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Company Background

Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.

We’re looking for a Sales Development Representative who’s excited to connect with people, learn about their challenges, and introduce them to solutions that make an impact. As the first point of contact for prospective customers, you’ll play an essential role in generating interest, building relationships, and creating qualified opportunities for the sales team.

This role is about thoughtful outreach, active listening, and effective communication. You’ll use sales engagement tools, personalized outreach, and collaboration with marketing to reach decision-makers who can benefit from what we offer. You’ll also work closely with sales leadership to share feedback, refine messaging, and continuously improve how we connect with potential customers. If you enjoy engaging with others, value teamwork, and want to develop your career in sales at a growing SaaS company, we’d love to hear from you.

This position is located remotely with no expectation to work from a Censys office, but is required to be located in the Pacific or Mountain Time Zone.

What You’ll Do:

• Engage and qualify a high volume of inbound and outbound leads to advance prospects through the Censys sales process
• Respond promptly to inbound prospects in line with established SLAs, ensuring each is properly qualified and prioritized
• Create sales-ready meetings and opportunities for Account Executives based on Censys’s qualification criteria
• Research and prospect new accounts — identify key personas, build contact lists, and generate interest through targeted outreach and cold campaigns
• Maintain accurate records of all activity in Salesforce in alignment with Censys’s lead-to-opportunity process
• Consistently meet or exceed set meeting quota to support territory revenue and growth goals
• Collaborate closely with Area VPs and Account Executives, joining customer meetings as neededPartner with marketing to continuously improve lead quality, conversion rates, and pipeline generation
• Thrive in a remote-first environment
• Demonstrates curiosity, a willingness to learn, and sound judgment in applying AI

What You’ll Bring:

1. Minimum of 1 years of previous prospecting experience
2. Familiarity with systems: specifically, Salesforce, Hubspot, Outreach.io, and ZoomInfo
3. Excellent written/verbal communication skills
4. Strong business and tech acumenHighly motivated, driven, and self-starting individual
5. Ability to work in a fast-paced, team environmentAbility to understand customer needs Excellent time management/organizational skills

Bonus Points:

• Experience working in cyber security
• Experience working in a startup environment

For candidates located in high cost of living areas, the on target compensation for this role is $105,000 to $130,000 USD per year. For all other locations, the on target earnings for this position is $90,000 USD and $110,000 USD.  In addition to our compensation package, our benefits are effective on day one and include but are not limited to: 401k match, health, vision, dental, and more! Please see our careers page for more details.

Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 83% and 100% of range. Please discuss your specific work location with your recruiter for more information.

For US Employees: Censys offers a competitive benefits package to employees, including equity, health, dental & vision coverage, retirement with company contribution, parental leave, mental health & wellness benefits, flexible PTO, and a professional development stipend. Censys also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Please see our careers page for more details. For employees located outside of the US, location-specific benefits are available and will the information pertaining to those will be provided to you during the interview process.

We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to your recruiter. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.

To ensure the integrity of our hiring process and in attempt to facilitate a more personal connection, we require all candidates to keep their cameras on during video interviews. You may also be required to meet a Censys employee at one point during your process. Additionally, if hired, you will be invited to visit Ann Arbor, Michigan for in-person onboarding.

By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with our Censys Privacy Policy.

We value diversity and are committed to creating an inclusive environment for all employees. Censys is an equal opportunity employer.

Note to external recruiters/agencies: We are not currently engaging with third-party agencies for this role and will not accept unsolicited outreach . We kindly ask that you do not submit resumes or candidate profiles to our team.

California Privacy Rights Notice

Pursuant to the California Consumer Privacy Act (CCPA), we are providing you with notice that we collect personal information from job applicants for business purposes, including evaluating your candidacy for employment, conducting interviews, and, if applicable, completing the hiring process. The categories of information we may collect include identifiers (such as name and contact information), professional or employment-related information (such as work history, education, and references), and other information you provide in your application. We do not sell or share your personal information. For more information on how we use and protect your personal information, and your rights under the CCPA, please refer to our Privacy Policy.

Sales Executive

Location: Fully Remote, USA (North American Market — USA and Canada, ET Time Zone)

Contract Type: Full-time, permanent, 40 hour per week Mon-Fri

Interviews: Max 3 stages

Salary: $70,000 - $80,000 base + 10% commission on new business

Reports to: Sales Manager, John Peters

About Vable

Vable builds content intelligence software used by international law firms, consultancies and government teams. We help organisations turn information overload into competitive advantage.

We are a fully remote, SaaS business who are at an AI inflection point. The next 12–18 months are the most important phase of our development.

Revenue growth is a company priority. We have set a clear new ARR target and we need a Sales Executive who can help us hit it.

The Role

This is a relationship-led, enterprise sales role targeting law firms in the USA and Canada. You will own the full sales cycle: identifying target accounts, building relationships with key decision-makers, running demos, managing proposals and closing deals.

You will be the third member of our sales team, working closely with the Sales Manager. This is not a high-volume churn role. Our clients are sophisticated legal professionals with high expectations. The right candidate possesses strong prospecting, discovery and relationship building skills, builds trust quickly, understands complex buyer landscapes, and is comfortable operating as a trusted advisor rather than a transactional seller.

You will operate autonomously in a fully remote environment. There is no office to fall back on. Strong async communication, personal discipline and genuine curiosity about our clients and market are non-negotiable. You are highly coachable and open to feedback, with a demonstrated ability to learn quickly and adapt your approach.

What You’ll Do

Pipeline and Account Management

• Identify and manage a list of target accounts (primarily law firms with 500+ lawyers in the USA and Canada)
• Research and profile key contacts in HubSpot — buyer roles, priorities, relationships
• Build and manage relationships with prospects over time; be the kind of person they want to hear from
• Work the full sales pipeline: qualify, demonstrate, negotiate, propose and close
• Keep CRM records accurate, complete and up to date

Market and Commercial Intelligence

• Stay current on legaltech trends, competitor moves and the priorities of law firm information teams
• Bring structured market intelligence back into the business to inform product and GTM decisions
• Collect, analyse and report on sales data to support forecasting and pipeline management

Relationships and Networking

• Build and maintain your professional network in the legal information and legaltech space
• Represent Vable at industry events and conferences where relevant (some international travel may be required)
• Collaborate closely with Customer Success to ensure smooth handoffs and long-term client satisfaction

Who This Is For

You know how to build trust with senior people in law firms and you also know how to close. You understand that legal buyers move carefully and need to be brought along, but you do not confuse patience with passivity. You read where a deal is, you know when to push, and you do not let things sit when they should be moving.

You are curious about clients and the market. You invest in understanding how law firms are structured, what information teams care about, and where Vable creates genuine value and you use that knowledge to have better conversations and get deals over the line faster.

You are self-directed and commercially serious. You structure your own week, manage your pipeline with discipline and do not need someone to keep you accountable. You care about hitting your number and you connect your daily activity to revenue outcomes, bringing data into conversations, not just instinct.

You use AI as a genuine part of how you work. You have built your own workflows for account research, prospect preparation, outreach, follow-up and pipeline analysis and you iterate on them. AI makes you faster and sharper, and you know how to apply it where it adds real leverage rather than just noise. You are not waiting for someone to show you how. At Vable, AI fluency is not a nice-to-have; it is part of how the whole team operates, and this role is no different.

What You Bring

• 4+ years of B2B enterprise SaaS sales experience, with a track record of closing deals and managing complex sales cycles
• Proven ability to build genuine, trust-based relationships with senior stakeholders in professional services environments
• Experience across the full sales pipeline from prospecting through to close with evidence of consistent performance
• Strong data discipline: you keep your CRM updated without being chased, and you use data to manage your pipeline, not just report on it
• You use AI tools actively in your day-to-day work, for research, prospect preparation, synthesis and communication. You have built your own workflows and you iterate on them
• HubSpot experience (or equivalent CRM); comfortable customising it to support your process
• Strong numerical reasoning and attention to detail; confident working with sales data and reporting
• Clear, direct written and verbal communication, you are easy to work with async
• Genuine remote working discipline, you structure your own time, you communicate proactively and you do not need someone checking in on you
• Right to live and work in the USA

Strong Advantage

• Experience selling into law firms or professional services organisations
• Familiarity with the legal information or legaltech market
• Background in news aggregation, information products or enterprise content platforms

Why Join?

Vable is at a point where what we win in the next 12–18 months matters. We are moving into the most important commercial phase of our development, with a clear new ARR target and the ambition to grow our client base across the USA and Canada. This is not a role where you will be maintaining a pipeline someone else built. You will be driving new business at a moment when the revenue we bring in directly shapes what we can build and how fast we can grow. If you want to do the best work of your career in an environment where your contribution is visible, your impact is real and your earnings reflect your results — we want to hear from you.

Probably Not The Right Fit If:

• You prioritise volume over quality, hitting call targets feels like progress, but the accounts you are reaching are not the right ones and the conversations are not landing
• You keep CRM notes light and treat data hygiene as someone else’s problem
• You talk about AI in the abstract but cannot point to a specific tool or workflow you use in your own work
• You need regular check-ins and structured guidance to feel confident in your pipeline
• You come from a large corporate environment and have not operated with the pace and ambiguity of a scale-up
• Remote working is a location preference for you, not a genuine working style
• You prefer a clearly defined lane and are not naturally curious about the wider business

What Success Looks Like

🟢 First 90 Days: Deep understanding of Vable’s product, clients and market. HubSpot set up and disciplined. Active pipeline building underway. Working relationships established with the Head of Revenue and Customer Success.

🟢 First 6 Months: Deals in late-stage pipeline. Demonstrable momentum toward new ARR targets. Market intelligence feeding back into the business. Operating with full autonomy.

🟢 First Year: Meaningful contribution to new ARR. Trusted relationships with target accounts. Recognised internally as the person who owns the North American sales motion.

What We Offer

Remote-first flexibility, WFH and learning budgets, private healthcare after probation and EAP. More than that, real autonomy, direct influence, a clear path to grow as Vable scales and a culture that speaks for itself.

We’re a team that takes ownership, stays curious, succeeds as a team and treats each other with kindness and empathy. That’s not a values statement, it’s just how we work 💚

Ready to Apply?

Submit your CV, cover letter and answer the application questions. The process runs over 2–3 weeks (around 5 hours of your time) and includes an intro call with the People team, a technical interview, a take-home exercise and a final conversation with members of the Business Leadership Team.

🎥 We record recruitment calls with your permission to ensure fairness across our remote team. We hire based on skills, potential and passion, and are an equal opportunities employer.

THE BIGGEST NAME IN HOME. THE BOLDEST TEAM IN E-COMMERCE.

Ashley Digital is the e-commerce engine behind Ashley Furniture Industries — one of the most recognized home brands in the world. As the world’s largest manufacturer of home furnishings and the largest furniture store brand in North America, Ashley is in a category unto itself. Our team sits at the intersection of world-class retail and digital innovation, driving the e-commerce experience for millions of customers across every platform and touchpoint. If you’ve shopped online for a mattress in the last decade, there’s a good chance you’ve already experienced our award-winning Nectar Sleep and DreamCloud. We’re a fast-moving, highly collaborative team operating at a transformational moment, and we’re charged with shaping how people discover, explore, and buy home furnishings. Our expertise spans data science, performance marketing, product, and creative, and our work reaches millions of customers every day. It’s a rare combination: the energy of a tech company, the stability of an industry leader, and the opportunity to build something truly significant. If you’re energized by transformation, collaboration, and meaningful impact at scale, Ashley Digital is where ambition meets opportunity.

To be considered for this remote opportunity, you must reside and be authorized to work within the United States.

Schedule & Availability Requirements:

• Full-time availability across scheduled shifts between 6:00 AM and 9:15 PM PST, including weekends.
• Flexibility to work holidays as part of a rotating schedule.

About the Role:

The Sales Associate is responsible for driving revenue growth through high-quality, customer-focused sales interactions across inbound channels. This role focuses on guiding customers through the purchasing journey with a consultative approach, prioritizing customer satisfaction, product fit, and long-term brand loyalty. Sitting within the broader Sales organization, this role owns the end-to-end customer experience—from initial engagement through purchase and follow-up. Success in this role is defined by strong conversion performance, exceptional customer experience, and consistent achievement of sales targets.

What You’ll Be Doing:

Inbound Sales & Customer Engagement

• Engage inbound customers via phone, email, and chat to deliver a high-quality, consultative sales experience.
• Conduct discovery conversations to understand customer needs, preferences, and sleep goals.
• Provide tailored product recommendations aligned to customer needs and lifestyle.
• Guide customers through the full purchasing journey, ensuring clarity and confidence in their decisions.

Sales Performance & Revenue Growth

• Consistently meet or exceed individual monthly sales targets and performance metrics.
• Leverage product knowledge and sales techniques to maximize conversion rates.
• Identify and act on upselling and cross-selling opportunities to increase order value.
• Maintain a strong sense of urgency and ownership in every customer interaction.

Customer Experience & Relationship Building

• Deliver a best-in-class customer experience rooted in genuine empathy, active listening, and professionalism.
• Build trust with customers by acting as a knowledgeable and reliable advisor.
• Ensure every interaction reflects brand values and reinforces customer satisfaction.

Product Expertise

• Develop deep knowledge of product offerings, including features, benefits, and use cases.
• Position products effectively to improve customers’ sleep quality and overall lifestyle.
• Stay informed on product updates and industry trends to enhance credibility and effectiveness.

Collaboration & Continuous Improvement

• Collaborate with team members and leadership to share insights and improve processes.
• Participate in team meetings, training sessions, and performance reviews.
• Contribute feedback to enhance the overall customer journey and sales strategy.

Skills & Qualifications:

• Strong consultative selling and customer engagement skills.
• Excellent written and verbal communication abilities.
• Results-driven mindset with a focus on achieving and exceeding goals.
• Ability to multitask and manage multiple customer interactions simultaneously.
• High level of adaptability in a fast-paced, performance-driven environment.
• Strong attention to detail and organizational skills.
• 1+ year of experience in a high-volume sales environment (retail, call center, B2C, etc.).
• Proven track record of meeting or exceeding sales targets.
• Experience working in a remote or self-managed environment preferred.
• Proficiency with CRM systems, chat platforms, and sales tools (e.g., Intercom, Slack, Google Workspace is a plus)
• Typing speed of 50+ WPM with the ability to manage multiple systems simultaneously.
• Demonstrates curiosity and adaptability in adopting new technologies and AI solutions to support evolving business needs and future growth.
• Experience in DTC, e-commerce, or startup environments is a plus.
• Experience working with a BPO team is a plus.

What We Offer: (subject to eligibility requirements):

• Remote-first workplace (since 2016!)
• Competitive Pay
• Health, Vision & Dental Insurance
• HSA company contributions
• 401K with company match component
• Generous PTO
• Wellness benefits
• Online learning resources & trainings
• WFH office and cell phone/internet stipend
• A FREE MATTRESS plus an awesome Friends and Family discount!

If you reside in a state or location where pay transparency laws or regulations have been adopted please read the following: The salary for this position is $18.50- $20.50/hour. We carefully consider a wide range of compensation factors, including your background, skills, qualifications, experience, geographic location and other non-discriminatory factors. These considerations can cause your compensation to vary. [Additionally, this role might be eligible for discretionary bonuses or commission payments]. For more information regarding the pay range applicable for this position, please contact us at People@residenthome.com

Ashley Digital is a privately-held company headquartered in Tampa, FL with offices in New York City, London and Tel Aviv.  Learn more at: https://www.residenthome.com

Ashley Digital is committed to a policy of equal employment opportunity, and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, gender identity, gender expression, marital status, or any other legally recognized protected basis under federal, state, or local law.

Ashley Digital is proud to be a remote-first company and maintains policies to support our unique flexible work location culture. However, there are a few important parameters to our work-from-home-culture: While we currently employ Residents in over 30 US states and 3 countries, if you are hired, you may be restricted to working from the state or country in which you currently reside, unless the state or country to which you plan to relocate is one in which we already operate and no other restrictions apply to the role. As with anything, we encourage an open dialogue about your current location and potential desired relocation during the interview process and upon hire, if applicable, and the extent any other restrictions apply to a particular role. We reserve the right to deny relocation requests post-hire for any reason.

#LI-REMOTE

Ashley Digital participates in E-Verify.

Sales Executive

Location: Fully Remote, USA (North American Market — USA and Canada, ET Time Zone)

Contract Type: Full-time, permanent, 40 hour per week Mon-Fri

Interviews: Max 3 stages

Salary: $70,000 - $80,000 base + 10% commission on new business

Reports to: Sales Manager, John Peters

About Vable

Vable builds content intelligence software used by international law firms, consultancies and government teams. We help organisations turn information overload into competitive advantage.

We are a fully remote, SaaS business who are at an AI inflection point. The next 12–18 months are the most important phase of our development.

Revenue growth is a company priority. We have set a clear new ARR target and we need a Sales Executive who can help us hit it.

The Role

This is a relationship-led, enterprise sales role targeting law firms in the USA and Canada. You will own the full sales cycle: identifying target accounts, building relationships with key decision-makers, running demos, managing proposals and closing deals.

You will be the third member of our sales team, working closely with the Sales Manager. This is not a high-volume churn role. Our clients are sophisticated legal professionals with high expectations. The right candidate possesses strong prospecting, discovery and relationship building skills, builds trust quickly, understands complex buyer landscapes, and is comfortable operating as a trusted advisor rather than a transactional seller.

You will operate autonomously in a fully remote environment. There is no office to fall back on. Strong async communication, personal discipline and genuine curiosity about our clients and market are non-negotiable. You are highly coachable and open to feedback, with a demonstrated ability to learn quickly and adapt your approach.

What You’ll Do

Pipeline and Account Management

• Identify and manage a list of target accounts (primarily law firms with 500+ lawyers in the USA and Canada)
• Research and profile key contacts in HubSpot — buyer roles, priorities, relationships
• Build and manage relationships with prospects over time; be the kind of person they want to hear from
• Work the full sales pipeline: qualify, demonstrate, negotiate, propose and close
• Keep CRM records accurate, complete and up to date

Market and Commercial Intelligence

• Stay current on legaltech trends, competitor moves and the priorities of law firm information teams
• Bring structured market intelligence back into the business to inform product and GTM decisions
• Collect, analyse and report on sales data to support forecasting and pipeline management

Relationships and Networking

• Build and maintain your professional network in the legal information and legaltech space
• Represent Vable at industry events and conferences where relevant (some international travel may be required)
• Collaborate closely with Customer Success to ensure smooth handoffs and long-term client satisfaction

Who This Is For

You know how to build trust with senior people in law firms and you also know how to close. You understand that legal buyers move carefully and need to be brought along, but you do not confuse patience with passivity. You read where a deal is, you know when to push, and you do not let things sit when they should be moving.

You are curious about clients and the market. You invest in understanding how law firms are structured, what information teams care about, and where Vable creates genuine value and you use that knowledge to have better conversations and get deals over the line faster.

You are self-directed and commercially serious. You structure your own week, manage your pipeline with discipline and do not need someone to keep you accountable. You care about hitting your number and you connect your daily activity to revenue outcomes, bringing data into conversations, not just instinct.

You use AI as a genuine part of how you work. You have built your own workflows for account research, prospect preparation, outreach, follow-up and pipeline analysis and you iterate on them. AI makes you faster and sharper, and you know how to apply it where it adds real leverage rather than just noise. You are not waiting for someone to show you how. At Vable, AI fluency is not a nice-to-have; it is part of how the whole team operates, and this role is no different.

What You Bring

• 4+ years of B2B enterprise SaaS sales experience, with a track record of closing deals and managing complex sales cycles
• Proven ability to build genuine, trust-based relationships with senior stakeholders in professional services environments
• Experience across the full sales pipeline from prospecting through to close with evidence of consistent performance
• Strong data discipline: you keep your CRM updated without being chased, and you use data to manage your pipeline, not just report on it
• You use AI tools actively in your day-to-day work, for research, prospect preparation, synthesis and communication. You have built your own workflows and you iterate on them
• HubSpot experience (or equivalent CRM); comfortable customising it to support your process
• Strong numerical reasoning and attention to detail; confident working with sales data and reporting
• Clear, direct written and verbal communication, you are easy to work with async
• Genuine remote working discipline, you structure your own time, you communicate proactively and you do not need someone checking in on you
• Right to live and work in the USA

Strong Advantage

• Experience selling into law firms or professional services organisations
• Familiarity with the legal information or legaltech market
• Background in news aggregation, information products or enterprise content platforms

Why Join?

Vable is at a point where what we win in the next 12–18 months matters. We are moving into the most important commercial phase of our development, with a clear new ARR target and the ambition to grow our client base across the USA and Canada. This is not a role where you will be maintaining a pipeline someone else built. You will be driving new business at a moment when the revenue we bring in directly shapes what we can build and how fast we can grow. If you want to do the best work of your career in an environment where your contribution is visible, your impact is real and your earnings reflect your results — we want to hear from you.

Probably Not The Right Fit If:

• You prioritise volume over quality, hitting call targets feels like progress, but the accounts you are reaching are not the right ones and the conversations are not landing
• You keep CRM notes light and treat data hygiene as someone else’s problem
• You talk about AI in the abstract but cannot point to a specific tool or workflow you use in your own work
• You need regular check-ins and structured guidance to feel confident in your pipeline
• You come from a large corporate environment and have not operated with the pace and ambiguity of a scale-up
• Remote working is a location preference for you, not a genuine working style
• You prefer a clearly defined lane and are not naturally curious about the wider business

What Success Looks Like

🟢 First 90 Days: Deep understanding of Vable’s product, clients and market. HubSpot set up and disciplined. Active pipeline building underway. Working relationships established with the Head of Revenue and Customer Success.

🟢 First 6 Months: Deals in late-stage pipeline. Demonstrable momentum toward new ARR targets. Market intelligence feeding back into the business. Operating with full autonomy.

🟢 First Year: Meaningful contribution to new ARR. Trusted relationships with target accounts. Recognised internally as the person who owns the North American sales motion.

What We Offer

Remote-first flexibility, WFH and learning budgets, private healthcare after probation and EAP. More than that, real autonomy, direct influence, a clear path to grow as Vable scales and a culture that speaks for itself.

We’re a team that takes ownership, stays curious, succeeds as a team and treats each other with kindness and empathy. That’s not a values statement, it’s just how we work 💚

Ready to Apply?

Submit your CV, cover letter and answer the application questions. The process runs over 2–3 weeks (around 5 hours of your time) and includes an intro call with the People team, a technical interview, a take-home exercise and a final conversation with members of the Business Leadership Team.

🎥 We record recruitment calls with your permission to ensure fairness across our remote team. We hire based on skills, potential and passion, and are an equal opportunities employer.

Mission – Why we exist, what we do, and why we need you

SpotMe is a leading B2B event platform that helps enterprises increase the impact of their events by delivering CRM-connected, high-quality experiences across in-person, virtual, hybrid events, and webinars. With a strong focus on life sciences, SpotMe powers Onomi: an HCP engagement product that enables medical and commercial teams to run impactful congresses, symposia, advisory boards, and webinars. Together, SpotMe and Onomi turn events into a company’s most effective engagement channel.

This position is the ideal role for experienced talents in tech/services sales. With a self-driven resilient mindset, positive energy, and strong business acumen, you’ll thrive in a fast paced environment. You will negotiate multi-year enterprise contracts, drive revenue and usage growth across our largest Fortune 500 accounts, and shape the long-term success of our most valued partnerships. Our top-performing Account Directors typically progress to sales leadership roles.

The Account Director role is key in our sales team and reports directly to the VP of Account Management. Following our Onomi launch, life sciences expansion pipeline is the #1 company objective, and driving revenue growth within existing customers is a key component.

As the account leader, you will be the primary point of contact for 7-15 key accounts with a total revenue of ~$3M and you will:

• [40%] Identify and close expansion, upgrade and renewal opportunities
• [10] Perform account research, mapping and planning (including capturing intelligence on organization design, strategic priorities, Onomi share of wallet, other vendors scope, integration, usage and investments for each of the use cases, understanding budget cycles, and partner mapping, and creating pricing benchmarks against other solutions)
• [20%] Execute account retention and expansion plan (inserting Onomi into centers of excellence and delivery units, design operating procedure for flawless execution, coordinating implementation and key integrations, evangelizing buying centers, functions and geo/affiliates with workshops and webinars, partner engagement, briefing and certification)
• [10%] Handle first-line account product, compliance and administrative
• [5%] Report on sales activities (CRM updates, sales forecasts and pipeline calls)
• [15%] Build relationships with key account stakeholders (engaging with new users, fostering trust-based relationships with champions and above event stakeholders (commercial excellence, medical, IT, procurement), establishing open lines of communication with economic buyers, influencing HQ-prescribed technology usage guidelines, facilitating introduction and exec touchpoints at director/VP level with a meaningful briefing, demonstrate value in absolute ROI terms, securing customer presence at customer advisory boards and 3rd party event/roundtables participation)

Objectives - The problems you will solve

In your first month, you will onboard, get hands-on with our product, become fluent in our industry, get up to speed with systems, get introduced to your customers, and understand your customer buying centers and use cases:

• Learn our product by getting certified with our SpotMe Academy and by embedding yourself in a virtual event project, an onsite event project, by building your own demo event and by joining an in-person business review.
• Become fluent with our industry personas, competitors, and our industry use cases by embedding yourself in customer projects and presentations.
• Master our sales processes, sales materials, and systems (Salesforce, Google Suite, PowerPoint, Zoom, Gainsight, Gong) to be able to manage a sales lifecycle from customer request to contract expansion deals autonomously; successfully conduct an expansion mock scoping & demo call with sales leadership and pass your sales certification.
• Get introduced to all customers in your portfolio and secure face time with 80% of them.

After 3 months, you have completed your phase 1 account research and planning, and kicked off on account plans including renewal strategy, budget insertion and revenue & usage growth; leading indicators (usage and number of opportunities) are improving after 2 quarters with 2 expansion levers unlocked for each account.

After 12 months, you will have further executed your account plans and achieved an aggregate 20% YoY revenue growth on your portfolio through services and/or software expansion.

What you need to be great at:

• Account leadership: You are above all a true account leader in B2B SaaS or services/consulting - you have managed large accounts ($200K-$2M) in large companies (>500 employees) over time, and you are able to  truly understand the decision-making process and buying centers, and establish and nurture relationships with key people to expand scope and volume. You know what it means to operate a global, large-scale account in a first-class fashion.
• Industry expertise with business orientation: You bring SaaS experience selling into critical industries - pharma, financial services, professional services, or tech - with demonstrated experience working with the most demanding customers. Above all, you have a flair for spotting pain points, helping customers form business cases, and guiding them towards execution. Pharma HCP engagement expertise, with all its nuances (medical, commercial, marketing), is a plus but not a must.
• Autonomy and resourcefulness: You make decisions with confidence and don’t wait to be told what to do. When you hit a wall, you find a way around it - you are scrappy, creative, and solution-oriented by nature. You move fast and act proactively, even when there is no immediate commercial upside.
• Commercial sharpness: You run numbers quickly, think several steps ahead in negotiations, and understand what truly drives your customers’ business. You can build a solid business case that holds up in front of a C-suite or procurement team, and you are comfortable making decisions and forming working hypotheses even when you don’t have all the facts.

SpotMe recruits, compensates, and promotes regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, parental status, or veteran status.

As a Regional Partnership Manager, you will drive strategic growth and cultivate strong relationships with educational partners across your Mid-Atlantic territory, which includes West Virginia, Virginia and North Carolina. In this role, you will lead revenue generation through renewals, upsells, and cross-sells of Riverside’s research-backed solutions, while building trust with cabinet-level administrators and decision-makers. By aligning our offerings with district goals and leveraging data-driven insights, you will empower educators to discover the unique strengths and challenges of each learner and help grow the potential in every student.

Applicants must reside in one of the following states: Virginia or North Carolina.

Role Summary and Responsibilities

• Develop and execute strategies to achieve revenue and growth objectives.
• Build and maintain strong relationships with key decision-makers, including district and cabinet-level leaders.
• Conduct in-person and virtual meetings to advance partnerships and opportunities.
• Create and manage strategic account plans for top accounts.
• Maintain accurate forecasting and pipeline management in CRM systems.
• Follow up promptly on qualified leads and ensure timely progression through the sales cycle.
• Represent Riverside at conferences and events to increase awareness and engagement.
• Collaborate cross-functionally to deliver solutions that meet customer needs.

Must-Have Qualifications

• Bachelor’s degree and 5–7 years of experience in educational or EdTech sales.
• Proven success in consistently meeting or exceeding sales quotas.
• Strong understanding of the educational sales cycle and ability to navigate complex buying processes.
• Experience building and progressing a pipeline using a consultative sales approach.
• High emotional intelligence and ability to establish rapport and earn trust.
• Resilience and persistence to remain motivated in the face of challenges.
• Strategic and task-oriented with a sense of urgency.
• Proficiency in CRM tools for pipeline management and forecasting.

Preferred Qualifications

• Former education experience strongly preferred.
• Familiarity with Riverside products such as CogAT and Iowa Assessments.
• Experience creating strategic territory plans and conducting in-person visits.
• Skilled in designing and customizing the buying journey for schools and districts.

Physical Requirements

• Remote work environment.
• Travel 50%–70% for district visits, conferences, and presentations.
• May require stationary positions (sitting or standing) for extended periods.

Disclaimer

The above statements describe the general nature and level of the work performed by people assigned to this work. This list does not cover all possible duties, tasks, or responsibilities. Riverside Insights may amend or change responsibilities to meet the needs of the business and organization as necessary.

Why Join Our Team?

At Riverside Insights, achieving real results for students and educators is more than talk, it is what we do. As we grow, so will you, offering the chance to expand your skills on an ambitious, solution-focused team. Join us in making great work possible, where your well-being and dedication to making an impact go hand in hand. If you are ready for an ambitious, collaborative environment, Riverside is the place for you.

Benefits

• Medical, Dental, and Vision plans
• Company paid basic life and AD and D insurance
• Company paid long-term disability
• Paid Parental Leave
• Supplemental life insurance options
• Company paid Employee Assistance Program (EAP)
• Retirement plan with discretionary company matching
• Flexible Spending Account (FSA) and Health Savings Account (HSA) options
• Premium subscription to Calm for employee and dependents
• 33 days of company paid time off (PTO, Holidays, Wellness Days)
• Quarterly Focus Days
• Flexible work arrangements
• Tuition Reimbursement Program
• Company orientation and 30, 60, 90 Day Onboarding

Compensation

A reasonable estimate of the base compensation range for this position is $90,000 - $105,000 plus competitive sales incentive. This compensation range is specific to the United States and it incorporates many factors including but not limited to an applicant’s skills and prior relevant experience and training; licensures, degrees, and certifications; internal pay ranges; and market data/range parameters.

Riverside Insights is an Equal-Opportunity Employer

Riverside Insights provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

THE BIGGEST NAME IN HOME. THE BOLDEST TEAM IN E-COMMERCE.

Ashley Digital is the e-commerce engine behind Ashley Furniture Industries — one of the most recognized home brands in the world. As the world’s largest manufacturer of home furnishings and the largest furniture store brand in North America, Ashley is in a category unto itself. Our team sits at the intersection of world-class retail and digital innovation, driving the e-commerce experience for millions of customers across every platform and touchpoint. If you’ve shopped online for a mattress in the last decade, there’s a good chance you’ve already experienced our award-winning Nectar Sleep and DreamCloud. We’re a fast-moving, highly collaborative team operating at a transformational moment, and we’re charged with shaping how people discover, explore, and buy home furnishings. Our expertise spans data science, performance marketing, product, and creative, and our work reaches millions of customers every day. It’s a rare combination: the energy of a tech company, the stability of an industry leader, and the opportunity to build something truly significant. If you’re energized by transformation, collaboration, and meaningful impact at scale, Ashley Digital is where ambition meets opportunity.

To be considered for this remote opportunity, you must reside and be authorized to work within the United States.

Schedule & Availability Requirements:

• Full-time availability across scheduled shifts between 6:00 AM and 9:15 PM PST, including weekends.
• Flexibility to work holidays as part of a rotating schedule.

About the Role:

The Sales Associate is responsible for driving revenue growth through high-quality, customer-focused sales interactions across inbound channels. This role focuses on guiding customers through the purchasing journey with a consultative approach, prioritizing customer satisfaction, product fit, and long-term brand loyalty. Sitting within the broader Sales organization, this role owns the end-to-end customer experience—from initial engagement through purchase and follow-up. Success in this role is defined by strong conversion performance, exceptional customer experience, and consistent achievement of sales targets.

What You’ll Be Doing:

Inbound Sales & Customer Engagement

• Engage inbound customers via phone, email, and chat to deliver a high-quality, consultative sales experience.
• Conduct discovery conversations to understand customer needs, preferences, and sleep goals.
• Provide tailored product recommendations aligned to customer needs and lifestyle.
• Guide customers through the full purchasing journey, ensuring clarity and confidence in their decisions.

Sales Performance & Revenue Growth

• Consistently meet or exceed individual monthly sales targets and performance metrics.
• Leverage product knowledge and sales techniques to maximize conversion rates.
• Identify and act on upselling and cross-selling opportunities to increase order value.
• Maintain a strong sense of urgency and ownership in every customer interaction.

Customer Experience & Relationship Building

• Deliver a best-in-class customer experience rooted in genuine empathy, active listening, and professionalism.
• Build trust with customers by acting as a knowledgeable and reliable advisor.
• Ensure every interaction reflects brand values and reinforces customer satisfaction.

Product Expertise

• Develop deep knowledge of product offerings, including features, benefits, and use cases.
• Position products effectively to improve customers’ sleep quality and overall lifestyle.
• Stay informed on product updates and industry trends to enhance credibility and effectiveness.

Collaboration & Continuous Improvement

• Collaborate with team members and leadership to share insights and improve processes.
• Participate in team meetings, training sessions, and performance reviews.
• Contribute feedback to enhance the overall customer journey and sales strategy.

Skills & Qualifications:

• Strong consultative selling and customer engagement skills.
• Excellent written and verbal communication abilities.
• Results-driven mindset with a focus on achieving and exceeding goals.
• Ability to multitask and manage multiple customer interactions simultaneously.
• High level of adaptability in a fast-paced, performance-driven environment.
• Strong attention to detail and organizational skills.
• 1+ year of experience in a high-volume sales environment (retail, call center, B2C, etc.).
• Proven track record of meeting or exceeding sales targets.
• Experience working in a remote or self-managed environment preferred.
• Proficiency with CRM systems, chat platforms, and sales tools (e.g., Intercom, Slack, Google Workspace is a plus)
• Typing speed of 50+ WPM with the ability to manage multiple systems simultaneously.
• Demonstrates curiosity and adaptability in adopting new technologies and AI solutions to support evolving business needs and future growth.
• Experience in DTC, e-commerce, or startup environments is a plus.
• Experience working with a BPO team is a plus.

What We Offer: (subject to eligibility requirements):

• Remote-first workplace (since 2016!)
• Competitive Pay
• Health, Vision & Dental Insurance
• HSA company contributions
• 401K with company match component
• Generous PTO
• Wellness benefits
• Online learning resources & trainings
• WFH office and cell phone/internet stipend
• A FREE MATTRESS plus an awesome Friends and Family discount!

If you reside in a state or location where pay transparency laws or regulations have been adopted please read the following: The salary for this position is $18.50- $20.50/hour. We carefully consider a wide range of compensation factors, including your background, skills, qualifications, experience, geographic location and other non-discriminatory factors. These considerations can cause your compensation to vary. [Additionally, this role might be eligible for discretionary bonuses or commission payments]. For more information regarding the pay range applicable for this position, please contact us at People@residenthome.com

Ashley Digital is a privately-held company headquartered in Tampa, FL with offices in New York City, London and Tel Aviv.  Learn more at: https://www.residenthome.com

Ashley Digital is committed to a policy of equal employment opportunity, and will not discriminate against an applicant or employee on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, age, physical or mental disability, veteran or military status, genetic information, sexual orientation, gender identity, gender expression, marital status, or any other legally recognized protected basis under federal, state, or local law.

Ashley Digital is proud to be a remote-first company and maintains policies to support our unique flexible work location culture. However, there are a few important parameters to our work-from-home-culture: While we currently employ Residents in over 30 US states and 3 countries, if you are hired, you may be restricted to working from the state or country in which you currently reside, unless the state or country to which you plan to relocate is one in which we already operate and no other restrictions apply to the role. As with anything, we encourage an open dialogue about your current location and potential desired relocation during the interview process and upon hire, if applicable, and the extent any other restrictions apply to a particular role. We reserve the right to deny relocation requests post-hire for any reason.

#LI-REMOTE

Ashley Digital participates in E-Verify.

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General information Name Market Manager,Canada Location Remote, Vancouver Business unit BG-Accommodation Working time Full-Time Type Business Development Description & Requirements About UsTrip.com Group is a leading global travel service provider...

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Who we are At Twilio, we’re shaping the future of communications, all from the comfort of our homes.