Formstack

• Partner with Account Executives throughout the sales cycle to identify customer business challenges and align Intellistack solutions to measurable outcomes. • Conduct discovery sessions to uncover technical requirements, integration needs, business objectives, and expansion opportunities. • Deliver compelling product demonstrations, solution walkthroughs, and technical presentations tailored to customer use cases. • Build and present solution architectures, proof-of-concepts (POCs), and technical validation plans. • Respond to technical objections and provide competitive positioning during evaluations and procurement cycles. • Support RFP/RFI responses and security/compliance discussions with enterprise prospects. • Collaborate with Customer Success to identify upsell and cross-sell opportunities within existing accounts. • Assist in expanding platform adoption across departments, business units, and use cases. • Contribute directly to achieving team quota goals related to: Net new ARR, Expansion ARR, and Customer retention and platform adoption. • Enable partners through product training, demo support, technical workshops, and solution positioning. • Assist partners in identifying and qualifying opportunities that generate net new customer acquisition, expansion revenue within shared accounts, and multi-product adoption opportunities.

• Own and grow a territory focused on Insurance accounts • Manage a book of existing customers to proactively drive upsell, cross-sell, and net-new opportunities • Prospect and engage new accounts to expand revenue base • Build and execute strategic account plans, run outbound prospecting campaigns, and drive pipeline generation • Lead full-cycle sales processes from discovery to close • Conduct effective discovery and solutioning with mid-market to enterprise-level customers • Follow the MEDDPICC qualification process and manage detailed deal execution • Negotiate and close complex, high-value deals • Use AI tools to drive your effectiveness in overdelivering on targets

• Maintain and update financial models, forecasts, and budgets with accuracy and attention to detail • Support preparation of monthly, quarterly, and annual reporting packages for management and Private Equity stakeholders • Track and maintain SaaS metrics and KPIs, ensuring data integrity across sources • Identify and flag inconsistencies in models or reports and escalate appropriately • Support cross-functional teams with ad hoc financial analysis and data pulls • Build working knowledge of the company's systems, data flows, and reporting cadences • Communicate clearly on task status, data questions, and preliminary findings • Take on increasing scope and ownership as skills and business knowledge develop

• Help recruit and manage SI partners specialized in healthcare, measured by partner-sourced pipeline and revenue from these partners. • Engaging with healthcare specialized firms around our joint value proposition of being able to deliver solutions to customers to create better patient experiences; save companies time and money; and consolidate software spend. • Lead sales and delivery enablement and account mapping with those partners; to prepare them to sell and deliver Intellistack healthcare solutions • Drive regular meeting interactions with partners to develop new opportunities and referrals, both from our customers and partner prospects and customers • Work with Intellistack AEs and partners to run co-sell plays to develop pipeline / opportunities • Use CrossBeam where possible to drive account mapping • Leverage AI tools such as Gamma or Claude to scale impact