• Drive sales within the assigned territory, demonstrating a dedicated focus on meeting or exceeding growth objectives. • This role is an active selling role that requires it to be "in the field" 100% of the time with current and potential customers. • Maintain and enhance customer satisfaction by delivering exceptional service and building strong, long-term relationships with existing clients. • Monitor and analyze customer product usage, identifying opportunities to introduce new products and maximize revenue. • Manage and develop business relationships, providing regular management summary reports as required. • Serve as the primary point of contact for customers, ensuring effective communication and support through various channels, including email, phone, online presentations, screen-share, and in-person meetings. • Conduct individual market analysis to develop and implement customer acquisition and conquest strategies. • Follow up on sales leads, collaborating with the Sales Administration team for efficient client onboarding and integration. • Work closely with the install operations manager to ensure seamless coordination between sales and operations. • Proactively seek new opportunities for growth by going outbound and creating strategic initiatives. • Stay informed about industry trends and updates through participation in internal educational training, reading professional publications, and maintaining personal networks.

• Build, hire, and scale the Account Management function from an early team into a high-performing, larger-scale organization that can support our growing customer base. • Define and execute the Account Management strategy aligned with revenue, retention, and growth targets. • Define account segmentation, ownership models, coverage, success criteria, and capacity planning. • Hire, coach, and scale a high-performing team of Account Managers accountable for expansion, retention, and customer outcomes. • Establish standards, KPIs, dashboards, and an operational cadence for reporting, forecasting, reviewing account health, risk, retention, and expansion pipeline. • Build repeatable playbooks for onboarding, adoption, driving usage, identifying cross-sell and upsell opportunities, unlocking new use cases, and renewal motions. • Identify expansion opportunities, diagnose risk proactively, and implement retention strategies. • Implement data-driven frameworks for customer prioritization, health scoring, forecasting, and resource allocation. • Partner closely with Sales, Operations, CEO, and Finance on post-sale execution, forecasting, quota design, capacity planning, and incentive alignment. • Serve as executive sponsor for strategic enterprise accounts and complex expansions. • Ensure tight feedback loops between customers and internal stakeholders to influence roadmap and opportunity investments. • Build scalable processes that support global expansion and evolving GTM motions. • Lead with a strategic lens while staying hands-on when needed, jumping in alongside the team (including making calls) to model expectations and support execution. • Attend quarterly company leadership meetings, collaborating on company initiatives and deliverables. • Take the lead in driving a culture of continuous improvement and change management. • Drive organizational excellence, ensuring a work culture of Diversity, Equity, and Inclusion by living the company’s vision and core values.

• Responsibility for selling the IDEXX product portfolio in veterinary diagnostics • Building and maintaining close customer relationships • Supporting veterinary practices and clinics with in-house diagnostics • Collaborating with sales specialists and laboratory departments • Communicating company values and fulfilling customer needs

• Develop and manage GTM execution with our top National VAR Partners • Build a strategy with each national partner with executive alignment and measurable goals • Drive top of funnel and demand gen activities with partners in conjunction with Glean’s internal marketing teams • Build and manage a co-sell motion with partners in conjunction with Glean’s internal AEs • Deepen our VAR partnerships by identifying new joint opportunities • Collaborate with the broader partner landscape including our Cloud, GSI, and ISV partners • Execute strategy at a national and regional level for strategic national partners • Work cohesively and efficiently with Glean’s Regional Partner Managers to drive National Partner Strategy through regional execution • Drive and support enablement activities with partner sellers and technical teams • Support account mapping activities with national partner sellers and Glean sellers • Collaborate with partners to develop and execute joint go-to-market plans • Work closely with sales, marketing, product, and engineering teams to align partner strategies with company objectives