• Own the full sales cycle for Mid-Market and Enterprise accounts • Lead high-impact discovery, value-selling, and multi-threaded deal cycles with Sales, Marketing, RevOps, and C-level stakeholders • Drive technical conversations around product integrations and deliver compelling demos • Partner with founders and GTM leaders to iterate on messaging and scale a repeatable sales motion • Maintain a healthy, high-velocity pipeline with strong close rates and forecast accuracy • Contribute to the processes, culture, and foundation of a world-class sales org

• Prospect to CTOs, Engineering Leaders, and technical end users with insight-led outreach that challenges how they currently approach their problems. • Take ownership of Sales Qualified Leads (SQLs) by shaping the deal, not just progressing it. • Diagnose customer challenges and reframe them in a way that highlights risks, hidden costs, and missed opportunities in the status quo. • Manage the full sales cycle, confidently guiding stakeholders toward clear decisions. • Lead multi-stakeholder sales processes, tailoring your message to technical and business audiences. • Leverage Solutions Architects, Customer Success, and Support strategically. • Take control of deal strategy, next steps, and timelines to consistently close high-quality opportunities.

• Exceed your quota and substantially increase our foothold in the private sector markets within North America Private Sector through prospecting and developing your sales pipeline, as well as expanding existing accounts • Build relationships with customers based on trust and transparency resulting in network referrals that ultimately build Chainalysis’ brand awareness • Create and execute go-to-market plans that result in predictable and increasing quarterly forecasts • Build a diverse pipeline of opportunities resulting in consistent and accurate forecasting • Help us develop compelling product positioning and messaging specific to market trends, competitive drivers, region-specific sales channels, and more • Have relationships across departments at Chainalysis allowing you to provide expert advice to prospects related to technical concepts, product roadmaps, solutions implementations, training, and craft compelling customer proposals.

• Develop and manage sales and account management strategies for the US Payer and Clinical Reasoning territory and accounts to optimize successful target account selling and deal closure as well as efficiently identifying opportunities for contract growth on existing accounts. • Generate new sales leads and identify new opportunities through networking and prospecting, including cold calling and utilizing the internal services provided to the sales team, by the company (i.e. marketing and public relations activities). • Lead target account selling (prospecting/lead generation, qualification and scoping, closing strategies, negotiations, etc.). • Build strong and sustainable relationships with varying levels of client group(s) to develop a deep understanding of business goals and objectives to ensure expectations are met and identify opportunities for contract growth. • Manage and resolve escalated customer challenges and roadblocks. • Develop and present insightful business reviews for client’s program performance that align with strategic initiatives. • Facilitate, coordinate and actively participate in contract negotiations across commercial and regulated healthcare and insurance programs. • Collaborate with cross-functional teams to ensure clear understanding of client expectations and ensure deliverables are met in a timely manner. • Review regular sales, end user performance and upcoming requirements to develop plans with cross-functional teams to deliver contract growth. • Rapidly develop and maintain a strong network and deep knowledge of Smile’s products, CQL, market trends and customer environment. • Collaborate and support Partners to extend reach and drive product adoption. • Proactively prioritize sales and retention discussions with client(s). • Maintain a real-time understanding of the competitive landscape to understand win-based proposals and pricing. • Maintain in-depth knowledge of Smile Digital Health’s solution offerings, target customers, and product capabilities. • Participate in and contribute to sales planning status meetings. • Meet or exceed established sales quotes as well as maintain a robust sales pipeline.