• Qualify client leads through discovery calls • Identify and break into the largest DSOs in the country • Serve as a key player and contributor to the direction of this founding sales team • Partner closely with an Inside AE to win Strategic accounts via a hybrid approach (Strat AE to work top-down, Inside AE to work bottoms-up) • Meticulously track your sales activity using Salesforce and strive to exceed sales goals • Serve as a core stakeholder in defining the strategic sales process for Dandy • Continuously think of yourself as a student of the dental industry and an expert on developing the Dandy value proposition for this segment • Work seamlessly with senior sales leadership to meet high-level KPIs and revenue targets

• Responsible for retirement plan asset retention and client satisfaction for assigned clients with 401(k) plans, DB or MEP plans. • Handles relationship management through required client visits and proactive phone contact. • Represents the company in retention situations and new sales, including formal presentations for the purpose of maintaining, retaining, and gathering retirement program assets to drive profitability and help participants achieve retirement readiness. • Conduct required number of annual plan reviews, investment reviews and service meetings with clients and brokers. • Bring consultative elements to relationships with the goal of enhancing client, advisor and TPA loyalty. • Serve as the escalation point for resolution of non-routine issues related to service, including researching and identifying the root cause, designing a strategy to resolve issues and managing resources to resolution. • Consult with clients and brokers on qualified plan design issues. • Interpret and explain plan provisions to accomplish client goals. • Forward requests for plan amendments through appropriate channels for processing. • Adhere to process and documentation standards to minimize operational risk and loss. • Interpret discrimination testing rules and results. • Consult on solutions to failed testing. • Drive cross sell opportunities to enhance individual client and enterprise profitability. • Consult with clients and advisors on plan enhancements or upgrades including conversion of older investment contracts to newer products. • Submit conversion approval requests. • Analyze client's current service agreement and investment contract to the provisions under the proposed conversion. • Submit a client conversion application for processing. • Keep clients and advisors apprised of product and service enhancements, including changes in investment options. • Train clients on company processes, procedures and resources, including all systems/technology for participants and plan sponsors. • Consult with clients on plan termination issues. • Submit plan termination requests for processing. • Consult on participant communications strategy and options with clients and advisors. • Schedule workshops and facilitate fulfillment of enrollment materials. • Report back to clients and advisors on success of strategies and programs. • Consult with clients and advisors on plan options in advance or following a corporate action, such as a company merger or acquisition. • Assist the Sales team with finals presentations, acting as the subject matter expert on topics such as the company service model, installation process, ongoing administration, plan design, communications programs and procedures • Contribute to and participate in department and organization-wide projects designed to enhance service, improve internal training, and improve client satisfaction and retention.

• Own and drive net-new business acquisition within the Enterprise and Mid-Market segments • Close 5+ six-figure opportunities per quarter, managing the full sales cycle from initial outreach through contract execution • Build and maintain a strong pipeline through outbound prospecting, inbound leads, and partner/channel collaboration • Engage directly with senior stakeholders (CISO, CIO, CTO) to deliver tailored, consultative value propositions • Work closely with legal, product, engineering, solution engineers, and GRC specialists throughout the deal cycle • Leverage and contribute to building the upmarket playbook, refining our GTM approach as we scale • Provide accurate forecasts and deliver consistently against quota

• Identify high-potential business verticals to develop and execute outbound strategies to engage them with Vanta. • Manage the entire sales cycle, from initial contact to contract negotiation and closing, with a focus on expediting deals within a 30-day timeframe. • Turn our inbound demand into closed-new business and happy Vanta customers. • Manage our sales pipeline, improving and maturing our sales process and playbook. • Define and communicate the specific benefits of Vanta appropriate for each customer, including making sales materials and demos. • Collect insights from prospects for our product development process.