• Own quarterly and annual revenue targets. • Deliver accurate forecasts (±10%) and commit to results. • Lead and coach a team of Account Executives, SDRs, and Sales Engineers. • Establish sales quotas, comp plans, and performance metrics. • Run weekly pipeline reviews and ensure accountability. • Work with team to refine ICP. • Drive an outbound sales motion targeting 6–7 figure ACV deals. • Refine / develop playbooks, sales scripts, objection handling, and ROI tools. • Personally close strategic enterprise deals. • Build and scale SDR/AE hiring plan as pipeline grows. • Implement disciplined sales processes in CRM (Salesforce). • Partner with Marketing on ABM, events, and demand generation. • Collaborate with Product & Engineering on customer feedback and roadmap influence. • Work with Customer Success to ensure post-sales expansion and NRR > 115%. • Develop critical understanding of advertising clients' business, products, and business objectives; • Cultivate good business relationship and foster excellent communication with our new and existing clients and partners through adherence to our rules of engagement;

• Lead all phases of the sales cycle—from lead generation and value proposition presentations to contract negotiations and execution—to meet or exceed bookings and revenue targets for Data Solution Products in the health system customer segment. • Gather and analyze market intelligence by collecting feedback on pricing, challenges, innovation, and competitive trends from customers and partners. • Strategize and help execute the go-to-market plan for Data Solutions • Collaborate with the broader Verily Commercial Organization to align product roadmaps, inform future product direction and features, and identify and pursue cross-selling opportunities. • Support overall company milestones by communicating updates, driving interdepartmental initiatives, and aligning personal objectives with team and organizational goals.

• Drive revenue and bookings growth by bringing solutions to new, medium-to-large, self-insured employer clients • Manage relationships and lead the sales process for self-insured employers • Communicate market insight to product, marketing and business development teams • Ability to travel up to 50% of the time

• Develop and maintain an expert level of knowledge regarding products, services, capabilities, infrastructure, and operations of Employer and its affiliates, the marketplace, competition, strategic positioning, threats and direction to achieve optimal insight and success with respect to Employer’s (and those of its affiliates) products, services, capabilities, support, functionality requirements, and financial performance; • Lead, drive and ultimately be responsible for, all planning, implementation, execution, and successful achievement of sales to support our growth strategy, to achieve the targets of market penetration, revenue, new product commercialization and client diversification, including: • Develop and maintain an expert level of knowledge regarding vision, products, services, infrastructure, operations, markets, competitors, and regulations of the Company to achieve optimal insight into the provider unit’s goals, opportunities, capabilities, strategies, functionality requirements, compliance and risks; • Develop, implement and manage the annual budget in conjunction with the President and Finance team; prepare and submit an annual operational budget for review and approval and manage effectively within this budget; • Develop strategic imperatives for business unit and partner with Finance and Data Governance to identify KPI’s that support the achievement of business imperatives; • Develop sales strategic business plans to drive bookings and revenue and increase market share; • Lead with compelling strategic vision that is in alignment with the organization’s short and long-term goals. Oversee and provide leadership in the effective identification, recruitment, review process, retention, training, daily coordination, and management of team members; • Scale, lead, drive, and manage all personnel teams, tools, processes, policies, procedures, and associated resources to achieve the goals as outlined above; notably including the areas of sales, sales strategy, sales operations, subject matter expertise, proposal development, channel partnerships and management, and strategic relationships; • Responsible for the development and implementation of go-to-market strategies for all new and existing products and services to achieve the goals as outlined above; • Participate with The Company leadership in the strategic development of initiatives to identify enhancements which may improve products, services, operations, client appeal, process flow, risk exposure, and overall business function, industry reputation, and financial performance; • Be responsible for the tracking and reporting (of pipelines, success rates, costs, financial performance, etc.) pertaining to sales efforts in a timely, accurate, and comprehensive fashion; • Maintain compliance with Inovalon’s policies, procedures and mission statement; • Adhere to all confidentiality and HIPAA requirements as outlined within Inovalon’s Operating Policies and Procedures in all ways and at all times with respect to any aspect of the data handled or services rendered in the undertaking of the position; • Fulfill those responsibilities and/or duties that may be reasonably provided by Inovalon for the purpose of achieving operational and financial success of the Company.