Kipu

• Support discovery sessions to understand client MAT/OTP workflows, dosing operations, medication management protocols, and clinical documentation needs. • Configure Kipu EMR following documented standards, translating MAT-specific requirements into accurate system setup including intake, induction, maintenance, and discharge workflows. • Validate data inputs for completeness and accuracy before import or configuration, including patient records, medication protocols, and licensing documentation. • Deliver live, interactive training sessions that build client confidence and competency in using the EMR for MAT operations, prioritizing minimal disruption to dosing and day-to-day clinic workflows. • Maintain accurate project records including status, next steps, and project health. • Confirm MAT workflows are configured, tested, and usable end-to-end before launch, with particular attention to dosing, medication tracking, and regulatory documentation.

• New Client Acquisition & Business Development Identify, prospect, and engage behavioral health providers including treatment centers, detox programs, residential facilities, outpatient programs, and sober living organizations. • Conduct research on prospective clients’ businesses, operational needs, alumni engagement gaps, and growth opportunities. • Generate interest in solutions through cold calling, outbound prospecting, follow-up on company-provided leads, email outreach, and face-to-face meetings. • Build, nurture, and maintain strong relationships with prospects and existing clients throughout the sales process. • Cross-sell additional CRM, RCM, and platform solutions within the existing client base. • Consultative Discovery & Solution Design Lead structured, discovery-driven sales conversations to understand client workflows, discharge processes, alumni program maturity, operational challenges, and revenue goals. • Clearly articulate how the company’s platform, consulting services, CRM, and RCM solutions address client pain points and improve outcomes. • Design and position tailored solutions aligned with each client’s readiness, resources, and long-term business strategy. • Educate prospects on product features, benefits, and measurable ROI through presentations and live demonstrations. • Product, Industry & Subject Matter Expertise Become a subject matter expert on the company’s products, services, processes, and operations while staying current on behavioral health industry trends and news. • Develop a deep understanding of the platform’s ability to drive alumni activation, outcomes tracking, operational efficiency, and revenue growth. • Confidently communicate with operators, admissions leaders, marketers, and executive teams. • Quickly learn and apply new product information in customer-facing scenarios while effectively handling objections and positioning value. • Full Sales Cycle Management Manage the complete sales cycle from prospecting and discovery through demo, proposal, negotiation, and close. • Negotiate contract terms with clients and communicate finalized agreements to internal stakeholders. • Coordinate with implementation and operational teams to ensure smooth client onboarding, aligned expectations, and successful handoffs. • Maintain discipline around deal scope, pricing, and discount authority while ensuring a high-quality client experience. • Pipeline Management, Forecasting & Revenue Performance Build and maintain a healthy sales pipeline aligned with monthly and quarterly revenue targets. • Consistently meet or exceed sales quotas while contributing directly to ARR growth and predictable forecasting. • Maintain accurate, up-to-date CRM records, including activity tracking, lead management, pipeline hygiene, and forecasting within Salesforce. • Demonstrate a proven ability to manage forecasts accurately and achieve established performance metrics.

• Own the Alumni Management product roadmap, balancing near-term customer needs with long-term platform vision. • Define and validate product opportunities through structured discovery: customer interviews, data analysis, competitive research, and collaboration with clinical and operational stakeholders. • Develop a clear product strategy that positions Alumni Management as a differentiated, revenue-contributing part of Kipu’s platform. • Advocate for the alumni product internally, ensuring it has the visibility and investment required to deliver on its strategic potential. • Partner with mobile engineering to define and ship mobile-first alumni engagement experiences across iOS and Android. • Design engagement models that drive sustained usage: notifications, check-ins, community features, content delivery, and re-engagement triggers. • Make thoughtful trade-offs between mobile and web experiences based on user context, workflow, and adoption data. • Build deep relationships with alumni coordinators, clinical directors, and facility operators to understand workflows, pain points, and unmet needs. • Translate customer insights into product decisions, ensuring the roadmap reflects real-world usage and measurable value. • Collaborate with sales, customer success, and marketing to support go-to-market efforts, including demos, positioning, and customer communications. • Define and recommend pricing strategies for Alumni Management that align with market trends, competitive positioning, and business objectives. • Identify and manage strategic partnerships that enhance the product’s value, reach, and integration with the broader behavioral health ecosystem. • Translate product strategy into well-scoped epics, user stories, and acceptance criteria. • Lead backlog refinement, sprint planning, and release coordination with engineering and QA. • Define success metrics for every initiative and hold yourself and the team accountable to outcomes, not just delivery. • Proactively manage trade-offs, dependencies, and escalations to keep delivery on track. • Manage complex issues and risks, developing contingency plans for successful product delivery. • Lead feature testing and optimization, ensuring optimal user experience and continuous product improvement. • Ensure Alumni Management integrates cleanly with the broader Kipu platform, including the EMR, CRM, and patient engagement workflows. • Identify opportunities to leverage shared platform capabilities (notifications, identity, analytics) rather than building in isolation. • Partner with other product managers to manage cross-product dependencies and shared roadmap commitments. • Ensure stakeholder visibility into product initiatives and align strategy with business objectives. • Manage customer expectations to ensure alignment with product delivery and business objectives. • Mentor Associate Product Managers, fostering innovation and excellence within the team.

• Mobile application development: Build and ship cross-platform mobile applications using React Native, targeting both iOS and Android. • Implement responsive, accessible, and performant UI components that meet clinical usability standards. • Establish mobile architecture patterns, shared component libraries, and testing strategies for long-term scalability. • Full-stack feature ownership: Own features end-to-end, from frontend implementation through backend connectivity and API integration. • Collaborate with backend engineers on API design, data contracts, and service integration to ensure clean, reliable mobile experiences. • Proactively identify and resolve performance bottlenecks, including network latency, offline handling, and device-specific issues. • Technical leadership and standards: Help define the mobile engineering playbook: tooling, CI/CD pipelines, code review standards, and release processes. • Mentor other engineers on React Native, mobile best practices, and frontend architecture. • Evaluate and recommend mobile libraries, frameworks, and tools as the platform evolves. • Cross-functional collaboration: Partner with product management and design to translate requirements into well-scoped, shippable work. • Work closely with QA to define mobile testing strategies, including device coverage, accessibility testing, and automation. • Contribute to technical planning, sprint execution, and architectural discussions across the engineering organization.

• Cultivate strong, trust-based relationships with key third-party billing firms in the behavioral health sector. • Expand the use of Kipu RCM as the embedded technology solution offered by billing partners to their provider clients. • Educate partners on the value of Kipu’s RCM platform, provide enablement tools, and ensure they are positioned to advocate for and successfully implement our solutions. • Maintain an accurate view of partner pipeline opportunities and drive toward measurable growth targets. • Partner closely with Sales, Customer Success, Product, and Implementation teams to deliver a seamless client and partner experience. • Gather and share insights on industry trends, partner feedback, and competitive positioning to inform product strategy and go-to-market planning. • Help shape and grow our Preferred Biller Program, ensuring a high-quality ecosystem of billing partners aligned with Kipu standards and client success goals.

• Own a portfolio of customers with varying levels of complexity. • Build trusted relationships with customer stakeholders and champions. • Serve as the primary point of contact for customer success needs. • Develop and execute success plans aligned to customer goals and product usage. • Conduct structured discovery to understand customer workflows, challenges, and priorities. • Lead customer meetings including onboarding reviews, health checks, and QBRs. • Drive adoption of core and advanced product capabilities across products. • Analyze usage, engagement, and customer data to assess health and predict risk. • Proactively identify at-risk accounts and execute mitigation plans. • Maintain accurate documentation and reporting in CRM and customer success tools. • Support renewals and identify expansion opportunities in partnership with Sales. • Lead investigation and resolution of customer issues within defined scope.