• Lead and support the Commercial organization by driving regional performance, developing talent, and ensuring disciplined execution across a growing, multi-state territory • Own regional performance and accountability across a growing sales organization • Translate national strategy into clear regional priorities, execution plans, and expectations • Drive disciplined execution through regular performance reviews, pipeline inspection, and forecast rigor • Ensure consistent adoption of selling best practices across both legacy and newly onboarded representatives • Lead teams selling a complex oncology diagnostic into Otolaryngologists, Medical Oncologists, Radiation Oncologists, and Colorectal Surgeons across academic and community settings • Demonstrate expert-level understanding of the oncology macroenvironment • Coach and enable sales representatives on navigating tumor boards, care pathways, and multidisciplinary clinical conversations with confidence and credibility • Leverage advanced sales analytics and CRM platforms to partner with the sales team in identifying major and incremental growth opportunities • Ensure strong clinical fluency and compliant positioning of NavDx®, aligning messaging with evolving standards of care and cross-functional stakeholder needs • Spend meaningful time in the field coaching through live customer interactions • Deliver timely written field summaries following field visits to reinforce expectations, strengths, gaps, and action plans • Develop and execute Individual Development Plans (IDPs) aligned to both near-term results and long-term growth • Identify, develop, and retain top talent as the organization scales • Play an active role in hiring, onboarding, and ramping up new sales representatives • Partner closely with Commercial Operations, Sales Training, Marketing, Medical Affairs, Market Access, Business Operations, and Human Resources • Ensure best-in-class CRM (Salesforce) usage, call documentation, and pipeline hygiene

• Meet/exceed specific growth and new client goals in the assigned territory • Maintain and build business growth with current account base, while growing the territory outside of legacy markets • Understand and effectively communicate company value proposition to prospects and all other centers of influence • Manage geographic territory effectively • Submit all reports timely and accurately • 100% commitment to utilization of company CRM (Salesforce) • Partner with North American Vertical Market Sales Leadership, Engineering, Marketing Product/Project Management and Inside Sales on new business activities and on-boarding of new customer relationships • Understand and apply the product portfolio to new opportunities • Understand and utilize pricing model to maximize profitability • Work effectively with Technical Service team to deliver maximum customer satisfaction and repeat sales opportunities • Be the highly visible face/voice of the company within the assigned geographic territory

• Support the development and execution of onboarding and ever-boarding programs across GTM teams • Contribute to building structured learning paths and certification programs to reinforce product knowledge, skills, and methodology • Facilitate live and virtual training sessions, including in-person onboarding weeks in Nashville • Help maintain and update enablement content such as playbooks, talk tracks, objection handling guides, and product training resources • Partner with Sales Managers to reinforce key behaviors through coaching frameworks, ongoing education, and reinforcement programs • Support the rollout of product launches, go-to-market initiatives, and sales methodology adoption (e.g., MEDDPICC) • Assist in the administration and optimization of enablement tools including DemandBase, Mindtickle Gong, Outreach, LinkedIn Sales Navigator, and ZoomInfo • Gather feedback and track program impact, using ramp time, performance trends, and rep engagement to guide improvements • Collaborate cross-functionally to align training efforts with broader revenue goals and initiatives

• Lead and manage a pod of 5 to 10 Licensed Sales Associates, ensuring consistent performance above monthly sales targets • Partner with the Sales Enablement and Operations Lead (Licensed) to support Loan Officers on Performance Improvement Plans, including daily call reviews and objection handling roleplay to move Tier 0 performers off PIPs quickly • Review call recordings in the Nice system to identify coaching opportunities and improve customer interactions • Monitor funnel conversion data to ensure strong pipeline health and adherence to speed to lead SLAs • Convert company provided leads into HELOC customers through outbound calling, text, and email • Guide borrowers through a consultative sales process, helping them select the right product, rate, and term • Demonstrate closing ability and system mastery in Salesforce and CSP by maintaining active personal production • Support new hires through the 30 60 90 ramp plan to ensure Tier 1 funding targets are achieved • Establish scalable best practices and provide feedback to Operations on approval bottlenecks and product gaps