• Responsible for identifying, pursuing, and closing new HealthFitness sales. • Executes the sales strategy by managing a robust pipeline of opportunities, leading discovery, and multi-product solution development, and consistently delivering individual target revenue results. • Demonstrate strong solution knowledge, manage multiple concurrent sales cycles, and contribute to the evolution of the HealthFitness sales approach. • Develop and own a defined business plan that outlines sales strategies and tactics to achieve assigned activity and revenue targets, prioritizing efforts to balance near-term revenue delivery with sustained pipeline development. • Build, qualify, and advance a healthy pipeline of corporate and commercial real estate markets sales opportunities aligned to individual revenue and activity goals, while supporting overall company growth objectives. • Initiate and drive the lead generation and qualification process for assigned named accounts through working relationships with Human Resources, Procurement, Safety, and Facilities. • Own and close sales opportunities within an assigned target area, effectively managing multiple concurrent pursuits from initial prospecting through contract execution. • Maintain accurate forecasting and opportunity documentation within sales tracking software to support pipeline visibility, business planning, and regular sales reporting of sales activity and forecasts to leadership. • Develop tailored solutions using established HealthFitness products and services that align to in-depth understanding of prospect needs and strategic objectives. • Clearly articulate solution value, differentiation, and expected outcomes to prospects throughout the evaluation process. • Lead approach to finalist presentation and subsequent follow-ups to bring new opportunities sales to closure, navigating objections and negotiations independently while escalating complex issues appropriately. • Partner closely with internal teams (Sales Operations, Finance, Product, etc.) to support proposal development, pricing, and contracting. • Manage stakeholder buying processes with HR, Safety, Procurement, and Facilities functional leaders, through all stages of the sales cycle. • Identify and cultivate relationships with Procurement, Human Resources, and Safety function leadership at Fortune 500 organizations and commercial real estate property management. • Promote the HealthFitness brand and value proposition by conducting industry-specific presentations, demonstrating an in-depth knowledge of products and services. • Gather and share insights related to market trends, competitor activity, and prospect feedback with sales leadership and key internal departments. • Represent HealthFitness professionally at designated trade shows and industry conferences, maximizing new business opportunities including pre and post event communications.

• Define and execute the North America Sales Enablement strategy in partnership with Sales, Marketing and HR leadership • Translate business goals and market dynamics into scalable, high-impact enablement plans that accelerate sales performance and retention • Partner with executive leadership to align enablement investments with revenue growth, talent development, and customer outcomes • Lead creation and continuous evolution of a world-class onboarding program for new Account Executives and Solution Sales professionals — reinforcing product mastery, value proposition, sales methodology, and process rigor • Build progressive, role-based learning paths that support sellers at all stages of their careers • Champion varied learning modalities (in-person, virtual, eLearning, simulations, AI tools, blended experiences) to drive engagement and retention • Oversee the development and delivery of ongoing sales training, workshops, webinars, and reinforcement programs aligned to selling motions, buyer needs, and organizational priorities • Ensure enablement content, playbooks, tools, and best practices are widely adopted • Own the sales enablement technology stack — including LMS, content repositories, learning analytics, and AI tools — to enhance delivery, adoption, and efficiency • Deliver training and coaching on enablement platforms and tools to maximize operational excellence and sales productivity • Define, track, and report on key enablement metrics (e.g., ramp time, training effectiveness, content utilization, quota attainment, win rates, sales cycle improvement) • Use data, feedback loops, and performance insights to continuously refine programs and demonstrate ROI • Provide senior leadership with enablement insights that help shape forecasting, talent development, and strategic resource allocation • Act as a strategic partner to align enablement into broader business processes and initiatives • Drive change management and adoption of new methodologies, tools, and processes across the revenue organization • Collaborate with global enablement teams to share best practices and standardize approaches where appropriate

• Selling to end-users directly and through channels leveraging all routes to market • Selling market-leading Application Security by understanding of the client’s business and the industry • Identifying how we can match customer needs, developing compelling business value propositions for our solutions and ultimately closing opportunities • Developing and maintaining trusted relationships with senior-level decision-makers and other key buyers in the region • Penetrating specified account set in territory to drive sales of solutions • Driving new business from new and/or existing commercial targets in region • Targeting and penetrating at the CxO level, auditor and practitioner/IT level of organizations • Scheduling and presenting our portfolio, which includes Application Security solutions • Following up on incoming leads through virtual or onsite meetings • Demonstrating the product’s capabilities and answering main technical-sales questions • Continuously following up on all potential sales processes to advance towards closing • Negotiating terms/pricing and closing deals • Performing weekly meetings with sales engineers to assess status of existing accounts and expedite sales processes • Scheduling remote or on-site product evaluations performed by the sales engineers • Providing forecast on sales, pipeline, and pre-defined KPIs in weekly meetings with management

• Respond to generated leads with warmth, courtesy, and empathy — preferably by phone and through the company’s other communication channels (to address the student’s request and close the sale). • Apply sales techniques (SPIN Selling, creating a sense of urgency and scarcity). • Identify the sales portfolio to be worked on ("businesses" and "tasks"). • Correctly identify leads in the Papeline history and attempt contact following the proper order of the sales funnel. • Be fully knowledgeable about the product, offers, and graduated discounts. • Stay up to date on competitor strategies. • Act in compliance with legal requirements and adapt to internal policies by actively participating in training and reporting any challenges, while safeguarding confidential information in accordance with Afya’s Code of Ethics and LGPD (Brazilian Data Protection Law). • Interact and negotiate with prospective students in a personalized manner (understanding each person’s profile, pain points, and needs), tailoring our course offerings to best meet clients’ needs with the goal of conversion, customer satisfaction, and meeting departmental targets. • Ensure a prompt and accurate response to interested clients, recording all activities (such as emails and calls) in the CRM system to maintain control of the customer relationship. • Maintain follow-up on opportunities and contacts made (through CRM tasks and WhatsApp Business tools) to increase sales effectiveness.