Enterprise Account Executive - APAC

Canonical is seeking dynamic Telecom Account Executives with a passion for the telecommunications sector to join our global team. Ideal candidates will have a keen interest in various markets, including:Middle East, DACH region, Nordics, Eastern Europe, and the USA.Fluency in the local language for these regions is highly advantageous.As the landscape of ent…

Join our dynamic team as a Senior Enterprise Account Executive and drive transformative solutions for our clients. In this remote role, you will work collaboratively with our Business Development Representatives, manage the sales process from initial discovery to successful closure, and play a vital role in expanding Example Corp’s presence throughout the EMEA region. Your efforts will directly contribute to closing high-value enterprise deals and fostering strong relationships with new clients.

About Adaptive SecurityAdaptive Security is an innovative cybersecurity startup dedicated to thwarting AI-driven cyber threats. In December 2025, we secured an $81 million Series B funding round, spearheaded by NVIDIA and Bain Capital Ventures, with additional investments from Capital One Ventures, Citi Ventures, and ongoing support from Andreessen Horowitz (a16z), the OpenAI Startup Fund, and Abstract Ventures. This funding round represents NVIDIA's inaugural investment in AI cybersecurity.Founded by experienced entrepreneurs Brian Long and Andrew Jones, who have previously co-founded Attentive—a company that achieved over $500 million in annual revenue and a valuation exceeding $10 billion—and TapCommerce, which was acquired by Twitter, Adaptive Security is leveraging their extensive experience to build a robust security framework for the AI age.Trusted by leading banks, tech firms, and healthcare institutions, Adaptive safeguards organizations against emerging threats such as deepfakes, smishing, and AI-driven voice scams. With swift enterprise adoption and a market potential exceeding $200 billion, we are just beginning our journey.The RoleWe are in search of a motivated, high-achieving Senior Account Executive to join our founding Go-To-Market (GTM) team in a fully remote capacity. In this position, you will concentrate on securing large enterprise accounts in the finance, healthcare, and technology sectors.You will collaborate closely with a dedicated Business Development Representative (BDR) to drive top-of-funnel pipeline generation and outbound initiatives, enabling you to focus on advancing high-value deals through the sales funnel and closing new accounts.This remote role entails working in close partnership with leadership, marketing, product, and customer success teams to win strategic clients and influence the evolution of Adaptive's sales approach.If you are enthusiastic about selling a product that genuinely impresses clients and eager to be part of a close-knit team building something significant from the ground up, this opportunity is for you.

About Us:At Buyers Edge Platform, we pride ourselves on revolutionizing the restaurant technology landscape. Our flagship product, Back Office, is at the forefront of this transformation, providing a comprehensive, hospitality-focused software suite designed by restaurant owners for restaurant owners. We break down siloed technology barriers, allowing independent, multi-location, franchise, and enterprise restaurant groups to enhance operational efficiency and profitability. Our solutions cover financial accounting, purpose-built payroll, food cost management, and daily accounts payable automation, ensuring that every aspect of restaurant management is seamlessly integrated.Our software empowers operators to make informed decisions through actionable insights, enabling them to navigate the complexities of revenue management, cost control, labor optimization, and compliance with ease. With Back Office, our clients have access to a user-friendly experience paired with ongoing education and support from industry experts.This position is remote, ideally suited for candidates located on the West Coast (PST), with required travel of at least 25%, depending on client needs. We offer a competitive base salary with significant commission potential; however, please note that we cannot provide work sponsorship for this role.As an Account Executive specializing in our innovative restaurant software solutions, you will play a crucial role in driving new sales and nurturing robust client relationships within the restaurant sector. Your focus will be on articulating the value of our products and services to restaurant owners and key decision-makers, guiding them through the sales cycle to secure their business.

Join Our Mission to Make a Difference! At GoFundMe, we empower communities to come together and support one another. As the leading platform for fundraising, we have facilitated over $40 billion in donations since our inception in 2010. Our goal is to provide a safe and efficient way for individuals and organizations to raise funds for various causes. The GoFundMe Pro team is on the lookout for a talented and driven Account Executive to focus on our Mid-Market clients, which includes some of the fastest-growing nonprofits in the nation. This is a fantastic opportunity to leverage your skills in a dynamic, performance-driven environment. Your role will involve guiding prospective clients through the sales process, ensuring they maximize our fundraising capabilities. If you thrive in a startup atmosphere, excel at closing deals, and are eager to advance your career, we want to hear from you! Your Responsibilities: Efficiently qualify, manage, and maintain a robust sales pipeline using the MEDDICC methodology. Proactively source the majority of your leads. Oversee the sales process for medium to large new clients from initial contact through to contract negotiation. Deliver engaging web-based presentations that showcase your product expertise. Engage with VP and C-suite executives, navigating complex decision-making processes to secure approvals. Consistently surpass your quarterly and annual sales targets, with competitive compensation for your achievements. Develop expertise in GoFundMe Pro tools and the nonprofit landscape to engage in consultative sales conversations. Participate in mentorship and advocacy programs within GoFundMe Pro. Organize regional events to cultivate new leads. Represent GoFundMe Pro at industry conferences and events. Assist management in leading team meetings, contributing innovative ideas and facilitating productive discussions. Implement lead management strategies and pilot process improvements. Accurately forecast quarterly sales results.

Who We AreSamsara (NYSE: IOT) is at the forefront of the Connected Operations™ Cloud, empowering organizations that rely on physical operations to leverage Internet of Things (IoT) data. Our platform transforms data into actionable insights, enhancing safety, efficiency, and sustainability across multiple industries, including agriculture, construction, field services, transportation, and manufacturing. We are passionate about digitally transforming these sectors on a global scale.Joining Samsara means contributing to the future of physical operations, collaborating with a team that is developing innovative product solutions such as Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As a part of a recently public company, you will enjoy the autonomy and support needed to make a lasting impact.About the Role:As a Core Account Executive, you will play a pivotal role in assisting our largest enterprise clients in transitioning from outdated technologies to streamlined, digitized workflows. Your efforts will drive significant data insights that can transform their operations. You will be instrumental in enhancing the safety, efficiency, and sustainability of organizations that are vital to our everyday lives. Typical sales engagements will range from $100,000 to $500,000 and will often involve leading proofs of concept, engaging multiple stakeholders, managing trials, negotiating complex pricing structures, and selling to executives and CXOs.This is a remote position open to candidates residing in the US and requires working in the EST and CST time zones.You should apply if:You want to make a difference in industries that power our world: Your contributions will have a tangible impact—ensuring safety for workers, enabling food supply chains, and keeping essential services running.Your motto is #alwaysbeprospecting: The operational landscape is expansive. Your clients are often in the field, and the best way to connect is through proactive outreach. Our top performers continuously research to identify potential clients and expand their networks.

Role Overview akuity is hiring a Mid-Market Account Executive to support growth across the EMEA region. This fully remote role focuses on building strong relationships with mid-sized businesses and introducing them to akuity’s solutions. What You Will Do Engage with mid-market clients throughout EMEA to understand their needs Present akuity’s offerings in a way that matches client goals Drive new business and support ongoing growth in the region Develop and maintain lasting partnerships with key stakeholders What Helps You Succeed Experience selling to mid-sized companies Strong relationship-building and communication skills Ability to identify client needs and tailor solutions Location Remote within EMEA.

Greetings from the Customer.io Recruitment Team!We are on the hunt for a driven and experienced Senior Account Executive to become an integral part of our expanding sales team. In this pivotal role, you will be the face of Customer.io for our largest prospective clients, guiding them through the complete sales process—from initial outreach to closing the deal.Collaborating closely with a dedicated Senior Sales Development Representative (SDR), you will proactively source opportunities while also managing inbound leads generated by our marketing efforts. Once clients come on board, you will seamlessly transition them to our Customer Success and Technical Support teams, ensuring they have the resources and expertise necessary to excel.Key ResponsibilitiesEffectively manage qualified leads from both inbound and outbound sources; conduct discovery calls utilizing the MEDDPICC framework and drive the entire sales cycle to a successful close.Work in tandem with your Senior SDR to define account targeting, develop sales strategies, and prospect to engage top-tier brands within our Ideal Customer Profile (ICP).Organize and present engaging online demos to qualified prospects, showcasing the value of our offerings.Identify customer business needs and adeptly position Customer.io’s solutions to meet those needs.Take ownership of your performance metrics: track and report on sales activities, pipeline health, and revenue outcomes.Proactively source pipeline opportunities as needed to ensure quota accomplishment.Utilize value-based selling techniques to clearly communicate the benefits and features of our platform.

About UsSparrow is a pioneering employee leave management solution that combines advanced technology with a personal touch. Our mission is to simplify the leave process for organizations, ensuring that employees can take family, medical, and other types of leave with ease.The current leave management landscape is often fraught with challenges, leaving company leaders grappling with fluctuating regulations and employees facing overwhelming bureaucracy during critical moments in their careers. Sparrow revolutionizes this traditionally cumbersome process into a streamlined, efficient experience that can be completed in just 30 minutes, saving organizations between 20 and 40 hours per leave and potentially reducing costs by up to $30,000 per leave.Based in San Francisco, Sparrow boasts a diverse and talented remote workforce across the nation. Our team is united by hard work, collaboration, intelligence, and humility as we tackle real-world challenges together.About the RoleAct as a trusted advisor to HR professionals and channel partners by presenting an innovative solution for leave management. Educate them on how Sparrow's offerings can address their specific pain points and challenges.Drive revenue by mastering our value presentation and delivering detailed product demonstrations that illustrate how we simplify leave administration for both employers and employees. Become a subject matter expert by using storytelling to convey our value propositions while staying informed about the competitive landscape.Utilize cutting-edge sales technology, including Salesforce, Outreach, Gong, LinkedIn Navigator, and Chili Piper, to expedite the buying process and gather data that enhances your sales acumen. Consistently meet or exceed sales quotas.Act as the voice of our customers by relaying feedback to cross-functional teams to enhance our product and service offerings. Collaborate closely with implementation and leave specialists to ensure a seamless onboarding experience for new clients.

About XBOWAt XBOW, we are pioneering the future of cybersecurity by developing the world's first autonomous pentester powered by artificial intelligence. As the demand for robust software system security grows, we are leveraging AI to enhance offensive security measures, moving beyond traditional human pentesters.AI is reshaping both the cybersecurity field and the nature of cyberattacks. While countless individuals without security skills are producing software, malicious actors are employing AI to execute increasingly sophisticated attacks. XBOW counters these threats with AI-enhanced capabilities, empowering security teams to stay ahead of potential breaches.Supported by Sequoia Capital, our team comprises the minds behind GitHub Copilot and GitHub Advanced Security. At XBOW, we are not merely adapting to changes; we are actively shaping the future of cybersecurity. Our mission is clear: to thwart cyber threats before they materialize, revolutionizing our approach to offensive security through AI.Join us as we build a necessary solution and redefine the landscape of autonomous security.Your Role:We are seeking a driven Strategic Account Executive to join our Go-To-Market (GTM) team at XBOW. This is not a standard role; you will work closely with XBOW's executive leadership to craft our sales strategy, refine our methodologies, and enhance our internal tools to optimize your effectiveness. Insights gained from your customer interactions will be instrumental in evolving XBOW's innovative product and technology.As an early team member, you will have significant influence and opportunities for growth. We are rapidly delivering solutions, acquiring real customers, and addressing challenges faced by modern software teams. You will play a crucial role in defining not only our sales processes but also the trajectory of the company.What You'll DoOversee the entire sales cycle, from prospecting to closing deals.Collaborate closely with founders and product teams to refine market positioning and gather customer insights.Define and establish repeatable outbound and inbound sales motions.Engage with technical stakeholders (engineering, platform, security, compliance) with empathy and expertise.Manage a sales pipeline with an emphasis on velocity, value, and transparency—avoiding inflated forecasts.Collaborate cross-functionally to shape pricing, GTM strategy, and enhance the customer experience.Who You AreA motivated self-starter with a passion for cybersecurity.Excellent communication skills and the ability to build rapport with diverse stakeholders.Experience in a sales role within the tech industry is a plus.

Join Canonical as an Enterprise Account Executive, a pivotal role within our dynamic sales team. We are seeking individuals at all levels of seniority who excel in driving revenue growth within the technology sector.If you have a proven track record of generating exceptional revenue, we want to hear from you!As open source software becomes the standard in enterprises, Canonical is emerging as a formidable challenger to established software giants. We empower businesses with superior open-source solutions that span data centers, cloud, and edge computing.Our flagship Linux distribution, Ubuntu, is the premier choice for public cloud computing and is highly favored by software engineers, data scientists, and AI developers alike. Our mission is to enhance the global adoption of open source technologies, aiming to deliver the highest volume of software worldwide.We cater to a diverse clientele, including Fortune 500 companies and innovative startups, expanding our offerings from the foundational Ubuntu operating system to comprehensive enterprise solutions encompassing infrastructure and applications. This includes software-defined storage, private cloud solutions, container runtimes, databases, and advanced analytics.At Canonical, we provide a holistic approach to open source, ensuring that our customers receive compliance and support from a single, trusted vendor. Our goal is to offer the most extensive range of solutions available, supported by our unique capabilities across all cloud environments and application categories.With over 1,000 talented professionals spread across more than 70 countries and generating $250 million in revenue, Canonical is on a steady growth trajectory. We believe in the power of a distributed workforce and are committed to hiring and nurturing a diverse team to craft the best enterprise software solutions.Our hiring process is thorough and deliberate; expect it to take three to six months to secure an offer. This opportunity is ideal for those who are ambitious and think long-term about their career in an evolving tech landscape. If you recognize the transformative potential of open source and understand the forces driving enterprise procurement, apply today!

About VectorAt Vector, we understand that the backbone of our economy is ground transport. Without trucks delivering goods on time, businesses risk falling behind, resulting in lost opportunities and investments. Our mission is to enhance efficiency across the entire freight lifecycle through innovative mobile technology, enabling quicker connections and providing valuable insights for logistics companies worldwide.We're at the forefront of modernizing the trucking industry, reshaping the logistics landscape for today and tomorrow.About the RoleAs a Senior Enterprise Account Executive at Vector, you will lead the charge in revolutionizing logistics and operational processes with our cutting-edge digital workflow solutions, including eBOL, Digital Check-In, and Yard Management System. This strategic position involves managing the entire sales cycle: building a robust pipeline, generating demand, and guiding enterprise clients through intricate purchasing decisions. Collaborating closely with Solutions Architects, Sales Development Representatives (SDRs), and executive leadership, you will align our offerings to the specific pain points of customers, foster executive trust, and present compelling ROI-driven business cases.We seek a driven, consultative salesperson with a proven ability to navigate large organizations, cultivate multifaceted relationships, and influence both operational and financial decision-makers.What You'll DoManage a diverse portfolio that encompasses both new business acquisition and upselling to existing clients.Implement strategic account plans to uncover opportunities aligned with client initiatives.Collaborate with Solutions Architects to identify client challenges and present customized solutions that meet their needs.Lead a cross-functional team including SDRs, solution architects, executives, and product teams to support deal progression.Drive alignment among business and IT stakeholders to secure commitment and budgetary approval.Work with Pre-Sales to create compelling business cases and ROI models in partnership with client finance teams.Accurately forecast opportunities and manage deals through extended enterprise sales cycles.Travel up to 50% for in-person discovery sessions, workshops, executive meetings, and on-site presentations.Participate in 3-6 industry conferences annually to continuously develop your pipeline.

About HightouchHightouch is an innovative AI platform designed specifically for marketing and growth teams. Our advanced AI agents revolutionize marketing workflows, enabling marketers to swiftly create content, strategize campaigns, and execute with unprecedented speed and effectiveness.At Hightouch, we uniquely position ourselves at the convergence of two significant technological advancements: the rise of large language models (LLMs) and agentic AI, alongside the rapid development and adoption of cloud data warehouses such as Snowflake and Databricks. With these trends, we have established ourselves as a leader in AI-driven marketing, collaborating with industry giants like Domino’s, Chime, Spotify, Ramp, Whoop, Grammarly, and over 1000 more.Our dedicated team strives to make a substantial impact for our clients. We tackle challenges using first-principles thinking, operate with agility and efficiency, and foster an environment of compassion and kindness. We seek team members who are exceptional communicators, embrace a growth mindset, and are driven and tenacious in pursuing our objectives.About the RoleIn this pivotal role as an early Account Executive for the APAC region, you will help shape how we introduce Hightouch to a rapidly evolving market, where data infrastructure is advancing and enterprises are eager for modern solutions.You will be responsible for building a sales pipeline from the ground up, managing complete sales cycles with enterprise accounts, and experimenting to discover what resonates within the APAC markets. You will collaborate directly with our founders to influence our regional go-to-market strategy, prioritize product development based on field insights, and secure deals that significantly impact our business. This role is not about following a predetermined playbook; it’s about creating one.We are in search of an Account Executive who is equally adept at running outbound campaigns and conducting high-level executive discovery calls. You will cultivate relationships with data leaders, marketing executives, and technical buyers, while also partnering closely with our product and customer success teams to ensure our offerings effectively address real-world challenges.

Are you passionate about empowering small businesses?Join Jobber as a Full Cycle Account Executive and be an integral part of our Sales team!At Jobber, we strive to support small businesses in thriving. We partner with local home service providers, such as plumbers, painters, and landscapers, revolutionizing their service delivery through cutting-edge technology. Our platform enables these businesses to efficiently quote, schedule, invoice, and collect payments, ensuring a seamless and professional customer experience.In today’s fast-paced world, small business operations are evolving. Customers expect more, and technology is advancing rapidly. That's why we empower our clients with the flexibility to manage their businesses on their own terms.Our culture fosters transparency, inclusivity, and innovation, earning us accolades from Great Place to Work and recognition in Canada’s Most Admired Corporate Cultures. Jobber has also been featured on the Globe and Mail’s Top Growing Companies list as well as Deloitte Canada’s Technology Fast 50™, Enterprise Fast 15, and Technology Fast 500™ lists. Our Executive team, with over thirty years of industry experience, is committed to our vision of transforming service delivery for our clients.The Team: Our Sales team is dedicated to understanding the unique needs of our customers, helping them realize how Jobber can facilitate their success. With a passionate commitment to sales and a deep connection to our mission, this team thrives on mutual support, motivation, and healthy challenges. We prioritize personal and professional growth through regular one-on-one sessions focused on performance, coaching, and constructive feedback.The Role: Reporting directly to the Sales Manager, the Full Cycle Account Executive will play a pivotal role in building relationships with small businesses. Our consultative sales process is designed to swiftly guide clients to understand how Jobber can empower their operations. Your expertise will help turn leads into loyal advocates for our brand.

Join Our Dynamic Team at A.TeamA.Team is an innovative startup with a global team of 60 professionals dedicated to evolving from a talent platform into a pioneering AI Systems Integrator. We specialize in developing high-impact AI solutions tailored for the Consumer Packaged Goods (CPG) and Retail sectors. Our mission is to empower marketing-led enterprise organizations by launching over 10 AI Solutions that enhance consumer marketing strategies.We are not just a staffing solution; we aim to revolutionize enterprise operations through transformative AI systems.Your RoleAs an AI Solutions Account Executive, you will play a pivotal role in selling sophisticated AI solutions to Fortune 500 Chief Marketing Officers (CMOs) and their teams. This is not your typical sales position—here, you will spearhead complex, multi-stakeholder enterprise deals while engaging with C-suite executives on cutting-edge agentic AI systems, data architectures, and business transformation strategies.This role combines technical sales, strategic consulting, and enterprise relationship management. You will collaborate closely with Solutions Partners (technical architects) to design and implement solutions that significantly enhance how leading brands utilize AI.Competitive on-target earnings (OTE) of $400,000 annually, commensurate with experience, await you.Key ResponsibilitiesEnterprise Sales & Pipeline Management (70%)Lead enterprise sales cycles from discovery to closure for deals ranging from $250K to $2M+, ensuring a robust pipeline that aligns with our aggressive growth targets (minimum of 25 qualified meetings per quarter).Engage with diverse stakeholders including CMOs, CDOs, CTOs, and other Fortune 500 executives—effectively communicating the technical advantages of our AI systems, machine learning pipelines, and workflow integrations.Structure multi-phase client engagements from pilot projects to full-scale implementation, achieving conversion targets: 30% from SAL to SQL, 30% from SQL to CWB, and approximately 9% overall SAL to CWB.Collaborate with Solutions Partners to translate client challenges into actionable technical solutions and compelling proposals. Lead the creation of standout commercial and technical proposals.Design deal structures that mitigate client risk, maximize proof-of-concept opportunities, and foster long-term growth, supported by persuasive business cases and ROI analyses, while expertly navigating procurement and legal frameworks.

Join Arize AI as an Enterprise Account Executive in the EMEA region and drive transformative change in AI solutions for our clients. In this role, you will be responsible for cultivating relationships with enterprise-level customers, showcasing the value of our innovative AI products, and driving sales initiatives that resonate with our mission to enhance AI performance.

Join our dynamic team at examplecorpsandbox as a Senior Account Executive specializing in Enterprise Sales. In this remote role, you will drive business growth by managing the entire sales cycle from prospecting to closing. Collaborate closely with our Business Development Representatives (BDRs) to identify and engage potential enterprise clients, ensuring a seamless transition from discovery to deal closure. Your efforts will play a crucial role in expanding our footprint across the EMEA region.

GuidePoint Security stands at the forefront of cybersecurity, offering unparalleled expertise, innovative solutions, and comprehensive services designed to empower organizations in making informed decisions and effectively minimizing risk. By employing a unique three-tiered, holistic methodology to assess security postures and ecosystems, GuidePoint serves some of the most prestigious entities in the nation, including Fortune 500 companies and U.S. government agencies. Our mission is to help clients identify potential threats, optimize resources, and implement tailored solutions that effectively mitigate risks.As a Territory Account Executive, you will proactively cultivate networks, engage in cold calling, and establish sales relationships across various organizational levels, including C-suite executives. This role emphasizes account management excellence, focusing on nurturing existing client partnerships while expanding our reach within new mid-market accounts across the Maryland/DMV area. This is a remote position with necessary regional travel. The base salary ranges between $50,000 to $100,000, complemented by performance-based commissions.Key Responsibilities:• Achieve and exceed sales and profitability targets.• Develop, configure, and present tailored product and service solutions to clients.• Actively engage with industry organizations such as ISSA, ISACA, and OWASP.• Manage leads and opportunities utilizing Salesforce and other CRM platforms.• Provide accurate sales forecasts and manage opportunity funnels.• Assist in the creation, editing, and finalization of service proposals.• Collaborate with GuidePoint Security vendors to understand and effectively position their technologies, articulating their value to clients.• Participate in field marketing efforts to drive engagement and awareness among prospective clients, including promoting attendance at events.• Represent GuidePoint Consultants with clients, clearly articulating our areas of expertise.• Maintain clear communication with clients and vendors throughout the sales process.• Leverage team resources collaboratively to enhance the sales process.• Deliver professional sales presentations to large audiences and executive clients.

Join the Ashby TeamAt Ashby, we're revolutionizing enterprise software by delivering cutting-edge products designed for talent leaders, recruiters, and managers to achieve hiring excellence.We are proud to be a Series D company, having raised funding in 2025, with an impressive annual recurring revenue growth exceeding 100% year-over-year.Our diverse clientele includes renowned organizations such as OpenAI, Deliveroo, Lemonade, and Alan.With multiple innovative products, we focus on both expanding existing accounts and securing substantial new business opportunities.We are rapidly advancing in the up-market space, showing no signs of slowing down.Our platform incorporates assistive AI for enhanced performance and efficiency.Recognized for our innovative pace and state-of-the-art analytics, we are committed to staying ahead in the industry.Your Role as a Mid-Market Account ExecutiveWe are on the lookout for a German-speaking Mid-Market Account Executive to spearhead our efforts in acquiring Mid-Market accounts (100-1,000 employees). You will manage the entire sales cycle, from generating leads to closing deals.In this pivotal role, your primary focus will be on acquiring new logos. We value your innate ability to thrive in the responsibilities outlined below and your eagerness for ongoing personal and professional development.Ideal Candidate Profile Exceptional communication skills, with the ability to ask precise questions and explain intricate concepts in a straightforward manner. Proven success in Mid-Market SaaS sales, consistently closing deals valued at $50k or more and winning competitive opportunities involving core/platform technologies. Proactive in identifying and pursuing new business opportunities, with a comfort level in self-sourcing over 50% of your sales pipeline. Passionate about becoming a product and industry expert, skilled in delivering dynamic demos that highlight how our solutions meet specific needs. Experienced in competitive and evangelical selling in both emerging and established markets. Naturally curious about business challenges, taking pride in offering tailored and innovative solutions to address those challenges. Proficient in guiding prospects through the evaluation and purchasing process, engaging the right stakeholders to build consensus for strategic technology investments.