• Cultivate and maintain strong relationships with healthcare stakeholders within hospitals and other assigned accounts to identify qualified leads, grow market share and increase revenue, and reduce customer attrition. • Deliver on quarterly & annual orders and revenue sales targets; maximize profit margin on equipment and service contract sales. • Leverage knowledge of customers’ strategic goals, market position, and budget to develop offerings that deliver greater value to the customer, driving funnel growth for the region. • Demonstrate expertise in customers’ installed base and develop technology & capital plans that map with their annual budget process. • Lead the account community team and orchestrate deals and long-term plans that align with a mutually beneficial strategy that contributes to increased market share, revenue, and profitability. • Reduce cycle time by leveraging Salesforce.com (CRM tool) to track customer and account activity, to map visibility and drive market share, and to prioritize sales funnel.

• Own a Select territory of upper mid‑market / lower enterprise accounts, with full accountability for new business and expansion quota • Drive full-cycle sales: prospect, qualify, run discovery, orchestrate evaluations, negotiate, and close multi-stakeholder deals • Position Ironclad as a strategic platform, not just a point solution — tying our value to revenue acceleration, risk reduction, and operational efficiency • Run complex, multi-threaded deal cycles that engage Legal, Procurement, IT, Sales, Finance, and executive sponsors • Partner closely with Solution Engineers to design tailored evaluations and demos that reflect prospects’ real contract workflows and systems • Leverage partners and alliances (implementation partners, GSIs, and advisory firms) to source pipeline, co-sell, and increase win rates in your territory • Contribute to early vertical and international plays, especially in Select-relevant areas like Industrial and International Growth segments • AE focused prospecting, using data and segmentation to prioritize accounts and focus efforts where you can have the biggest impact • Forecast accurately and run disciplined deal management in Salesforce, providing clear visibility into pipeline, risks, and upside • Collaborate cross-functionally with Marketing, Sales Development, Customer Outcomes, Product, and Partnerships to improve coverage, messaging, and GTM motion in the Select segment • Act as the voice of the customer, bringing feedback from your accounts back into Product and GTM teams to help shape roadmap and positioning

• Own and exceed your quota by closing new logo deals with employers of 7,500+ employees, selling high-ACV (Six and Seven-Figure) multi-product contracts. • Manage full-cycle enterprise sales processes including outbound prospecting, discovery, consultative pitching, product demonstration, proposal development, negotiation, and close. • Cultivate trusted relationships with senior leaders across Human Resources, Total Rewards, Benefits, and People teams to deeply understand organizational needs and priorities. • Collaborate closely with Account Development Executives (BDRs), Consultant Relations, and Marketing to build pipeline and support coordinated regional go-to-market efforts. • Partner with key benefits consultants, brokers, and channel partners to amplify market reach and co-sell effectively. • Serve as a strategic expert in the mental health benefits space, leveraging industry trends, buyer insights, and competitive dynamics to shape your sales approach. • Lead the development of strategic solutions to technical sales challenges, partnering with Sales Ops and leadership to shape sales methodologies and standards. • Provide accurate forecasting and pipeline reporting to support revenue planning and team-wide accountability. • Partner with Sales Ops and leadership to refine and implement sales excellence processes that support consistency across enterprise deals. • Identify market trends and propose innovative solutions in collaboration with cross-functional teams to support long-term business opportunities. • Represent Headspace at high-impact industry events and conferences to enhance brand presence and cultivate new enterprise relationships. • Contribute to organizational capability building by sharing best practices, coaching peers, and identifying learning opportunities to strengthen sales team effectiveness. • Travel as needed (~30%) to advance key deals and attend in-person meetings or events.

• Make 60+ outbound prospecting calls each day • Develop strong, trust-based relationships with contacts • Learn to uncover customer challenges • Partner with Connection Subject Matter Experts