• Develop and maintain relationships with health insurance brokers in your assigned territory. Educate them on Arlo’s level-funded health plan solutions and value propositions. • Meet or exceed sales targets by driving broker engagement and supporting them in client discussions to close deals. • Identify new brokers and market opportunities. Expand Arlo’s presence in underrepresented regions or sectors. • Partner with internal teams, including underwriting and implementation, to ensure smooth onboarding for clients. Serve as the point of contact for broker questions and concerns. • Effectively manage your assigned territory, including scheduling meetings, attending broker events, and managing travel. • Maintain up-to-date records in the CRM system and provide regular reports on broker activity, pipeline, and sales performance.

• Create and implement a sales strategy to achieve revenue targets and market share goals within the assigned territory. • Build and maintain strong relationships with existing customers while identifying and pursuing new business opportunities. • Conduct market research to identify trends, competitor activities, and potential areas for growth. • Maintain an in-depth understanding of our product line and effectively communicate features and benefits to customers. • Provide regular sales forecasts, performance reports, and market insights to senior management. • Work closely with the marketing and product development teams to ensure alignment on product offerings and promotional strategies. • Train and support distributors and retail partners to enhance product knowledge and sales effectiveness. • Represent the company at shows, industry events, and customer meetings to promote our brand and products.

• Own and execute strategic account plans for Airtable’s top 20 education accounts, focusing on both net-new and expansion opportunities • Drive significant annual expansion revenue through multi-threaded, cross-departmental deals • Identify and operationalize 1–2 repeatable plays within the education market to accelerate adoption • Build and maintain strong executive-level relationships, ensuring consistent engagement and alignment with institutional goals • Expand product adoption across multiple departments within each institution • Maintain strong pipeline coverage and forecast accuracy across named accounts • Run disciplined, MEDDIC-style sales processes, navigating complex, consensus-driven buying committees • Serve as a consultative partner, leveraging storytelling and discovery skills to position Airtable as a platform solution • Leverage Airtable-specific building experience and product knowledge to drive customer success

• Prospect, develop, manage sales pipeline and close customers onto the Airtable Platform • Build relationships with senior executives and decision makers across all industries • Prioritize book of business, develop and execute on account plans • Source expansion opportunities in new departments • Own the full sales-cycle from lead to close • Coordinate resources throughout the sales cycle • Educate and consult customers on the value of Airtable • Model a wide range of use cases in which Airtable can drive business transformation