

WHATS IN IT FOR YOU?

Zinnia offers excellent career progression and competitive compensation with the goal of retaining and growing talented team members. The salary range for this role is a good faith estimate; it is estimated based on what a successful candidate might be paid in certain Company locations. The base salary range for this position is $160,000.00-195,000.00 with an additional commission component. All offers presented to candidates are carefully reviewed to ensure fair, equitable pay by offering competitive salaries that align with the individual’s skills, education, experience, training, and geographic location. The range may vary above or below the stated amounts. We offer great benefits, including health/dental insurance, parental leave, 401(k), incentive/bonus opportunity, tuition reimbursement, and so much more. We’re looking for the best and brightest innovators in the industry to join our team. At Zinnia, you collaborate with smart, creative professionals who are dedicated to delivering cutting-edge technologies, deeper data insights, and enhanced services to transform how insurance is done. Visit our website at www.zinnia.com for more information. Apply by completing the online application on the careers section of our website. We are an Equal Opportunity employer committed to a diverse workforce. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability

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