• Develop and execute a strategic sales plan to achieve or exceed revenue targets within the assigned region • Own territory performance by identifying high-value opportunities, prioritizing accounts, and driving consistent pipeline growth • Align sales efforts with broader company objectives and market expansion goals • Identify and pursue new business opportunities through proactive prospecting, networking, and lead generation activities • Build and maintain a robust pipeline of qualified prospects across carriers, attorneys, and related stakeholders • Establish and maintain strong, trust-based relationships with clients, partners, and key decision-makers • Conduct product demonstrations and presentations that clearly articulate MDpanel’s value proposition and differentiators • Monitor market trends, competitor activity, and customer feedback to inform sales strategy and identify growth opportunities

• Responsibility for new customer acquisition • Proactively identify and contact potential customers • Assist in building digital sales processes • Conduct consultative sales conversations (cross-selling and upselling) • Document conversations and metrics to enable optimization

• Drive growth within an assigned portfolio of named customers by achieving bookings objectives derived from organizational strategy. • Sell to existing customers, focusing on upsell and cross-sell opportunities, and playing a role where needed in securing renewals. • Own the expansion and upsell of a defined book of business by identifying opportunities to expand implementation of existing and new products. • Execute independent prospecting activities with an existing book of business as required to maintain a total pipeline of opportunities at minimum of assigned goals. • Execute the sales process to achieve upsell and cross-sell ARR, utilizing the MEDDPICC framework to qualify opportunities rigorously. • Achieve and exceed quarterly and annual targets. • Work closely with Customer Success Managers on smooth handoffs, achieving shared goals for customers.

• Own the expansion and upsell of a defined book of business by identifying opportunities to expand implementation of existing and new products. • Create reference-worthy peer relationships deep and wide within assigned accounts via multithreading, by cementing customer retention while developing relationships with buying teams including key decision makers (“C” level personas). • Focus on moving customers from single product to multi-product contracts, which both improves ARR and reduces churn risk. • Execute independent prospecting activities with an existing book of business as required to maintain a total pipeline of opportunities at minimum of your assigned goals. • Interact collaboratively with SDRs and Marketing, following the guidelines that define dispositioning of qualified leads. • Execute the sales process to achieve upsell and cross-sell ARR, utilizing the MEDDPICC framework to qualify opportunities rigorously. • Guide and lead opportunities through each stage of the sales funnel, collaborating with personnel from allied teams like Demand Gen, Revenue Operations, Finance, Legal, and Customer Success (CS). • Forecast accurately based on buyer behavior, guided by the MEDDPICC framework. • Co-own the customer experience post-sale by setting up our delivery teams for success during the sale. • Engage in company EdTech-specific events and conferences to reinforce customer relationships and amplify our market influence.