• Own and drive strategic client and partner prospecting, key presentations, negotiations, contract development and product solutions with key stakeholders and executives, ensuring all deliverable milestones are met to win new logos and support company revenue goals. • Develop and employ a deep and evolving understanding of the US academic market landscape including policy, macro-economic market trends, labor or demand side dynamics, emerging technologies, and competitive landscape. • Create, maintain, and execute creative and applicable account penetration strategies for top tier account assignments and targets. • Consistently conduct high-touch, strategic prospecting efforts in collaboration with account based marketing (ABM) campaign programs and Sales Development Representative activities. • Create sales pipelines through best-practices, disciplined networking, prospecting, discovery, and qualification techniques. • Maintain a deep understanding of influential education technology company’s whose core mission is to serve Academic markets exploring relationships where significant leverage exists. • Comfortable and experienced with the RFI/RFP process and willing to quarterback the process cross functionally within and across Skillable. • Be accountable to produce self-sourced first meetings (in addition to those generated through Demand Generation programs) in order to generate sufficient pipeline coverage for sales quota target. • Document and regularly maintain sales opportunity data and provide accurate sales forecasting through internal systems. • Manage the full sales cycle from lead to close including choregraphing the proper use of Skillable assets and cross-functional resources. • Work closely with Skillable’s Chief Growth Officer and sales leadership and broader sales organization to develop sales strategy, monitor and analyze KPIs, and beat organizational revenue goals as a team. • Serve as a trusted advisor to understand your prospects’ desired organizational and institutional outcomes, dynamics and details of their organization and propose appropriate solutions and services to ensure satisfaction and success. • Understand and sell a complete virtual labs solution, along with content, services, and support to ensure customers’ technology skills training, development, and validation needs are met. • Continuously partner with internal product, technology and customer experience teams to stay aware of key product features and differentiators. • Consistently and regularly meet or exceed quarterly and annual quotas. • Support and promote the company values through positive interactions with both internal and external partners and customers on a regular basis. • Other strategic business initiatives or cross-functional project involvement as required.

• Utilize past experiences, relationships, and market knowledge to drive new business with large employers with 5K to 25K employees • Lead end-to-end commercial sales opportunities from sourcing to managing the pipeline to closing deals • Partner with the Consultant Relations Team to build relationships and develop leads from employer benefits consultants • Work closely with your Sales Development Representative to identify new market opportunities and drive execution • Work closely with the National Partnerships Team to build key relationships with market partners such as PBMs, health plans, and other reseller partners

• Utilize past experiences, relationships, and market knowledge to drive new business with large employers with 5K to 25K employees • Lead end-to-end commercial sales opportunities from sourcing to managing the pipeline to closing deals • Partner with the Consultant Relations Team to build relationships and develop leads from employer benefits consultants • Work closely with your Sales Development Representative to identify new market opportunities and drive execution • Work closely with the National Partnerships Team to build key relationships with market partners such as PBMs, health plans, and other reseller partners

• Utilize past experiences, relationships, and market knowledge to drive new business with large employers with 25K+ employees, states, and health plans • Lead end-to-end commercial sales opportunities from sourcing to managing the pipeline to closing deals • Partner with the Consultant Relations Team to build relationships and develop leads from employer benefits consultants • Work closely with your Sales Development Representative to identify new market opportunities and drive execution • Work closely with the National Partnerships Team to build key relationships with market partners such as PBMs, health plans, and other reseller partners