• Lead, coach, and develop Regional Vice Presidents (RVPs) of Business Development to drive the overall success of the sales organization • Develop and execute a cohesive outreach strategy for the entire sales organization, ensuring alignment with company goals and growth initiatives • Measure, monitor, manage and report on key sales metrics to track team performance and drive accountability across all regions • Collaborate with RVPs to identify and secure new business opportunities, expanding the organization’s market presence • Provide coaching and development support to RVPs, ensuring they meet financial targets and performance expectations • Engage and maintain relationships with external stakeholders, including potential clients, partners, and industry influencers • Analyze sales data and trends to identify areas for improvement and optimize strategies for growth • Compile and present data and trends to both internal and external audiences • Assist in the recruitment, training, and development of sales talent within the organization • Provide direct supervision of staff, including assignment of work tasks, coaching and general performance management • Coach, develop and mentor direct reports with an emphasis on building career paths for professional growth • Administer progressive discipline, including corrective action when necessary, to ensure high levels of job performance and compliance with company policy • Conduct formal performance appraisals for all direct reports and develop action plans for continued development and performance improvement • Manage payroll activities for direct reports to include timekeeping, approval for time off requests, and other administrative functions • Other duties as assigned.

• Personally originate, qualify, and advance commercial opportunities, including complex, multi-year, multi-stakeholder deals. • Partner with CCO and Business Development Directors to strengthen outreach and deepen customer engagement across NGOs, IOs, Ministries of Health, donors, and implementing partners. • Engage prospective customers with a credible understanding of pharmaceutical procurement, donor funding mechanisms, and regulatory constraints. • Support the development of tailored value propositions, pitches, and deal structures for institutional buyers. • Use data, market intelligence, and business intelligence tools to identify high-value commercial opportunities across NGOs, IOs, governments, and donor-funded programmes. • Build an insights engine that surfaces institutional demand signals, procurement cycles, funding availability, and priority buying windows. • Translate quantitative and qualitative insights into actionable commercial strategies for Business Development Directors and senior leadership. • Develop repeatable processes for opportunity qualification, deal sizing, and prioritisation across complex buyer ecosystems. • Monitor commercial performance and recommend pipeline, pricing, and market-entry optimisations. • Lead insight-driven planning for revenue targets and market prioritisation. • Identify patterns in customer behaviour and synthesize them into growth hypotheses. • Work with cross-functional teams (product, data, operations) to unlock commercial opportunities. • Demonstrate fluency in selling into NGOs, international organisations, governments, and donor-funded health systems. • Understand the dynamics of pharmaceutical supply chains, tendering processes, and tech-enabled marketplaces. • Act as a thought partner to leadership on commercial growth strategy, pricing, and market entry. • Model hands-on, high-ownership commercial behaviours in a fast-paced Series A context.

• Own paid growth performance end-to-end • Own paid acquisition across key channels (Google Ads, Meta, LinkedIn, and selected experiments) • Plan, execute, optimise, and scale spend with clear performance guardrails • Take full responsibility for outcomes, not just activity or spend • Drive growth efficiency and budget discipline • Monitor CAC, ROAS, and efficiency in relation to downstream booking and GMV impact • Ensure paid growth remains predictable and economically sound • Build experimentation and learning velocity • Partner with analytics and product teams to improve attribution and decision quality

• Own and expand relationships with strategic client accounts; identify new opportunities for revenue growth within existing portfolios. • Act as a trusted advisor, leading strategic discussions with senior executives to align technology investments with business goals. • Drive conversations around productivity improvements, operational efficiency, and cost optimization, leveraging digital and AI-enabled solutions. • Stay close to the client’s business priorities, challenges, and transformation journey to proactively propose relevant solutions. • Collaborate with delivery and solution teams to shape proposals, craft value propositions, and position differentiated offerings. • Confidently use AI/GenAI terminology to articulate how modern solutions can transform customer business outcomes. • Maintain a regular onsite presence at client location (minimum once a week) to foster deeper engagement and relationship-building. • Partner with internal practice, delivery, and sales teams to ensure client satisfaction and successful execution.