Role Description We are hiring a Senior Sales Manager, EMEA to own new business revenue generation from ICP-fit prospects across the region. This role is designed for a senior enterprise sales leader who thrives in complex, high-value deal environments and wants clear ownership of revenue outcomes. Kaptio is a fast-growing travel technology company with more than a decade of experience serving complex, multi-day travel businesses globally. As enterprise buyers modernise their technology stacks, Kaptio is entering a scale phase that requires experienced, enterprise-grade sales leadership. Qualifications - 10+ years of experience in B2B SaaS or travel technology sales, including enterprise-level deals. - Proven experience owning and delivering regional or segment revenue targets. - Strong command of enterprise sales methodology, pipeline management, and forecasting. - Strong background in complex, consultative sales and value-based selling. - Deep understanding of the travel industry, particularly tour operators, DMCs, and multi-day travel businesses. - Ability to engage credibly with C-level buyers across commercial, operational, and technology stakeholders. - Excellent executive communication, negotiation, and presentation skills. - Experience working cross-functionally with Product, Services, and Customer Success teams. - Comfortable operating hands-on while building foundations for scale. Requirements - Previous experience building or scaling a regional sales team. - Experience selling Salesforce-based or highly configurable enterprise platforms. - Established network within the EMEA travel technology ecosystem.

• Supervisar y guiar a un equipo multidisciplinario, compuesto por negociadores, gestores médicos, auditores y ejecutivos de atención. • Desarrollar y gestionar relaciones con prestadores de salud en la región, negociando contratos y acuerdos que maximicen la eficiencia y reduzcan costos. • Monitorear y optimizar el gasto médico en la región, garantizando altos estándares de calidad en los servicios. • Asegurar la correcta adaptación de las políticas globales a las particularidades del mercado NOA. • Garantizar una experiencia de excelencia para asociados y prestadores, promoviendo satisfacción y fidelización. • Desarrollar estrategias comerciales orientadas al crecimiento de cartera en una región con alta diversidad territorial. • Implementar mejoras continuas en procesos operativos, considerando la eficiencia y cobertura regional.

• Educate healthcare facilities on procurement, reimbursement, and billing options for Vericel products. • Support new sites of care with initial ordering, onboarding, and reimbursement processes. • Assist facilities in identifying appropriate coding, billing, and reimbursement pathways under the medical benefit. • Proactively follow up with sites to track claims submission, payment status, and resolution of reimbursement issues. • Assist customers with appeals and reconciliation for under-reimbursement, including support for non-direct billing agreement contracts. • Support customers in securing single case agreements for Epicel® and/or MACI®. • Mitigate product procurement challenges at sites of care to minimize treatment delays, cancellations, or reductions. • Collaborate with Vericel’s hub services, specialty pharmacy, and other contracted partners to support seamless customer experience. • Analyze reimbursement and program data to assess performance and communicate insights to the Commercial organization.

Role Description The Telephonic Case Manager coordinates resources and develops cost-effective, personalized care plans for ill or injured individuals. The goal is to support quality treatment and, when appropriate, a timely return to work. This role uses clinical expertise to assess the appropriateness of current treatment plans based on the patient’s medical and physical condition. The Case Manager communicates directly with treating physicians to evaluate and recommend alternative care options when needed. They also explain medical conditions and treatment plans to patients, family members, and adjusters, while supporting the objectives of the Case Management department and of CorVel. This is a remote position. Essential Functions & Responsibilities - Provide medical case management to individuals through coordination with the patient, the physician, other health care providers, the employer, and the referral source. - Provide assessment, planning, implementation, and evaluation of patient's progress. - Evaluate patient's treatment plan for appropriateness, medical necessity, and cost effectiveness. - Utilize medical and nursing knowledge to discuss the current treatment plan/alternate treatment plans with the physician. - Make medical recommendations of available treatment plans to the payer. - Implement care such as negotiating and coordinating the delivery of durable medical equipment and nursing services. - Devise cost-effective strategies for medical care. - Required to prepare organized reports within a specified timeframe. - Minimum Productivity Standard is 95% per month. - Complies with all safety rules and regulations during working hours in conjunction with the Injury and Illness Prevention Program (“IIPP”). - Additional duties as assigned. Qualifications - Bachelor’s degree required, BSN preferred. - Graduate of accredited school of nursing. - Current RN Licensure in state of operation. - 3 or more years of recent clinical experience, preferably in rehabilitation. - URAC recognized Case Management certification (ACM, CCM, CDMS, CMAC, CMC, CRC, CRRN, COHN, COHN-S, RN-BC) required to be obtained within 3 years of hire if no nationally recognized certification is present at time of hire. - Strong clinical background in orthopedics, neurology, or rehabilitation preferred. - Strong cost containment background, such as utilization review or managed care helpful. - Certification as a CIRS or CCM preferred. Requirements - Ability to make independent medical decisions and recommendations to all parties. - Effective multi-tasking skills in a high-volume, fast-paced, team-oriented environment. - Ability to interface with claims staff, attorneys, physicians and their representatives, and advisors/clients and coworkers. - Excellent written and verbal communication skills. - Ability to meet designated deadlines. - Computer proficiency and technical aptitude with the ability to utilize MS Office including Excel spreadsheets. - Strong interpersonal, time management, and organizational skills. - Ability to work both independently and within a team environment. Benefits - Comprehensive benefits package available for full-time regular employees including: - Medical (HDHP) w/Pharmacy - Dental - Vision - Long Term Disability - Health Savings Account - Flexible Spending Account Options - Life Insurance - Accident Insurance - Critical Illness Insurance - Pre-paid Legal Insurance - Parking and Transit FSA accounts - 401K - ROTH 401K - Paid time off Company Description CorVel, a certified Great Place to Work® Company, is a national provider of industry-leading risk management solutions for the workers’ compensation, auto, health and disability management industries. CorVel was founded in 1987 and has been publicly traded on the NASDAQ stock exchange since 1991. Our continual investment in human capital and technology enable us to deliver the most innovative and integrated solutions to our clients. We are a stable and growing company with a strong, supportive culture and plenty of career advancement opportunities. Over 4,000 people working across the United States embrace our core values of Accountability, Commitment, Excellence, Integrity and Teamwork (ACE-IT!).