LighthouseAI

• Directly manage and develop a team of Account Executives, providing coaching, performance feedback, and career development support to drive individual and team quota attainment • Lead and oversee the SDR team, setting prospecting targets, outreach strategies, and pipeline contribution goals; ensure strong collaboration between SDRs and AEs through the handoff process • Oversee the Customer Success team to ensure high levels of customer satisfaction, product adoption, and retention; partner with CS leadership on renewal strategy, upsell/cross-sell opportunities, and escalation management • Recruit, hire, and onboard top sales and CS talent in alignment with post-Series A growth plans as needed • Foster a high-performance, inclusive, and collaborative team culture grounded in accountability and continuous improvement • Conduct regular 1:1s, team meetings, pipeline reviews, and performance assessments to keep the revenue org aligned and motivated • Own and achieve quarterly and annual revenue targets across new business, expansion, and renewal; hold team accountable to individual and collective KPIs • Develop and refine the go-to-market strategy in partnership with the CCO, including target segments, ideal customer profiles, and competitive positioning across pharmaceutical manufacturers, wholesale distributors, logistics companies, and pharmacies • Maintain accurate pipeline forecasting and CRM hygiene; deliver reliable revenue reporting to the executive team • Partner with Marketing on demand generation campaigns, content, and events that drive qualified pipeline for the AE and SDR teams • Collaborate with Product to relay market and customer feedback, influence the product roadmap, and ensure LighthouseAI’s solutions remain competitively differentiated • Represent LighthouseAI at industry conferences, trade shows, and networking events to strengthen brand presence and build strategic relationships

• Perform client services and support the State Compliance department on day-to-day duties: • Review questionnaire and business model assessment with client; • Consolidate & compile applications; • Review applications for accuracy and completion; • Review outgoing and incoming physical mail (electronically if working remote); • Manage client communication and ensure their needs are met; • Assist Application Specialist in resolving deficiencies highlighted by the Board on behalf of clients; • Update internal database to reflect application progression; • Administrative work (basic Microsoft Word skills required); • Special projects may be assigned on an as-needed basis.

• Design, develop, and maintain scalable backend services using Python (e.g., FastAPI, Django, or Flask) and Node.js frameworks (Next.js, Nest.js). • Build responsive, modular, and maintainable front-end applications using React. • Architect, implement, and optimize RESTful APIs for client–server communication. • Work with Relational and NoSQL databases (e.g., PostgreSQL, MySQL, MongoDB) and design efficient data models. • Thoroughly test and validate all code before handing off to QA to ensure stability and minimize defects. • Leverage AI development tools (such as GitHub Copilot, ChatGPT, Claude or similar) to improve productivity and code quality. • Write clean, testable, and reusable code with proper documentation. • Collaborate with cross-functional teams to define requirements and deliver features from concept to production. • Ensure application security, performance, and scalability. • Participate in code reviews, provide feedback, and mentor junior developers when needed.

• Develop and nurture strong client partnerships, acting as the primary point of contact and trusted advisor to ensure alignment with client goals, compliance requirements, and long-term success. • Proactively present product and services value during quarterly business reviews (QBRs). • Identify and drive upsell and cross-sell opportunities in collaboration with the Sales team to maximize customer lifetime value. • Discover dissatisfaction through usage metrics, surveys, and recurring satisfaction meetings with clients and delivery teams. • Quarterback the resolution of dissatisfaction in a timely manner. • Host renewal meetings to confirm customers will renew. • Continuously refine customer success processes and reporting to improve efficiency, scalability, and outcomes. • Partner with Marketing to support initiatives such as case studies, client communications, and events that strengthen client engagement and showcase success stories.

• Research and review and interpretation of statutes, laws, legislation, rules, emergency orders, etc. • Offering insight and ideas for improvements within the team and the software so that we as a team are always improving. • Lead team communication with the various boards of pharmacy and other regulatory agencies governing the pharmaceutical supply chain. • Stay organized while effectively prioritizing multiple projects at once. • Strong time management skills to complete projects by deadlines. • Self-motivated individual who takes ownership of their projects. • Familiarity and comfortability in working with technology and software is a must.

• Drive the growth of our business by selling state licensing software and services • Manage the entire sales process from prospecting to closing • Consistently meet or exceed sales targets • Identify and qualify new leads through various channels • Conduct discovery meetings to gather customer information • Present, demonstrate, and articulate product value to clients • Document progress in CRM system using MEDDICC qualification criteria • Stay up-to-date with industry trends and collaborate with marketing and product teams

• Lead architectural design for new features, services, and system components. • Evaluate modern AI/ML technologies and determine appropriate use cases. • Make key technical decisions that balance performance, scalability, and maintainability. • Review designs, PRs, and technical documentation to ensure engineering excellence. • Evaluate and introduce new tools and technologies to improve software development productivity. • Perform full-stack development regularly across both frontend and backend systems, taking ownership of end-to-end feature implementation. • Develop and deliver core components of application, AI-powered features, and architectural components. • Diagnose and resolve complex technical issues across the full stack and drive sustainable solutions. • Ensure code quality, test coverage, reliability, and adherence to engineering standards. • Mentor, guide and manage engineers, and contribute to raising the technical bar across the organization. • Lead discussions on AI best practices, emerging trends, model evaluation techniques, and responsible AI usage. • Facilitate knowledge sharing, pair programming, and engineering best practices. • Collaborate with Product Management to translate product requirements into clear technical plans, architecture and milestones. • Partner with Engineering Managers to balance priorities, manage sprint commitments, and guide execution. • Streamline and optimize the CI/CD pipeline to improve deployment reliability, speed, and developer productivity. • Guide teams through incident response, root-cause analysis, and preventive improvements. • Work closely with Product, Design, Data/SME, QA, and DevOps to ensure alignment on goals and technical feasibility. • Communicate architectural decisions, tradeoffs, and implementation plans clearly to both technical and non-technical stakeholders. • Support go-to-market teams with technical insights for feature capabilities.

• Build and maintain reporting that ties cost, headcount, output, and revenue together • Develop metrics around utilization, efficiency, throughput, and capacity • Create dashboards and reporting used by leadership for planning and decision-making • Own the selection, configuration, and optimization of tools used by Professional Services • Reduce or eliminate manual reporting and spreadsheet-heavy workflows • Improve data consistency and reliability across systems (e.g., CRM, collaboration tools) • Design, document, and maintain scalable standard operating procedures • Improve onboarding and handoff workflows to ensure teams start projects with complete information • Partner with Finance to align operational metrics with cost and planning models • Improve Sales-to-Services handoffs and cross-team communication

• Establish and coordinate the overall automation test strategy based on test plans • Lead the design, development, maintenance, and execution of automated test scripts and frameworks • Manage, mentor, and guide junior QA automation engineers • Drive the adoption of QA best practices and integrate automation into CI/CD pipelines • Work closely with developers, product managers, and stakeholders to triage bugs and manage the defect lifecycle • Act as an escalation point for complex technical issues