• Develop and implement a strategic vision for digital solution sales, ensuring alignment with company objectives and market opportunities • Identify new business opportunities, partnerships, and channels to expand the company’s digital footprint • Build a pipeline of high-quality prospects to ensure consistent sales growth • Schedule meetings with prospects to introduce and present the Valenz member experience and integrated platform solutions • Understand the prospects' unique needs and tailor proposals accordingly • Attend industry events and trade shows to network with prospects and generate new business • Set up meetings with prospects and use events as an opportunity to showcase Valenz services • Clearly communicate the value proposition and how they can enhance the prospect's business • Responsible for coordinating with Product team to keep our competitor analysis/details current for digital solutions • Work closely with other teams, including account management, operations, and product development, to meet the needs of prospects and clients • Coordinate efforts to ensure that Valenz services are implemented and delivered efficiently and effectively • Thoroughly understand all Valenz products and services, including their features, benefits, and competitive differentiators • Stay up-to-date on industry trends and developments • Keep accurate and up-to-date records of all prospect interactions in the customer relationship management (CRM) system

• Actively prospect for new business with brokers and employers to generate leads through various techniques, including but not limited to, cold calls, email campaigns, and social media outreach. • Build a pipeline of high-quality prospects to ensure consistent sales growth. • Schedule meetings with prospects to introduce and present the Valenz Platform to Simplify Healthcare. • Understand the prospects' unique needs and tailor proposals accordingly. • Clearly communicate the value proposition and how they can enhance the prospect's business. • Thoroughly understand all Valenz products and services, including their features, benefits, and competitive differentiators. • Stay up-to-date on industry trends and developments. • Attend industry events and tradeshows to network with prospects and generate new business. • Respond promptly and accurately to all prospect inquiries, including requests for information, proposals, and pricing. • Work closely with other teams, including account management, operations, and product development, to meet the needs of prospects and clients. • Monitor the project through completion and address any issues or concerns that arise during the implementation process.

• Lead and Develop a High-Performing Team • Coach and develop Account Executives to consistently meet or exceed quota • Run focused 1:1s centered on deal quality, skills growth, and accountability • Support rep ramping and address performance gaps early • Foster a team culture rooted in ownership, collaboration, and high standards • Drive Pipeline Health and Forecast Accuracy • Lead weekly pipeline and forecast reviews focused on deal progression, qualification rigor, and next-step clarity • Improve predictability by strengthening inspection discipline and CRM hygiene across the team • Maintain appropriate pipeline coverage and proactively identify creation gaps • Reinforce structured, rep-owned outbound execution tied to measurable standards and pipeline outcomes • Use metric review and experimentation to improve outbound effectiveness over time • Support High-Quality Deal Execution • Coach reps to run thoughtful, well-qualified mid-market opportunities from discovery through close • Elevate deal strategy by strengthening positioning, value articulation, and executive-level communication • Help reps navigate complexity in pricing, stakeholder alignment, and procurement processes • Identify patterns in stalled deals and raise the team’s overall execution maturity • Partner Cross-Functionally • Collaborate with Sales Ops, Marketing, and Solutions Architects to unblock deals and improve execution • Share frontline feedback on messaging, territory design, and enablement • Pilot and operationalize GTM initiatives within your team

• Develop and implement a winning Federal sales strategy, identifying key agencies, system integrators, and partners for growth. • Drive agreed-upon sales strategies and processes to meet and exceed sales goals, with a focus on Federal compliance and contracting cycles. • Establish and manage the Federal sales plan, including target setting and allocating named accounts and territories across the Federal sector. • Lead with great teamwork ethics, fostering a collaborative, compliant, and results-oriented Federal Sales team. • Hire, train, motivate, and retain an effective Federal Sales force. • Role model executive leadership and management qualities within the Federal market. • Management of the Federal team’s pipeline, ensuring qualification, and accurately forecasting business on a weekly basis. • Provide timely and accurate field feedback regarding Federal requirements, compliance needs, and competitive intelligence to other departments within ExtraHop. • Work proactively with Federal channel partners, system integrators, and contracting vehicles (e.g., GSA, IDIQs) to grow business. • Meet/Exceed the Federal Sales team pipeline and booking targets.