• Own East Coast bookings and revenue targets, with a strong emphasis on new logo acquisition and expansion within strategic enterprise accounts. • Build, lead, and develop a high-performing enterprise sales organization. • Define and execute a regionally tailored GTM strategy, including vertical-specific plays across Manufacturing, Public Sector, Higher Education, Life Sciences, and Financial Services. • Establish and maintain trusted relationships with C-level executives (CFO, CPO, CIO, COO). • Drive rigor in forecasting, pipeline management, and sales execution. • Partner closely with Marketing, Solution Consulting, Professional Services, and Product teams. • Continuously assess market dynamics, competitive landscape, and customer needs to refine regional strategy.

• Travel throughout territory to meet with surgeons, conduct demos/trials, host education labs, train fellow/residents, drive growth with existing distributors while adding new agents, and onboard new users • Increase sales and utilization throughout your territory for KneeAlign, UniAlign, and HipAlign products • Provide primary clinical training and education to customers as well as teach and disseminate technical product information • Work closely with manager to develop sales goals, strategies, and execution plan tailored to your region • Teach, coach and instruct users on effective use of the technology • Manage administrative tasks such as sales reports, sales activities, inventory control, instrument set turns, expense report submission, etc., in a timely fashion

• Partnering closely with the Sales Team and Contract Specialist to support the full sales cycle, from initial deal setup through proposal and contract coordination • Managing administrative tasks related to sales activity, ensuring deals are accurately documented and move smoothly through the pipeline • Creating, updating, and submitting sales deals in HubSpot, keeping all records organized, complete and up to date • Generating and maintaining HubSpot reports to help track sales activity, pipeline status and performance metrics • Assisting with proposal creation and contract-related coordination, ensuring accuracy, completeness, and alignment with client requirements • Conducting client and prospect research to help sales team members prepare for calls, meetings and presentations • Acting as a liaison between Sales and internal teams, including Client Success and TechOps, to support smooth handoffs and clear communication • Responding to client and internal team questions related to deals, proposals, contracts and sales processes in a timely and professional manner

Role Description Walnut is hiring a US Sales Lead to own and build our commercial presence in the United States. This is a senior, high-impact role responsible for establishing Walnut in a greenfield market, sourcing and closing new strategic partners, and building a scalable sales motion aligned with our long-term growth objectives. - Define the US go-to-market strategy. - Originate new partner relationships. - Close complex enterprise and mid-market deals. - Build and lead the US sales organization. - Direct ownership of revenue targets and development of a multi-million-dollar sales portfolio. This role requires deep experience selling complex solutions in fintech, insurance carriers, lenders, earned wage access, telco and utility partners, as well as proven success building new regions or markets from zero to scale. Qualifications - 8+ years of experience in B2B sales, partnerships, or business development. - Proven success building and scaling a new territory or market from zero. - Strong background in fintech, insurance, embedded finance, SaaS, or regulated technology. - Demonstrated ability to close complex, high-value enterprise or strategic deals. - Experience owning multi-million-dollar revenue targets. - Prior experience hiring and leading sales teams. - Solid understanding of insurance products or regulated financial offerings. - Demonstrated use of technology and AI tools to augment your sales pipeline and prospecting activities. Requirements - Highly commercial, ownership-driven, and outcome-oriented. - Comfortable operating in ambiguity and building structure from scratch. - Executive-level communication, negotiation, and presentation skills. - Strong cross-functional collaborator with influence at all levels. - Tech- and data-driven approach to pipeline management and forecasting. - Proficient with modern sales tools and AI-enabled workflows. Benefits - Lead Walnut’s expansion into a key growth market. - Build a region from the ground up with real ownership and autonomy. - Work at the intersection of insurance, fintech, and technology. - Influence company strategy at a senior level. - Competitive compensation with meaningful upside tied to growth.