• Guide Enterprise Post-Sales team in critical customer journey phases • Lead a team in forecasting accuracy and resource loading • Act as the 'Air Traffic Controller' for assignments • Partner closely with Sales leadership for pipeline collaboration • Balance team workload for utilization management • Maintain granular understanding of the team’s portfolio • Detect early warning signs of customer sentiment or project slippage • Build a team capable of solving their own functional problems • Enforce adherence to implementation playbooks and SOPs • Own forecasting model for Activations and Transitions • Monitor time-to-value metrics and shorten implementation cycle

• Develop and implement strategic renewal plans, initiate processes 6 months before contract end, conduct account research, navigate complex contract structures, and ensure timely renewals • Negotiate terms and pricing, identify expansion opportunities, and collaborate with internal stakeholders (Sales, Customer Success, Legal, Deal Desk) for smooth renewal processes • Generate and deliver renewal quotes and order forms accurately and in a timely manner • Manage coordination and execution of amendments and renewal documents • Provide accurate rolling 180 day forecasts, update Salesforce and forecasting system, and ensure clear, professional communication with customers • Gather customer insights, identify risks, share feedback with relevant teams, and refine strategies for future renewals

• Own and exceed a monthly/quarterly expansion revenue quota across an assigned set of customer accounts. • Proactively identify opportunities for additional modules, users/seats, integrations, professional services, and new site or department expansions. • Drive outbound outreach to uncover expansion needs and build a healthy pipeline. • Build strong, strategic relationships with key roles within customer organizations, including operations leads, lab directors, IT managers, and quality teams. • Conduct detailed discovery to understand customer workflows, pain points, and growth areas. • Deliver compelling value propositions, product demos, proposals, and pricing discussions. • Lead expansion deal cycles from identification through negotiation and close. • Collaborate closely with Customer Success Managers and Technical Account Managers to understand account health, adoption, and risks. • Partner with Product and Solutions teams to tailor expansion offerings to customer requirements. • Work with Implementation or Support teams to ensure smooth deployment of newly purchased services or modules. • Maintain accurate CRM data, forecasts, activity tracking, and opportunity notes.

• Reporting to the Senior Director of Sales, you will be instrumental in expanding WAYB's market presence through our wholesale partners. • You will be responsible for driving revenue, strengthening key relationships, and ensuring operational excellence to support our sales team. • Lead strategic growth driving revenue growth by managing and expanding relationships with current wholesale partners. • Create monthly, quarterly and annual sales forecasts, with data analysis, business logic and accuracy. • Constantly measure the business progress through sell through reporting and financial analysis. • Create product merchandising plans with assortments that meet the customers needs and address market opportunities. • Provide competitive analysis from the market, to identify gaps and opportunities. • Ensure strong working relationships with buyers, GMM’s and top executives at each account. • Identify new business, proactively monitoring the market for new wholesale leads and business opportunities. • Act as a key resource for the sales team, streamlining processes and ensuring smooth order fulfillment. • Implement process improvements to increase sales efficiency and effectiveness. • Manage KPIs, track and report on key metrics like order cycle time and accuracy to ensure business goals are met. • Act as brand ambassador, serving as the main point of contact for wholesale and direct-to-consumer customers, representing the WAYB brand. • Quickly investigate and resolve customer inquiries and sales-related issues. • Connect the sales team with operations and fulfillment partners to ensure seamless execution.