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At ReversingLabs, we are providing the world’s largest threat intelligence repository to protect software development and power advanced security solutions, keeping the most advanced cybersecurity organizations and Fortune 500 enterprises informed and ahead of the threats. Our software supply chain security and threat intelligence solutions have become essential to advancing enterprise cybersecurity maturity globally.
Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.
Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at ReversingLabs.
You, as the&nbsp; Federal Account Executive, will leverage your sales acumen and relationship-building skills to proactively and strategically prospect, engage, and close new business with U.S. Government Departments and Agencies—including those in the defense, intelligence, and civilian sectors. You’ll work directly with key stakeholders to understand their goals and challenges, and partner with them to align the right RL solutions to meet their mission needs. In this role, you’ll collaborate closely with internal teams—from Product and Sales Engineering to Marketing—to ensure a seamless, high-impact experience for both prospective and existing clients. &nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;&nbsp;	
What You Will Do
<ul>
<li>As a Federal Account Executive with ReversingLabs, you will hit the ground running and your highest priority will be to strategically plan and meet or exceed your sales quota</li>
<li>Manage and build relationships with key decision-makers in Federal information security and technology departments.</li>
<li>Identify and research prospective federal clients in information security and technology departments</li>
<li>Build and manage strong relationships with key decision-makers across federal agencies</li>
<li>Develop and maintain a healthy pipeline of qualified opportunities within your assigned territory</li>
<li>Drive revenue growth by both landing new clients and upselling within the existing install base</li>
<li>Collaborate with partner organizations to support both direct and indirect sales efforts</li>
<li>Build strong relationships with channel representatives in your territory to enhance deal flow</li>
<li>Coordinate with our partner team to manage and close indirect deals</li>
<li>Maintain consistent and efficient prospecting activity to keep your pipeline full Work cross-functionally with finance, sales operations, sales enablement, and marketing to move deals forward and meet your forecasted close dates </li>
</ul>
What We Are Looking For
<ul>
<li>5+ years successful experience selling security software to Federal customers across the Defense and Intelligence sectors</li>
<li>Direct experience building out the public sector sales function in an early stage organization.</li>
<li>The ideal candidate will have a SOAR, SIEM, or Application Security background</li>
<li>Deep knowledge of the regulations, policies and processes related to selling to United States Government Departments and Agencies</li>
<li>Expertise in managing sales opportunities from prospect to closure</li>
<li>Demonstrated ability to forecast and manage information using SalesForce.com</li>
<li>Ability to manage multiple high priority tasks to successful completion</li>
<li>Ability to work in a fast paced, geographically dispersed organization</li>
<li>4 Year Bachelor of Arts or Science degree preferred</li>
<li>Current security clearance is highly preferred</li>
</ul>
Benefits
<ul>
<li>Competitive compensation packages (base, bonus and equity)</li>
<li>HRA - RL covers your Medical deductible through reimbursements</li>
<li>Employer paid dental, vision, disability &amp; life insurance</li>
<li>Voluntary Buy up Life Insurance for you and your dependents</li>
<li>401k: Traditional and Roth&nbsp;</li>
<li>Flexible Spending Accounts (health &amp; dependent)</li>
<li>Flexible PTO-take time when you need it</li>
<li>Quarterly (3 day) Wellness Weekends</li>
<li>Pet insurance</li>
<li>Hospital Indemnity insurance and Accident&nbsp; insurance</li>
<li>Employee Assistance Plan (EAP)- offering mental health, financial, and legal resources</li>
<li>Remote Work Stipend to cover the cost of your internet and cell phone cost</li>
<li>All employees receive a complimentary membership to the Calm app, promoting mental well-being and stress reduction</li>
<li>Volunteer Time allowance of 8 hours yearly to support the 501c of your choice</li>
<li>Opportunities for advancement</li>
<li>Innovative and collaborative work environment</li>
</ul>
The base salary range for this role is influenced by several factors, including work location, job-related skills and experience, relevant education, training or certifications, and other business needs. For this position, the target base salary is $135,000 - $145,000.
At ReversingLabs, we believe that cash salary is just one part of our Total Rewards package. We’re proud to offer a comprehensive benefits package that includes base salary, bonus, stock awards, and extensive healthcare coverage. Additionally, we provide quarterly wellness weekends, retirement savings options, an annual Calm membership, access to Udemy for training and growth development, parental leave, and much more. We look forward to sharing more details about our Total Rewards package during the recruitment process.
ReversingLabs was founded in 2009 with the mission to offer the ultimate threat detection solutions. Our security products are used by some of the largest organizations in the world, including 2 of the top 3 banks, 4 of the top 6 software companies, and 2 of the top 6 insurance companies. We have been honored with numerous awards through the years including the 2023 Global InfoSec Award, 2022 CDM Global Infosec Awards, <a href="https://blog.reversinglabs.com/blog/reversinglabs-selected-as-the-best-threat-intelligence-technology-winner-in-the-2021-sc-awards" target="_blank">2021 SC Media Trust Award</a> for Best Threat Intelligence Technology, a 2020 Stevie Award, and the 2017 JPMorgan Chase Hall of Innovation Award for our truly unique malware and explainable threat intelligence products.&nbsp;
Our pioneering technologies, exceptional products, and successful customer deployments also drove investments in ReversingLabs by some of the prominent investors in the world. With remote employees throughout the United States and England, and offices in Boston, United States and Zagreb, Croatia, ReversingLabs will continue to deliver groundbreaking innovation with top global talent.
 We are committed to an inclusive and diverse team. ReversingLabs is an equal opportunity employer. We do not discriminate based on race, color, ethnicity, ancestry, national origin, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status or any legally protected status. If there is a match between your experiences/skills and the Company needs, we will contact you directly. ReversingLabs is an equal opportunity employer. Applicants only - Recruiting agencies, please do not contact.

Federal Account Executive

About our client:
Our client is the premier software development company based in New York City. They have 20+ offices across the globe and over 3500 engineers on staff. For nearly 20 years, they have developed state-of-the-art software for trailblazing startups including Classpass, Freshly, Bevi, Convene, and Thirty Madison, and large-scale businesses such as Mount Sinai, Yale School of Medicine, GAIN Capital, Merkle, and Intapp.
Their vision has remained unchanged since day one: we strive to be the leader in providing high-quality engineering talent and delivering the most value to our clients. Therefore, Inc. 5000, Deloitte, Global Outsourcing 100, Stevie, IAOP, and Financial Times have repeatedly recognized them as a fast-growing leading U.S. technology company.
Part sales, product specialist, and account manager, the Sales Executive will work with our expert teams to deliver innovative, high-quality software for our clients. The position reports to the Business Development Director, EU based in Vienna, Austria.
&nbsp;About you
<ul>
<li>Bachelor’s degree and demonstratable work experience.</li>
<li>Native German speaker</li>
<li>Comfortable speaking to a technical audience of CTOs, VPs, Directors, Engineering Managers, and other engineering stakeholders.</li>
<li>A sound understanding of technical terminology, platforms, tools, and overall landscape is required to engage customers and close sales.</li>
<li>Strategic thinker who has an eye for identifying new opportunities within existing accounts for the business.</li>
<li>A personable, people person who enjoys cultivating in-depth relationships with clients over transactional deals.</li>
<li>Hunter mentality</li>
<li>Sales driven person</li>
</ul>
&nbsp;Responsibilities
<ul>
<li>Identify new business opportunities and close new sales.</li>
<li>Run successful discovery to qualify customers even further.</li>
<li>Full lifecycle sales with an emphasis on lead generation, cold outreach, and deal closure.</li>
<li>Using interpersonal skills, build and maintain rapport with customer accounts.</li>
<li>Partner with the Marketing department to execute business development strategy and drive new leads.</li>
<li>Create custom proposals, negotiate, and close the deal.</li>
<li>Onboarding new clients and developing/managing them</li>
</ul>

Sales Executive - SaaS

Ottimate (formerly Plate IQ) helps fast growing businesses automate accounts payables on their terms. We simplify everything from invoice management to payments for both recurring and one-off expenses with a cloud-first approach that enables remote work. Ottimate’s AP Automation and VendorPay Network helps businesses pay and get paid faster.
At Ottimate, passion generates excitement for what we do and how we do it. With passion at the heart of everything we do, we nurture ideas, inspire excellence, and find creative ways to eliminate obstacles for cultivating growth. The positive attitude with which we assist one another develops open, honest, and genuine connections. Above all, we celebrate and embrace our differences. We invest in each other because we win or lose as a team.
Our values are at the center of our company and culture. At Ottimate (formerly Plate IQ), we value: Growth, Customer Focus, Innovation, Accountability, and Communication.
The Role As an Account Executive you will be responsible for developing and closing new business and expanding our footprint with retail. In your day-to-day, you will focus on acquiring new customers and outlining to CFOs and finance leaders how our Fintech solution can immediately impact their organization. You will be accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Ottimate partner ecosystem. A successful candidate is highly motivated, a go-getter, eager to learn, determined to adapt quickly, wears multiple hats, and is comfortable selling a solution that can transform a business immediately.
<ul>
<li>Drive success of the company’s goals and objectives by achieving individual sales quotas</li>
<li>Build and manage a sales pipeline through prospecting and lead generation efforts focusing on the retail vertical</li>
<li>Develop and deliver customized sales presentations and product demonstrations, both by phone and via online demos.</li>
<li>Develop and negotiate proposals and contracts</li>
<li>Monitor and analyze sales metrics to identify opportunities for improvement and implement strategies to address them. Leverage data insights to accurately forecast sales activity and revenue achievements.</li>
<li>Collaborate effectively and engage various pre/post-sales resources, including Sales Development Representatives, Account Managers, HR, and Executive Leadership</li>
<li>Participate in industry events, conferences, and networking activities to build brand awareness and generate leads</li>
<li>Provide regular feedback to the product development team based on customer insights to help refine our offerings</li>
<li>Maintain detailed records of customer interactions and sales activities in Salesforce.</li>
<li>Ensure customer satisfaction by managing and resolving any issues that arise during the sales process.</li>
<li>Stay informed about competitor products and industry developments in the construction vertical to effectively position our solution in the market.</li>
<li>Train and mentor SDRs and Associate AEs, sharing best practices and strategies for success.</li>
</ul>
Requirements
<ul>
<li>BS/BA degree or equivalent experience.</li>
<li>3+ years of demonstrated success in an Account Executive or similar sales role, particularly in selling SaaS products to the retail industry. Additional experience selling SaaS/Fintech products to finance leaders or CFOs is highly desirable.</li>
<li>Proven track record of consistently meeting or exceeding sales quotas, such as being in the top 10-20% or achieving President’s Club status in previous roles.</li>
<li>Previous experience managing a Mid-Market semi-transactional sales cycle.</li>
<li>Ability to build and maintain a robust sales pipeline through effective prospecting and lead generation efforts.</li>
<li>Strong ability to develop and deliver customized sales presentations and product demonstrations via online platforms.</li>
<li>Proven ability to develop and negotiate proposals and contracts.</li>
<li>Strong analytical skills with the ability to accurately forecast sales activity and revenue achievements.</li>
<li>Experience with Salesforce, HubSpot, and other sales automation tools.</li>
<li>Ability to stay informed about competitor products and industry developments in the construction space.</li>
<li>Eager to learn, quick to adapt, and versatile in handling multiple tasks in a fast-paced, growth-stage environment.</li>
<li>Ability to travel roughly 10-20% of the time, including participation in industry events, conferences, and networking activities to build brand awareness and generate leads.</li>
</ul>
Benefits
We care deeply about making Ottimate an incredible place to work and invest a significant amount of time and energy into creating and maintaining a company culture that provides our team with a generous level of support whilst inspiring them to do their best work.&nbsp;
The specific benefits/perks we offer are continually evolving, but currently include:
<ul>
<li>Compensation: $95k-120k + Matched Variable.&nbsp;</li>
<li>Work from home in an energetic remote-first environment that supports flexible working hours and understands work-life balance.</li>
<li>Competitive salary based on skills &amp; experience.</li>
<li>Medical, Dental, Vision and other Company-Subsidized Benefits for you and your family.</li>
<li>Employer sponsored 401(k) with company match.</li>
<li>Paid Time Off (and the encouragement to use it).</li>
<li>Annual company retreats.</li>
<li>Promote from within philosophy.</li>
</ul>
Beyond the tangible benefits though:
<ul>
<li>You will be part of a growing team, at a pinnacle moment of scale for the business, and experience the excitement of working in a startup where each action makes a huge difference.</li>
<li>You will have the agency to solve difficult problems creatively, the freedom to explore work that inspires you, and infrastructure to ensure you're constantly challenged and developing.</li>
<li>You will work with sharp, passionate teammates solving some of the most unique challenges and positioning our product as a premier finance automation solution.&nbsp;</li>
<li>Our commitment to empowering a diverse and inclusive workforce, celebrating differences, and creating a safe space for our employees to bring their whole selves to work is second to none.</li>
<li>We are transforming entire industries using innovative technology including Artificial Intelligence, Payment Tech, and Neural Networks.</li>
<li>Our leaders lead with a people-first approach; inspiring excellence, nurturing ideas, and finding creative ways to eliminate obstacles for cultivating growth.</li>
<li>We truly love what we do and who we do it with - and we think you will too!</li>
</ul>
Ottimate is an equal opportunity employer that is committed to diversity and inclusion. We do not discriminate based on race, color, national origin, religion, gender, gender expression, sexual orientation, age, veteran status, disability status, or marital status. If you are excited about the role but do not meet 100% of the qualifications listed above, we encourage you to apply. Nothing in this job posting should be construed as an offer or guarantee of employment.
#LI-Remote

Account Executive - Retail

Ottimate (formerly Plate IQ) helps fast growing businesses automate accounts payables on their terms. We simplify everything from invoice management to payments for both recurring and one-off expenses with a cloud-first approach that enables remote work. Ottimate’s AP Automation and VendorPay Network helps businesses pay and get paid faster.
At Ottimate, passion generates excitement for what we do and how we do it. With passion at the heart of everything we do, we nurture ideas, inspire excellence, and find creative ways to eliminate obstacles for cultivating growth. The positive attitude with which we assist one another develops open, honest, and genuine connections. Above all, we celebrate and embrace our differences. We invest in each other because we win or lose as a team.
Our values are at the center of our company and culture. At Ottimate (formerly Plate IQ), we value: Growth, Customer Focus, Innovation, Accountability, and Communication.
The Role As an Account Executive you will be responsible for developing and closing new business and expanding our footprint with senior living. In your day-to-day, you will focus on acquiring new customers and outlining to CFOs and finance leaders how our Fintech solution can immediately impact their organization. You will be accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Ottimate partner ecosystem. A successful candidate is highly motivated, a go-getter, eager to learn, determined to adapt quickly, wears multiple hats, and is comfortable selling a solution that can transform a business immediately.
<ul>
<li>Drive success of the company’s goals and objectives by achieving individual sales quotas</li>
<li>Build and manage a sales pipeline through prospecting and lead generation efforts focusing on the senior living vertical</li>
<li>Develop and deliver customized sales presentations and product demonstrations, both by phone and via online demos.</li>
<li>Develop and negotiate proposals and contracts</li>
<li>Monitor and analyze sales metrics to identify opportunities for improvement and implement strategies to address them. Leverage data insights to accurately forecast sales activity and revenue achievements.</li>
<li>Collaborate effectively and engage various pre/post-sales resources, including Sales Development Representatives, Account Managers, HR, and Executive Leadership</li>
<li>Participate in industry events, conferences, and networking activities to build brand awareness and generate leads</li>
<li>Provide regular feedback to the product development team based on customer insights to help refine our offerings</li>
<li>Maintain detailed records of customer interactions and sales activities in Salesforce.</li>
<li>Ensure customer satisfaction by managing and resolving any issues that arise during the sales process.</li>
<li>Stay informed about competitor products and industry developments in the construction vertical to effectively position our solution in the market.</li>
<li>Train and mentor SDRs and Associate AEs, sharing best practices and strategies for success.</li>
</ul>
Requirements
<ul>
<li>BS/BA degree or equivalent experience.</li>
<li>3+ years of demonstrated success in an Account Executive or similar sales role, particularly in selling SaaS products to the senior living industry. Additional experience selling SaaS/Fintech products to finance leaders or CFOs is highly desirable.</li>
<li>Proven track record of consistently meeting or exceeding sales quotas, such as being in the top 10-20% or achieving President’s Club status in previous roles.</li>
<li>Previous experience managing a Mid-Market semi-transactional sales cycle.</li>
<li>Ability to build and maintain a robust sales pipeline through effective prospecting and lead generation efforts.</li>
<li>Strong ability to develop and deliver customized sales presentations and product demonstrations via online platforms.</li>
<li>Proven ability to develop and negotiate proposals and contracts.</li>
<li>Strong analytical skills with the ability to accurately forecast sales activity and revenue achievements.</li>
<li>Experience with Salesforce, HubSpot, and other sales automation tools.</li>
<li>Ability to stay informed about competitor products and industry developments in the construction space.</li>
<li>Eager to learn, quick to adapt, and versatile in handling multiple tasks in a fast-paced, growth-stage environment.</li>
<li>Ability to travel roughly 10-20% of the time, including participation in industry events, conferences, and networking activities to build brand awareness and generate leads.</li>
</ul>
Benefits
We care deeply about making Ottimate an incredible place to work and invest a significant amount of time and energy into creating and maintaining a company culture that provides our team with a generous level of support whilst inspiring them to do their best work.&nbsp;
The specific benefits/perks we offer are continually evolving, but currently include:
<ul>
<li>Compensation: $95k-120k + Matched Variable.&nbsp;</li>
<li>Work from home in an energetic remote-first environment that supports flexible working hours and understands work-life balance.</li>
<li>Competitive salary based on skills &amp; experience.</li>
<li>Medical, Dental, Vision and other Company-Subsidized Benefits for you and your family.</li>
<li>Employer sponsored 401(k) with company match.</li>
<li>Paid Time Off (and the encouragement to use it).</li>
<li>Annual company retreats.</li>
<li>Promote from within philosophy.</li>
</ul>
Beyond the tangible benefits though:
<ul>
<li>You will be part of a growing team, at a pinnacle moment of scale for the business, and experience the excitement of working in a startup where each action makes a huge difference.</li>
<li>You will have the agency to solve difficult problems creatively, the freedom to explore work that inspires you, and infrastructure to ensure you're constantly challenged and developing.</li>
<li>You will work with sharp, passionate teammates solving some of the most unique challenges and positioning our product as a premier finance automation solution.&nbsp;</li>
<li>Our commitment to empowering a diverse and inclusive workforce, celebrating differences, and creating a safe space for our employees to bring their whole selves to work is second to none.</li>
<li>We are transforming entire industries using innovative technology including Artificial Intelligence, Payment Tech, and Neural Networks.</li>
<li>Our leaders lead with a people-first approach; inspiring excellence, nurturing ideas, and finding creative ways to eliminate obstacles for cultivating growth.</li>
<li>We truly love what we do and who we do it with - and we think you will too!</li>
</ul>
Ottimate is an equal opportunity employer that is committed to diversity and inclusion. We do not discriminate based on race, color, national origin, religion, gender, gender expression, sexual orientation, age, veteran status, disability status, or marital status. If you are excited about the role but do not meet 100% of the qualifications listed above, we encourage you to apply. Nothing in this job posting should be construed as an offer or guarantee of employment.
#LI-Remote

Account Executive - Senior Living

Ottimate (formerly Plate IQ) helps fast growing businesses automate accounts payables on their terms. We simplify everything from invoice management to payments for both recurring and one-off expenses with a cloud-first approach that enables remote work. Ottimate’s AP Automation and VendorPay Network helps businesses pay and get paid faster.
At Ottimate, passion generates excitement for what we do and how we do it. With passion at the heart of everything we do, we nurture ideas, inspire excellence, and find creative ways to eliminate obstacles for cultivating growth. The positive attitude with which we assist one another develops open, honest, and genuine connections. Above all, we celebrate and embrace our differences. We invest in each other because we win or lose as a team.
Our values are at the center of our company and culture. At Ottimate (formerly Plate IQ), we value: Growth, Customer Focus, Innovation, Accountability, and Communication.
The Role As an Account Executive you will be responsible for developing and closing new business and expanding our footprint with hotels. In your day-to-day, you will focus on acquiring new customers and outlining to CFOs and finance leaders how our Fintech solution can immediately impact their organization. You will be accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Ottimate partner ecosystem. A successful candidate is highly motivated, a go-getter, eager to learn, determined to adapt quickly, wears multiple hats, and is comfortable selling a solution that can transform a business immediately.
<ul>
<li>Drive success of the company’s goals and objectives by achieving individual sales quotas</li>
<li>Build and manage a sales pipeline through prospecting and lead generation efforts focusing on the hospitality (hotel) vertical</li>
<li>Develop and deliver customized sales presentations and product demonstrations, both by phone and via online demos.</li>
<li>Develop and negotiate proposals and contracts</li>
<li>Monitor and analyze sales metrics to identify opportunities for improvement and implement strategies to address them. Leverage data insights to accurately forecast sales activity and revenue achievements.</li>
<li>Collaborate effectively and engage various pre/post-sales resources, including Sales Development Representatives, Account Managers, HR, and Executive Leadership</li>
<li>Participate in industry events, conferences, and networking activities to build brand awareness and generate leads</li>
<li>Provide regular feedback to the product development team based on customer insights to help refine our offerings</li>
<li>Maintain detailed records of customer interactions and sales activities in Salesforce.</li>
<li>Ensure customer satisfaction by managing and resolving any issues that arise during the sales process.</li>
<li>Stay informed about competitor products and industry developments in the construction vertical to effectively position our solution in the market.</li>
<li>Train and mentor SDRs and Associate AEs, sharing best practices and strategies for success.</li>
</ul>
Requirements
<ul>
<li>BS/BA degree or equivalent experience.</li>
<li>3+ years of demonstrated success in an Account Executive or similar sales role, particularly in selling SaaS products to hotels. Additional experience selling SaaS/Fintech products to finance leaders or CFOs is highly desirable.</li>
<li>Proven track record of consistently meeting or exceeding sales quotas, such as being in the top 10-20% or achieving President’s Club status in previous roles.</li>
<li>Previous experience managing a Mid-Market semi-transactional sales cycle.</li>
<li>Ability to build and maintain a robust sales pipeline through effective prospecting and lead generation efforts.</li>
<li>Strong ability to develop and deliver customized sales presentations and product demonstrations via online platforms.</li>
<li>Proven ability to develop and negotiate proposals and contracts.</li>
<li>Strong analytical skills with the ability to accurately forecast sales activity and revenue achievements.</li>
<li>Experience with Salesforce, HubSpot, and other sales automation tools.</li>
<li>Ability to stay informed about competitor products and industry developments in the construction space.</li>
<li>Eager to learn, quick to adapt, and versatile in handling multiple tasks in a fast-paced, growth-stage environment.</li>
<li>Ability to travel roughly 10-20% of the time, including participation in industry events, conferences, and networking activities to build brand awareness and generate leads.</li>
</ul>
Benefits
We care deeply about making Ottimate an incredible place to work and invest a significant amount of time and energy into creating and maintaining a company culture that provides our team with a generous level of support whilst inspiring them to do their best work.&nbsp;
The specific benefits/perks we offer are continually evolving, but currently include:
<ul>
<li>Compensation: $95k-120k + Matched Variable.&nbsp;</li>
<li>Work from home in an energetic remote-first environment that supports flexible working hours and understands work-life balance.</li>
<li>Competitive salary based on skills &amp; experience.</li>
<li>Medical, Dental, Vision and other Company-Subsidized Benefits for you and your family.</li>
<li>Employer sponsored 401(k) with company match.</li>
<li>Paid Time Off (and the encouragement to use it).</li>
<li>Annual company retreats.</li>
<li>Promote from within philosophy.</li>
</ul>
Beyond the tangible benefits though:
<ul>
<li>You will be part of a growing team, at a pinnacle moment of scale for the business, and experience the excitement of working in a startup where each action makes a huge difference.</li>
<li>You will have the agency to solve difficult problems creatively, the freedom to explore work that inspires you, and infrastructure to ensure you're constantly challenged and developing.</li>
<li>You will work with sharp, passionate teammates solving some of the most unique challenges and positioning our product as a premier finance automation solution.&nbsp;</li>
<li>Our commitment to empowering a diverse and inclusive workforce, celebrating differences, and creating a safe space for our employees to bring their whole selves to work is second to none.</li>
<li>We are transforming entire industries using innovative technology including Artificial Intelligence, Payment Tech, and Neural Networks.</li>
<li>Our leaders lead with a people-first approach; inspiring excellence, nurturing ideas, and finding creative ways to eliminate obstacles for cultivating growth.</li>
<li>We truly love what we do and who we do it with - and we think you will too!</li>
</ul>
Ottimate is an equal opportunity employer that is committed to diversity and inclusion. We do not discriminate based on race, color, national origin, religion, gender, gender expression, sexual orientation, age, veteran status, disability status, or marital status. If you are excited about the role but do not meet 100% of the qualifications listed above, we encourage you to apply. Nothing in this job posting should be construed as an offer or guarantee of employment.
#LI-Remote

Account Executive - Hospitality

Ottimate (formerly Plate IQ) helps fast growing businesses automate accounts payables on their terms. We simplify everything from invoice management to payments for both recurring and one-off expenses with a cloud-first approach that enables remote work. Ottimate’s AP Automation and VendorPay Network helps businesses pay and get paid faster.
At Ottimate, passion generates excitement for what we do and how we do it. With passion at the heart of everything we do, we nurture ideas, inspire excellence, and find creative ways to eliminate obstacles for cultivating growth. The positive attitude with which we assist one another develops open, honest, and genuine connections. Above all, we celebrate and embrace our differences. We invest in each other because we win or lose as a team.
Our values are at the center of our company and culture. At Ottimate (formerly Plate IQ), we value: Growth, Customer Focus, Innovation, Accountability, and Communication.
The Role As an Account Executive you will be responsible for developing and closing new business and expanding our footprint with the healthcare vertical. In your day-to-day, you will focus on acquiring new customers and outlining to CFOs and finance leaders how our Fintech solution can immediately impact their organization. You will be accountable for exceeding monthly and quarterly quotas, proactive deal management, forecast accuracy, and driving adoption and usage with customers and prospects in collaboration with internal teams and the broader Ottimate partner ecosystem. A successful candidate is highly motivated, a go-getter, eager to learn, determined to adapt quickly, wears multiple hats, and is comfortable selling a solution that can transform a business immediately.
<ul>
<li>Drive success of the company’s goals and objectives by achieving individual sales quotas</li>
<li>Build and manage a sales pipeline through prospecting and lead generation efforts focusing on the healthcare vertical</li>
<li>Develop and deliver customized sales presentations and product demonstrations, both by phone and via online demos.</li>
<li>Develop and negotiate proposals and contracts</li>
<li>Monitor and analyze sales metrics to identify opportunities for improvement and implement strategies to address them. Leverage data insights to accurately forecast sales activity and revenue achievements.</li>
<li>Collaborate effectively and engage various pre/post-sales resources, including Sales Development Representatives, Account Managers, HR, and Executive Leadership</li>
<li>Participate in industry events, conferences, and networking activities to build brand awareness and generate leads</li>
<li>Provide regular feedback to the product development team based on customer insights to help refine our offerings</li>
<li>Maintain detailed records of customer interactions and sales activities in Salesforce.</li>
<li>Ensure customer satisfaction by managing and resolving any issues that arise during the sales process.</li>
<li>Stay informed about competitor products and industry developments in the construction vertical to effectively position our solution in the market.</li>
<li>Train and mentor SDRs and Associate AEs, sharing best practices and strategies for success.</li>
</ul>
Requirements
<ul>
<li>BS/BA degree or equivalent experience.</li>
<li>3+ years of demonstrated success in an Account Executive or similar sales role, particularly in selling SaaS products to healthcare. Additional experience selling SaaS/Fintech products to finance leaders or CFOs is highly desirable.</li>
<li>Proven track record of consistently meeting or exceeding sales quotas, such as being in the top 10-20% or achieving President’s Club status in previous roles.</li>
<li>Previous experience managing a Mid-Market semi-transactional sales cycle.</li>
<li>Ability to build and maintain a robust sales pipeline through effective prospecting and lead generation efforts.</li>
<li>Strong ability to develop and deliver customized sales presentations and product demonstrations via online platforms.</li>
<li>Proven ability to develop and negotiate proposals and contracts.</li>
<li>Strong analytical skills with the ability to accurately forecast sales activity and revenue achievements.</li>
<li>Experience with Salesforce, HubSpot, and other sales automation tools.</li>
<li>Ability to stay informed about competitor products and industry developments in the construction space.</li>
<li>Eager to learn, quick to adapt, and versatile in handling multiple tasks in a fast-paced, growth-stage environment.</li>
<li>Ability to travel roughly 10-20% of the time, including participation in industry events, conferences, and networking activities to build brand awareness and generate leads.</li>
</ul>
Benefits
We care deeply about making Ottimate an incredible place to work and invest a significant amount of time and energy into creating and maintaining a company culture that provides our team with a generous level of support whilst inspiring them to do their best work.&nbsp;
The specific benefits/perks we offer are continually evolving, but currently include:
<ul>
<li>Compensation: $95k-120k + Matched Variable.&nbsp;</li>
<li>Work from home in an energetic remote-first environment that supports flexible working hours and understands work-life balance.</li>
<li>Competitive salary based on skills &amp; experience.</li>
<li>Medical, Dental, Vision and other Company-Subsidized Benefits for you and your family.</li>
<li>Employer sponsored 401(k) with company match.</li>
<li>Paid Time Off (and the encouragement to use it).</li>
<li>Annual company retreats.</li>
<li>Promote from within philosophy.</li>
</ul>
Beyond the tangible benefits though:
<ul>
<li>You will be part of a growing team, at a pinnacle moment of scale for the business, and experience the excitement of working in a startup where each action makes a huge difference.</li>
<li>You will have the agency to solve difficult problems creatively, the freedom to explore work that inspires you, and infrastructure to ensure you're constantly challenged and developing.</li>
<li>You will work with sharp, passionate teammates solving some of the most unique challenges and positioning our product as a premier finance automation solution.&nbsp;</li>
<li>Our commitment to empowering a diverse and inclusive workforce, celebrating differences, and creating a safe space for our employees to bring their whole selves to work is second to none.</li>
<li>We are transforming entire industries using innovative technology including Artificial Intelligence, Payment Tech, and Neural Networks.</li>
<li>Our leaders lead with a people-first approach; inspiring excellence, nurturing ideas, and finding creative ways to eliminate obstacles for cultivating growth.</li>
<li>We truly love what we do and who we do it with - and we think you will too!</li>
</ul>
Ottimate is an equal opportunity employer that is committed to diversity and inclusion. We do not discriminate based on race, color, national origin, religion, gender, gender expression, sexual orientation, age, veteran status, disability status, or marital status. If you are excited about the role but do not meet 100% of the qualifications listed above, we encourage you to apply. Nothing in this job posting should be construed as an offer or guarantee of employment.
#LI-Remote

Account Executive - Healthcare

Welcome to <a href="http://apothekary.co" target="_blank">Apothékary</a>™, where Nature is Medicine™. We harness the intelligence of nature by creating clean, effective herbal remedies that target the root cause of health imbalances like helping to ease stress, support the gut, strengthen immunity, boost energy, and sharpen mental focus. Our herbal formulas feature traditional herbs from several medicinal modalities including Ayurveda, traditional Chinese medicine (TCM), Japanese Kampo, and Western herbalism. We believe in getting to the root cause of health issues and herbs can be a great place to start your journey and promote wellness for the long-term.&nbsp;
We were founded in early 2019 by Shizu Okusa, a serial entrepreneur in the wellness industry and named E&amp;Y’s <a href="https://www.ey.com/en_us/news/2021/08/ey-announces-winners-for-the-eoy-2021-mid-atlantic-award" target="_blank">Entrepreneur of the Year in 2021</a> and most recently awarded the prestigious <a href="https://www.inc.com/profile/shizu-okusa" target="_blank">Inc. 500 Female Founder Honoree</a> award.&nbsp; After leaving an intense finance career, she became inspired to live a more balanced lifestyle and revisit her Japanese roots and passion for herbal medicine. Shizu set out to help others regain their holistic health using traditions she grew up with and ones she learned along the way.
<h3>Why work with us?</h3>
<ol>
<li>You will get the chance to be an early team member at a fast-growth health &amp; wellness startup disrupting the intersection of food and medicine – preventative healthcare rooted in herbal medicine</li>
<li>We are growing fast (100x growth in two years, over $16M in capital raised, and quadrupled the size of the team)</li>
<li>We’re a tight-knit, passionate team, where you'll learn a ton and have ownership over your responsibilities.</li>
<li>Work with a seasoned second-time founder and executive team </li>
</ol>
The Role:
The primary function of the role is to grow and manage Apothékary’s retail strategy (i.e. exc-DTC) by growing key partners, identifying new business opportunities, acquiring new customers and partnering with, and educating existing customers via marketing and sales strategy.&nbsp; Being energetic, well-spoken and eager to close sales and increase revenue is an essential part of this position.&nbsp; The role will report directly into Apothékary’s VP of Marketing, and have a direct line of communication with our Founder &amp; CEO.&nbsp; The role will work closely with our Head of Finance, Head of Operations, Director of Digital, and Director of Growth.
Responsibilities:
<ul>
<li>Develop and execute a commercial strategy that drives profitable top-line revenue and market share growth in the wellness and natural grocer categories&nbsp;&nbsp;</li>
<li>Lead strategic sales leadership across all channels, including Natural Grocery, Mass, and Beauty/Wellness ensuring cohesive growth and market expansion</li>
<li>Provide strategic direction to the sales team, brokers, and distributors to ensure consistent execution of Apothékary’s brand plans across all trade channels</li>
<li>Identify and evaluate new market opportunities, including emerging channels and potential international expansion, to diversify revenue streams and drive strategic growth</li>
<li>Strengthen relationships with key retail partners, brokers, and distributors to expand distribution and improve shelf positioning</li>
<li>Work with Creative and Brand team to execute on eye catching marketing campaigns in-store and various OOH / trade marketing to drive velocities in-store&nbsp;</li>
<li>Leverage syndicated data (IRI, Nielsen, SPINS) to track performance and optimize pricing, and report data on a weekly basis to executive team&nbsp;</li>
<li>Manage trade spend efficiency and ROI to optimize promotional investments and improve profitability</li>
<li>Partner with Finance to develop budgets, forecast revenue, and ensure cost-effective commercial initiatives</li>
<li>Work closely with Operations &amp; Supply Chain to align demand planning and inventory strategies with sales growth</li>
<li>Collaborate with the CEO &amp; Board on commercial growth plans, ensuring transparency and alignment on strategic priorities</li>
<li>Secure new key accounts and expand into new channels: practitioner, independent, hospitality (hotels), and create high branded marketing partnerships in conjunction with Brand team&nbsp;&nbsp;</li>
<li>Prospect and build a pipeline of potential accounts and leads inclusive of retail and ecommerce partners</li>
<li>Train store staff in person or zoom, demos and visit stores with Apothékary on shelf</li>
<li>Analyze and upsell existing accounts based on customer buying history; suggest related and new products; explain technical features based on customer-identified needs</li>
<li>Analyze and summarize competitor information and trends to identify new sales opportunities</li>
<li>Travel as needed to meet with clients, attend and host at industry events (Expo West), and nurture relationships.</li>
</ul>
Requirements
<ul>
<li>Bachelor's degree in Business, Marketing, or a related field; MBA preferred.</li>
<li>3-5 years of progressively responsible sales experience in the consumer goods, beauty or wellness industry.</li>
<li>Proven track record of driving sales growth, especially within natural and beauty&nbsp;</li>
<li>Strong leadership skills with a history of managing high-performing sales teams.</li>
<li>Excellent communication, negotiation, and presentation abilities.</li>
<li>Strategic thinker with the ability to translate insights into actionable plans.</li>
<li>Entrepreneurial spirit and a passion for contributing to a (very) fast-paced environment.</li>
<li>Willingness to adapt, learn, and thrive in a rapidly changing industry.</li>
<li>Availability for travel as required..</li>
</ul>
Benefits
<ul>
<li>Starting salary: $100K&nbsp;+ commission</li>
<li>Comprehensive health, dental, and vision plans.</li>
<li>Monthly paid Mental Health Days in addition to PTO.</li>
<li>Opportunity to earn equity options.</li>
<li>Monthly Apothékary product stipend.</li>
</ul>

Retail Sales & Partnerships Manager

Location: México
Type: Contrator/Full-time Ottimate (formerly Plate IQ) helps fast-growing businesses automate accounts payables on their terms. We simplify everything from invoice management to payments for both recurring and one-off expenses with a cloud-first approach that enables remote work. Ottimate’s AP Automation and VendorPay Network helps businesses pay and get paid faster. At Ottimate, passion generates excitement for what we do and how we do it. With passion at the heart of everything we do, we nurture ideas, inspire excellence, and find creative ways to eliminate obstacles for cultivating growth. The positive attitude with which we assist one another develops open, honest, and genuine connections. Above all, we celebrate and embrace our differences. We invest in each other because we win or lose as a team. Our values are at the center of our company and culture. At Ottimate (formerly Plate IQ), we value: Growth, Customer Focus, Innovation, Accountability, and Communication. The Role Ottimate is seeking a Salesforce Solution Architect to design and implement scalable Salesforce solutions that align with our business needs. This role will work closely with stakeholders across Revenue Operations, Sales, Marketing, and Customer Success to optimize system architecture, integrations, and workflows. The ideal candidate has extensive experience designing Salesforce solutions that enhance efficiency, automation, and data integrity.
 &nbsp; &nbsp; &nbsp; &nbsp; &nbsp; What You'll Do
<ul>
<li>Lead the design, architecture, and implementation of Salesforce solutions to support GTM operations.</li>
<li>Collaborate with cross-functional teams to identify business requirements and translate them into technical solutions.</li>
<li>Optimize Salesforce integrations with third-party tools such as marketing automation platforms, data enrichment tools, and business intelligence solutions.</li>
<li>Ensure data quality, security, and compliance across all Salesforce implementations.</li>
<li>Provide technical leadership and best practices for Salesforce development and administration.</li>
<li>Conduct system audits and proactively identify areas for improvement.</li>
</ul>
Requirements
<ul>
<li>7+ years of experience in Salesforce architecture and development.</li>
<li>Deep expertise in Salesforce configuration, automation, and integrations.</li>
<li>Strong knowledge of Apex, Lightning Web Components, and API integrations.</li>
<li>Experience leading system migrations and large-scale implementations.</li>
<li>Salesforce certifications such as Certified Technical Architect or Certified Application Architect are preferred.</li>
<li>Excellent problem-solving and communication skills.</li>
</ul>
Ottimate is an equal opportunity employer that is committed to diversity and inclusion. We do not discriminate based on race, color, national origin, religion, gender, gender expression, sexual orientation, age, veteran status, disability status, or marital status. If you are excited about the role but do not meet 100% of the qualifications listed above, we encourage you to apply. Nothing in this job posting should be construed as an offer or guarantee of employment.

Salesforce Solution Architect

Founded in 2016, Katalon is the leading provider of a modern, comprehensive quality management platform. Katalon Platform enables quality assurance, DevOps, and software teams of any size to deliver world-class customer experiences faster, easier, and more efficiently.
Since its first launch, Katalon has experienced tremendous growth, serving more than 100,000 users across 30,000 teams, many of which are in the Fortune Global 500, such as PwC, KPMG, Abbott, etc. Katalon is recognized as a top automation tool by prestigious review sites, such as Gartner, Capterra, and IT Central Station.&nbsp; Internal Role Title: Senior Account Executive Build. Hustle. Win. Scale.
Are you a relentless sales hunter with a passion for cracking new markets? Do you thrive in high-growth, fast-moving environments where strategic partnerships and enterprise deals fuel explosive success? If you have a founder’s mindset, the hustle to break into new territories, and the expertise to close complex SaaS deals, this is YOUR next big move!
 Why This Role?
<ul>
<li>Drive Greenfield Growth – Expand our DevOps and SaaS footprint across emerging APAC markets (ASEAN, Africa, South Korea, Japan, and beyond).</li>
<li>Leverage Strategic Partnerships – Work with top-tier resellers, GSIs, and cloud partners (AWS, GCP, Azure) to unlock new revenue streams and accelerate adoption.</li>
<li>Own the Enterprise Market – Engage with Fortune 1000 companies, disrupt legacy IT practices, and drive the shift to modern DevOps and cloud automation.</li>
<li>Be the Face of Expansion – Act as the APAC market-maker, crafting localized go-to-market (GTM) strategies and building a scalable revenue engine.</li>
</ul>
 What You’ll Do:
<ul>
<li>Hunt New and Expand Current Logos – Break into new and expand existing accounts across untapped APAC regions and build long-term relationships with enterprise customers.</li>
<li>Develop High-Impact Partner Sales Motions – Work with regional GSIs, VARs, and cloud marketplace providers to maximize revenue growth.</li>
<li>Drive Full-Cycle Enterprise Sales – Run strategic, consultative sales cycles with CxOs, IT leaders, and DevOps champions in emerging markets.</li>
<li>Sell a Game-Changing SaaS Platform – Position our cutting-edge DevOps, CI/CD, Security, and Cloud-Native solutions as must-haves for enterprise IT transformation.</li>
<li>Hit &amp; Exceed Revenue Targets – Own a high-growth quota and crush it through a combination of direct and partner-driven enterprise sales.</li>
<li>Strategize &amp; Scale – Develop scalable sales playbooks for new APAC territories and refine GTM motions based on real-world customer insights.</li>
</ul>
Requirements
<ul>
<li> 8-12 years of enterprise SaaS sales experience in DevOps, Cloud, or Infrastructure SaaS, with a proven record of hunting &amp; closing $100K+ deals. </li>
<li>Experience in APAC emerging markets (SEA, ANZ, Japan, South Korea, etc.), with a strong network of regional partners and enterprises.</li>
<li>Deep understanding of DevOps, Cloud (AWS/GCP/Azure), CI/CD, Kubernetes, and modern IT stacks.</li>
<li> Hunter mentality – You know how to break into new markets, open doors, and build high-value pipeline from scratch.</li>
<li> Exceptional sales acumen – You thrive in complex, multi-stakeholder enterprise sales cycles and negotiate like a pro.</li>
<li> Hyper-growth mindset – You adapt, hustle, and scale fast in a startup-like environment. What’s In It for You? </li>
<ul>
<li>Uncapped earnings with a lucrative commission plan and aggressive accelerators.</li>
<li>Own and build your territory – Massive opportunity to scale our presence across emerging APAC markets.</li>
<li>Elite sales &amp; leadership team – Work with top SaaS &amp; DevOps industry leaders in a high-performance culture.</li>
<li>Cutting-edge product that enterprises want and need—with strong backing from top investors.</li>
</ul>
</ul>
Benefits
At Katalon, we bring together self-starting, open-minded, and talented people while actively promoting a transparent and growth-enabling working environment. But don’t just take our word for it. Take a better look below!
<ul>
<li> Total Remuneration: Satisfying your financial goals through competitive compensation and periodic performance bonuses. </li>
<li> Growth &amp; Rewards: Thriving professionally through employee enablement, a culture of trust, and rewarding performance.</li>
<li> Physical &amp; Mental Health: Staying healthy through comprehensive health plans, and generous paid leaves.</li>
<li> Diversity, Equity &amp; Inclusion: Becoming part of a global team that celebrates differences and equal opportunity.</li>
</ul>
Katalon is proud to be an equal-opportunity employer. We care about our people and celebrate our differences. We want to work with talented, collaborative, and innovative people. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.

Enterprise Account Executive - DevOps & Tech SaaS (Emerging APAC Territories)

<ul>
<li> Description du poste - Business Development Manager&nbsp;</li>
<li>Azeus Systems Limited est à la recherche d'un Business Development Manager (responsable du développement commercial)du logiciel Convene pour faire partie de notre force de vente croissante. Convene est une solution de transformation digitale de la gouvernance pour les Conseils d'Administration et les comités. Convene a été plébiscité par de nombreuses institutions réputées dans le monde entier. Notre clientèle s'est agrandie de façon exponentielle, et nous avons étendu notre présence dans plus de 100 pays dans le monde. Pour plus d'informations, visitez <a>www.azeusconvene.com</a>&nbsp;</li>
<li>Principales responsabilités : </li>
<li>&nbsp;Objectif de vente : atteindre un objectif de vente de manière autonome, grâce à des stratégies proactives de vente et de développement commercial.</li>
<li>&nbsp; Démonstration et formation de logiciel : réaliser des sessions de démonstrations et de formation efficaces pour mettre en valeur les apports et les atouts de nos solutions aux clients potentiels,</li>
<li>&nbsp;Prospection : Générez des prospects qualifiés pour les ventes ( SQL ) via une sensibilisation ciblé, du réseautage et d’autres activités de prospection. </li>
<li>&nbsp; Collaboration d'équipe : travailler en collaboration avec les équipes internes pour assurer une transition en douceur de la prospection à la clôture des transactions, </li>
<li> Gestion CRM : Maintenir des informations à jour et précises dans le système CRM.</li>
<li> Connaissance du marché : rester informé des tendances, des concurrents et des conditions du marché, afin d’identifier de nouvelles opportunités commerciales,&nbsp;</li>
<li>Le rôle nécessite une interaction significative (en face à face ou en utilisant d’autres médias de communication), avec les clients/prospects, les partenaires et le personnel d'Azeus.&nbsp;</li>
</ul>
Requirements
<ul>
<li>Qualifications : </li>
<li>Au moins 3 ans d’expérience dans la vente de logiciels dans la région assignée.</li>
<li> Formation en gestion d'entreprise (une formation en informatique est un plus).</li>
<li>&nbsp;Résultats probants d’atteinte des objectifs de vente et de génération de prospects.</li>
<li>&nbsp; Expérience de vente de logiciels dans les métiers de la Finance, les entreprises cotées en bourse, les grandes entreprises et le secteur public. </li>
<li>&nbsp; Excellente compétences de communication et de présentation.&nbsp;</li>
<li>Maitrise des langues Française&nbsp;et&nbsp;Anglaise</li>
<li>Exigences Supplémentaire : </li>
<li>&nbsp; Expérience dans la vente de logiciels, notamment dans le cadre de la région assignée.</li>
<li>Disposé à voyager pour prospecter et rencontrer les clients.</li>
<li>&nbsp; Esprit d'équipe confirmé et collaboratif.</li>
<li>&nbsp; Expérience de démonstration et/ou de formation de logiciels auprès de clients potentiels.&nbsp;</li>
</ul>

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