• Establish and develop a strategy for identifying and closing net-new sales opportunities • Own the prospecting process in partnership with our sales development team to identify the best path to engagement and initiating the sales cycle • Collaborate and lead the successful execution of sales activities through contract negotiation & closing with internal/external stakeholders • Target buyer personas and stakeholders (primarily HR / People, Workplace Experience Teams, Benefits, and Finance) that are looking for solutions to their current workplace challenges or desires • Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas of the product

• Build and maintain relationships with key district-level decision-makers to introduce Newsela’s suite of products, with a primary focus on our core curriculum. • Utilize solution-based selling techniques, solution mapping, and bring your strong negotiation and closing skills to navigate the complexities of school board approvals and state-level requirements. • Create and maintain a robust pipeline, developing tailored account plans to move prospects through the specialized K-12 sales cycle. • Manage the entire lifecycle from lead generation and campaign design, pipeline creation and management, to final negotiations while also partnering closely with cross-functional teams. • Meet in-person with numerous district and county leaders to present solutions and secure agreements that implement Newsela's curriculum district-wide. • Inform and adjust your sales strategy by monitoring California's K-12 demographics, state initiatives, shifts in funding, and the overall K-12 education landscape. • With guidance from leadership and our Learning & Enablement team, you will contribute to shaping Newsela’s go-to-market approach for the core product. • Engage regularly with our executive leadership team to discuss deal strategies, industry trends, and district-specific initiatives. • Exercise independent judgment in evaluating customer needs, structuring solutions, and influencing revenue outcomes in a fast-growing national sales organization.

About Spindrift At Spindrift, we’re making every beverage a positive force of nature. Founded in 2010, we believe the best flavors come directly from nature. That’s why every Spindrift beverage is made the hard way—with real squeezed fruit, never from concentrate. From sourcing the best-tasting fruit globally to maintaining a carefully honed manufacturing process, we believe in doing things the hard way, the intentional way, the better albeit more challenging way, the right way – because, in the end, it's worth it. Spindrift® sparkling water is available nationwide, while Spindrift Soda is available in select markets. We are also a proud member of 1% for the Planet, donating to environmental causes. Spindrift is headquartered in Newton, MA. Job Responsibilities Build the Brand - “Own the number” mentality – deliver on the company’s KPIs for the region - Sell and execute incremental display space throughout assigned territory - Optimize shelf space and merchandise product and displays to drive sales growth - Drive consumer awareness of the brand through point-of-sale material and in store execution of sales promotions - Seek every opportunity to educate consumers in stores on what makes our brand the best in the category - Ensure quality, rotate product and remove damaged packages - Maintain organization and proper rotation of back stock - Accurately and expertly utilize CRM applications to chronicle daily activities and display execution Deep Relationship Builder with Retailers - Build and promote positive rapport with key contacts in stores in order to secure incremental display space - Service assigned account base with consistency and purposeful follow-up (approx. 8-12 stops/day) - Develop and schedule weekly account visits based on specific business needs - Understand customer needs - identify how you, as the primary point of contact, can partner with the customer and enact a plan to drive sales growth for the store and Spindrift - Achieve mutually beneficial agreements through skilled negotiation - Understand the importance of building trust and credibility with accounts Company Culture - Support and contribute to a culture that is consistent with the overall organization and emphasizes the values of the Company - Partner with teammates and co-workers on various strategic initiatives throughout the year - “Carry the bag” mentality – willingness to do whatever it takes any time and as much as necessary to grow the brand including demos, display selling/building and market blitzes outside of home territory

• Create and execute the strategic territory plan alongside Regional Director and Market Development team • Establish relationships with key accounts (breast conserving surgery ecosystem - greenfield) within your region, as a consultative partner • Navigate the hospital complexities to implement Lumicell (capital) smoothly and efficiently • Ensure quality adoption of Lumicell • Exceed quota expectations as established by management • Work with VP of Sales and Market Development team to share field learnings, areas of opportunity, develop accounts, etc.