Deep End Talent Strategies

• Design, build, and maintain full-stack applications using React on the frontend and Python on the backend, with PostgreSQL as the primary data store • Build and deploy scalable, secure cloud infrastructure on AWS, leveraging services such as ECS/EKS, Lambda, RDS, S3, and CloudFront as appropriate • Maintain Infrastructure as Code (IaC) using tools like Terraform to ensure reproducible, version-controlled environments across dev, staging, and production • Build and maintain CI/CD pipelines with GitHub Actions to automate testing, builds, and deployments • Practice Test-Driven Development (TDD), writing unit, integration, and end-to-end tests before or alongside implementation to ensure high code quality and confidence in releases • Apply Spec-Driven AI Development practices — writing clear, structured specifications that guide AI coding assistants (e.g., Claude Code) to accelerate implementation while maintaining code quality and architectural consistency • Collaborate with product managers, designers, and other engineers to translate business requirements into well-scoped technical specs • Conduct code reviews, mentor junior engineers, and help enforce engineering best practices • Monitor application performance and reliability in production, using observability tools to proactively identify and resolve issues • Participate in architectural decisions, balancing scalability, maintainability, and delivery speed • Design and implement systems that handle Protected Health Information (PHI) and Personally Identifiable Information (PII) in full compliance with HIPAA and other applicable data privacy regulations, incorporating encryption at rest and in transit, access controls, and audit logging by default

• Design, build, and maintain full-stack applications using React and Python • Architect and deploy scalable cloud infrastructure on AWS • Define and maintain Infrastructure as Code with Terraform • Build and maintain CI/CD pipelines with GitHub Actions • Apply Test-Driven Development practices • Collaborate with cross-functional teams to translate business requirements • Conduct code reviews and mentor junior engineers • Monitor application performance and resolve production issues • Design systems that handle PHI and PII in compliance with HIPAA

• Lead virtual onboarding sessions and product trainings for new customers • Serve as the primary point of contact for support tickets, troubleshooting, and technical questions • Partner closely with Account Management to ensure customers achieve full “healthy” status after onboarding • Document and track customer interactions in our CRM (Salesforce/HubSpot) • Experience in support ticketing via Zendesk & Dialpad is a bonus • Identify and escalate recurring product or workflow issues to the Product and Engineering teams • Support conference and on-site training events as needed (50-75% travel required) • Contribute to internal documentation, training materials, and support processes to improve team efficiency

• Generate and manage invoices for dental lab cases, including crowns, bridges, implants, dentures, and other restorative products • Review case details to ensure billing accuracy and completeness • Maintain accurate records of pricing, adjustments, and billing codes • Monitor accounts receivable (AR), follow up on outstanding balances, and support collections efforts • Assist with accounts payable (AP), including vendor invoices and reconciliation • Apply payments, track payment terms, and resolve discrepancies • Communicate with dental office clients regarding invoices, billing questions, and payment status • Collaborate with production, case management, and customer service teams to resolve billing issues • Maintain organized and accurate financial data in billing and ERP systems • Support reporting on revenue, aging, and billing trends

• Partner with product and engineering leadership to scope new features and translate requirements into clear stories, acceptance criteria, and deliverables. • Maintain the backlog so issues are groomed, correctly labeled, prioritized, and ready for engineering pickup. • Own quality and compliance documentation, including design reviews, traceability matrices, risk analyses, and QSR artifacts. • Coordinate and execute QA and UAT, including testing features, logging bugs, verifying fixes, and confirming release readiness. • Triage incoming bug reports and clinical feedback from sales, customer success, and end users. • Keep project dashboards up to date and maintain visibility into feature status, blockers, timelines, and upcoming releases. • Track progress across active engineering work from scoping through delivery, flagging blockers early and helping ensure work ships on schedule.

• Serve as the primary product and operational point of contact for Incisive's specialty lab network • Work directly with lab partners to ensure seamless case transitions across the practice – Incisive – lab workflow • Build and maintain strong working relationships with lab principals and production leads to facilitate open communication, surface friction early, and drive continuous improvement • Manage and streamline onboarding of new labs into the Incisive network, including workflow documentation, pricing, integration readiness, and training • Monitor lab capacity across the network and work proactively with labs and internal teams to prevent backlogs or case delays • Define, track, and enforce quality standards for each lab’s fulfillment, including turnaround time, remake rate, and case acceptance criteria • Develop escalation and remediation playbooks for quality issues, working with clinical support to resolve cases affecting practices • Conduct regular performance reviews with lab partners, sharing data and jointly identifying areas for improvement • Translate lab and practice workflow needs into clear, well-scoped product requirements, user stories, and acceptance criteria • Partner with product and engineering to design, build, and iterate on software that improves case submission, status visibility, quality tracking, and lab communication • Identify opportunities to automate manual touchpoints in the lab workflow, reducing friction for labs, practices, and the Incisive clinical team • Define and own the KPIs that measure lab network health: turnaround time, on-time delivery rate, remake rate, case volume by lab and discipline, and practice satisfaction • Build and maintain dashboards and reports that give internal stakeholders and lab partners clear visibility into performance • Analyze case flow data to identify patterns, inefficiencies, and opportunities for routing or workflow improvements • Deliver regular lab performance summaries to leadership, with clear recommendations and action plans • Partner with Incisive’s sales and growth teams to align lab capacity and capabilities with new practice onboarding plans • Work with clinical support to ensure the team has the tools, information, and processes needed to own every case from scan to delivery • Collaborate with finance and operations on lab pricing, invoicing accuracy, and cost-per-case tracking • Serve as the internal subject-matter expert on lab operations, educating stakeholders across the company on lab capabilities, constraints, and workflows • Contribute to Incisive’s lab network strategy, including decisions about which specialties and geographies to expand into • Evaluate new lab partners against defined criteria and lead the due diligence and onboarding process • Identify opportunities for deeper lab integrations—including data exchanges, automated case routing, and co-developed workflows—that create durable competitive advantages • Stay current on trends in dental lab technology, digital workflows, and materials to inform Incisive’s long-term product direction

• Support outside sales representatives by managing follow-up tasks, account updates, and sales activity in Salesforce/CRM • Enter, update, and track leads, opportunities, contacts, and account information to ensure accurate pipeline visibility • Follow up with prospective and existing dental office accounts by phone and email to move opportunities through the sales process • Prepare, send, and track contracts, proposals, sales materials, and onboarding documentation • Coordinate communication between outside sales representatives, dental offices, customer service, and production teams • Assist with new account onboarding, including explaining lab procedures, case submission steps, digital workflows, and service expectations • Respond to dental office questions regarding services, case submissions, scheduling, and account support • Help outside sales representatives prepare for meetings by compiling account notes, reports, follow-up items, and relevant sales materials • Support sales campaigns, promotions, territory outreach, and reactivation efforts for inactive or prospective accounts • Maintain timely documentation of calls, emails, next steps, and account status in Salesforce/CRM • Monitor open opportunities and help ensure appropriate follow-up occurs after meetings, demos, events, and marketing campaigns • Partner with internal teams to help ensure smooth handoffs, timely case coordination, and a positive customer experience

• Own Salesforce as the go-to-market system of record, including architecture, automation, permissions, integrations, and data integrity • Administer and optimize the broader GTM stack including HubSpot, Front, PandaDoc, Dialpad, and related integrations • Lead vendor evaluations, renewals, and stack rationalization decisions • Build scalable operational processes that support rapid company growth • Maintain visibility into roadmap priorities, operational initiatives, and system improvements • Design and operationalize customer lifecycle workflows across onboarding, deployment, Customer Success, and support • Build and implement customer health scoring frameworks and proactive risk workflows • Improve cross-functional handoffs to create a seamless customer experience • Develop segmentation and operational frameworks that align customer effort with account value and lifecycle stage • Establish pipeline hygiene standards, forecasting processes, and reporting cadences • Partner with Marketing on attribution, lead routing, and MQL-to-SQL workflows • Build operational frameworks that improve visibility, accountability, and conversion across the funnel • Build dashboards and reporting that drive executive decision-making across pipeline, retention, customer health, and revenue operations • Establish data governance, KPI ownership, and a single source of truth across go-to-market functions • Document SOPs, SLAs, and operational standards that scale with team growth • Eliminate manual work through automation and system design wherever possible • Use AI as a default operating tool for analysis, documentation, process design, data audits, workflow creation, and operational execution • Implement AI-driven workflows and automation across the go-to-market organization • Evaluate and operationalize emerging AI capabilities across the RevOps stack

• Conducting 175 outbound cold calls weekly to School District Medicaid and Special Education leaders. • Partnering closely with an assigned Account Executive to build and grow territory opportunities. • Setting qualified meetings and helping drive the sales pipeline forward. • Connecting with Directors of Special Education, Medicaid Coordinators, Business Officials, and district administrators. • Conducting research on school districts, vendors, systems, and contacts. • Managing prospect activity and pipeline updates within CRM systems. • Participating in weekly sales meetings, coaching sessions, and training opportunities. • Collaborating with sales and marketing teams to support strategic outreach efforts.

• Manage and grow a book of existing accounts to achieve expansion revenue targets • Identify upsell and cross-sell opportunities through usage data, client feedback, and industry trends • Develop and execute account growth plans for key customers • Present tailored solutions via Zoom to physicians, practice managers, and decision-makers • Drive contract expansions, renewals with upgrades, and multi-location rollouts • Build strong, long-term relationships with key stakeholders across client organizations • Conduct regular business reviews (QBRs) to align on goals, performance, and growth opportunities • Act as a trusted advisor by understanding practice workflows, challenges, and KPIs • Collaborate with Customer Success to ensure high retention and satisfaction • Maintain accurate account records and opportunity tracking in CRM (e.g., HubSpot) • Forecast expansion revenue and provide insights to leadership • Manage deal cycles from discovery through close within existing accounts • Consistently follow up and progress opportunities through the pipeline • Partner with Customer Success, Marketing, and Product teams to identify expansion opportunities • Provide feedback on product adoption, client needs, and competitive insights • Support go-to-market strategies for new features or service offerings