• Lead, mentor, and develop a team of Upper Mid-Market Account Managers, providing regular 1:1s, deal coaching, and performance feedback to help each person grow and succeed • Own key results for your team, including gross retention, net expansion, and new product attach across your team’s book of business • Inspect and coach pipeline, forecast, and deal strategy, ensuring your team maintains accurate renewals and expansion forecasts in systems like Salesforce and Gong • Guide your team through complex negotiations, escalations, and executive-level conversations, helping them structure compelling narratives and value based outcomes for our customers • Coach and enforce structured sales methodologies such as Command of the Message and MEDDIC to drive rigorous qualification, stakeholder alignment, and value-based deal execution across a mid-market portfolio with multi-threaded buying groups and longer sales and renewal cycles • Establish clear expectations, priorities, and operating rhythms for the team (team meetings, forecast reviews, deal strategy sessions, QBR prep, etc.) that keep everyone focused on outcomes • Use data to identify trends in churn, expansion, and product adoption; translate insights into coaching, playbooks, and experiments to improve results over time • Contribute to broader Account Management and Sales leadership forums by sharing insights from the Mid-Market segment and influencing strategy, process, and tooling decisions

• Support the identification of and engagement with strategic partners and external partner opportunities that align with client trust and safety initiatives. • Serve as a champion for the client’s Trust organization and act as the primary contact for regional partners and/or organizations; occasional international and domestic travel required. • Support the development of programs, events, and presentations to deepen our engagement with safety experts, NGOs, and other stakeholders to strengthen trust on and off our platform. • Remain up to date on relevant industry issues that may impact strategic areas of focus. • Ensure weekly, monthly, and quarterly goals are met; support tracking budgets; regularly evaluate/ report qualitative and quantitative impact metrics to Trust Partnerships managers. • Work cross-functionally across client teams, including Community Support, Public Policy, Communications, and others, to align strategy with broader company objectives and ensure procedures exist to optimize ways of working together to execute effectively and efficiently. • Be creative and strategic in partnerships to differentiate our clients’ work in innovative ways.

• Support the identification of and engagement with strategic partners and external partner opportunities that align with client trust and safety initiatives. • Serve as a champion for the client’s Trust organization and act as the primary contact for regional partners and/or organizations; occasional international and domestic travel required. • Support the development of programs, events, and presentations to deepen our engagement with safety experts, NGOs, and other stakeholders to strengthen trust on and off our platform. • Remain up to date on relevant industry issues that may impact strategic areas of focus. • Ensure weekly, monthly, and quarterly goals are met; support tracking budgets; regularly evaluate/ report qualitative and quantitative impact metrics to Trust Partnerships managers. • Work cross-functionally across client teams, including Community Support, Public Policy, Communications, and others, to align strategy with broader company objectives and ensure procedures exist to optimize ways of working together to execute effectively and efficiently. • Be creative and strategic in partnerships to differentiate our clients’ work in innovative ways.

• Open new Central Sleep Apnea programs to include the Heart Failure Specialists, Electrophysiologists, Sleep Center Physicians, and associated clinic staffs. • Meet with existing and potential customers to identify their clinical needs and demonstrate how company products can help them achieve their goals. • Develop relationships with hospital personnel to make new contacts and identify key decision makers in order to drive future sales. • Train customers on the need to screen for potential patients and how to properly titrate the therapy to optimal levels. • Support unit implants in the labs and operating room of hospital accounts