Segments Covered: Employers with 500–4,999 employees Role Type: Individual Contributor (IC) About the Role The Director of Sales, Lower Mid-Market (LMM) segment is responsible for acquiring new employer customers and driving Function Health adoption across companies with 500–4,999 employees. This role is designed to mirror benefits-industry norms, signaling experience and credibility with HR and Total Rewards leaders. You will be responsible for full-cycle sales—from prospecting to contract execution to launch partnership—with clear incentives tied to new employer acquisition, strong activation, and high-quality plan design. Responsibilities New Logo Acquisition - Own the entire sales cycle for employers in the 500–4,999 employee range. - Prospect, qualify, and build pipeline through brokers, consultants, and direct channels. - Deliver compelling consultative presentations to HR, Benefits, and Total Rewards leaders. - Partner with sales engineering, product, clinical, and leadership resources to shape customer solutions. Activation & Launch Success - Work with Customer Success to ensure strong activation and employee engagement at launch. - Drive first-year success metrics, including adoption and program design quality. Plan Design & Contract Optimization - Promote strong employer plan design, including: - Full subsidy or first-dollar preventive coverage - Multi-year agreements - Eligibility expansion beyond initial pilots - Leverage bonus kickers tied to subsidy decisions and contract structure. Expansion Ownership (Months 0–9) - Earn expansion credit for: - Adding new employee groups - Converting pilots or executive-only programs to full population - Moving from voluntary programs to subsidized programs Quota & Performance Expectations - Quarterly quotas aligned to the annual target of 10–14 new logos per year. - Ramp period: - Q1: 50% quota - Q2: 75% quota - Q3+: Full quota Qualifications - 5–8+ years of B2B sales experience, ideally in health benefits, digital health, or employee wellbeing. - Track record of exceeding quota in mid-market sales. - Experience selling into HR, Total Rewards, and benefits consultants preferred. - Strong consultative and solution-oriented sales skills. - Ability to operate autonomously in a fast-scaling environment. Our commitment to diversity and inclusion We're aiming to build a diverse team and an inclusive company culture. We are an equal opportunity employer and do not discriminate based on race, ethnicity, nationality, religion, sex, gender, gender identity, gender expression, sexual orientation, age, disability, veteran status, genetic information, marital status, or any legally protected status. Important Notice: Legitimate communication from the Function Health team will always come from an email address ending in @functionhealth.com. Function Health will never request personal information such as banking details or payment during the hiring process. Please be cautious of communications or job offers that come from other email domains, instant messaging platforms, or unsolicited calls. If you ever have doubts about the legitimacy of a communication, please reach out to us directly at talent@functionhealth.com.

At NiCE, we don’t limit our challenges. We challenge our limits. Always. We’re ambitious. We’re game changers. And we play to win. We set the highest standards and execute beyond them. And if you’re like us, we can offer you the ultimate career opportunity that will light a fire within you. Based in the beautiful mountains of Park City, Utah, AtlasRTX (a NICE company) is revolutionizing how companies engage their customers and stakeholders using AI, mobile messaging, and machine translation to create modern customer experiences. AtlasRTX helps identify key opportunities, leveraging our technology to reach customers more efficiently and effectively. In October 2024, AtlasRTX merged with Verse.ai (a NICE company), a leader in human-guided conversation technology. Verse.ai empowers businesses to engage, qualify, and convert leads at scale using intelligent texting and web assistant solutions, operating entirely remotely with a focus on speed, personalization, and efficiency. Together, we are creating a unified organization that combines the best of both platforms, merging our technologies, teams, and cultures into one extraordinary company with one amazing culture. We are passionate about creating a diverse environment. We encourage applications from candidates of every race, color, religion, gender, identity, sexual orientation, national origin, disability, age, or veteran status. We are proud of our co-founder team culture that prioritizes inclusion, kindness, and achievement. We give deserving people a chance to make a difference and invest in growing them personally and professionally. Our culture is our advantage. #CoFounderCulture. So, what’s the role all about? The Account Executive is responsible for driving top-line revenue by managing a territory of new clients. The Account Executive will prospect into, conduct follow up calls, emails, and demonstrations, as well as develop and close opportunities with self-generated leads. The Account Executive will carry a sales quota to be met or exceeded every month, quarter, and year. How will you make an impact? - Identify and close business in your assigned target accounts and generate new leads through networking and prospecting, including cold outreach - Establish and foster strong relationships with target accounts and networking opportunities - Navigate complex negotiations that are mutually beneficial and strengthen prospect and customer relationships while serving as primary point of contact for clients through entire sales process as well as onboarding, assessment development, and implementation success - Consult and advise large, strategic customers resulting in increased adoption, success and enterprise-wide deployments - Conduct virtual or in-person demonstrations for customers and prospects, including proper testing and research prior to such meetings - Deliver and maintain the required monthly, quarterly, and yearly quota established by the department manager - Effectively communicate NiCE’s value proposition to targeted accounts - Manage your sales funnel and update your prospect and client information in CRM (Salesforce) - Research prospect companies, competitors, and stay abreast of industry trends - Complete product training and continue to learn and develop knowledge - Ability to project manage complex sales cycles with internal stakeholders (business development, CSM, solution engineers) - Other duties as assigned Have you got what it takes? - Minimum 10+ years of prior sales experience in enterprise software, contact center, call center or similar, with a demonstrated track record of success required - Experience selling annual agreements with $120,000+ ACV - Experience selling to C-suite roles and negotiating contracts for enterprise companies required - Ability to travel when needed (1-3 weeks a quarter recommended), such as attending events, trade shows and travel to visit important prospects and customers - Familiarity with operating Salesforce or comparable CRM required - Outstanding active listening skills, curiosity, and the ability to uncover opportunities - Familiarity with methodical sales methodology and territory management practices - Internal motivation and the ability to meet assigned sales goals - Possess a willingness and ability to work hands-on and with a sense of urgency, in a fast-paced, entrepreneurial environment - Outstanding written and verbal communication skills with the ability to effectively present to and engage with a wide range of audiences This job description is not intended to be all-inclusive, and employees will also perform other reasonable related business duties as assigned by immediate supervisor and other management as required. This organization reserves the right to revise or change job duties as the need arises. This job description does not constitute a written or implied contract of employment.​ Requisition ID: Reporting into: Role Type: Individual Contributor What’s in it for you? Join an ever-growing, market disrupting, global company where the teams – comprised of the best of the best – work in a fast-paced, collaborative, and creative environment! As the market leader, every day at NiCE is a chance to learn and grow, and there are endless internal career opportunities across multiple roles, disciplines, domains, and locations. If you are passionate, innovative, and excited to constantly raise the bar, you may just be our next NiCEr! About NiCE NICE Ltd. (NASDAQ: NICE) software products are used by 25,000+ global businesses, including 85 of the Fortune 100 corporations, to deliver extraordinary customer experiences, fight financial crime and ensure public safety. Every day, NiCE software manages more than 120 million customer interactions and monitors 3+ billion financial transactions. Known as an innovation powerhouse that excels in AI, cloud and digital, NiCE is consistently recognized as the market leader in its domains, with over 8,500 employees across 30+ countries. NiCE is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, age, sex, marital status, ancestry, neurotype, physical or mental disability, veteran status, gender identity, sexual orientation or any other category protected by law.

• Prospect, educate, qualify, and develop Target Accounts to create sales-ready leads and opportunities • Research executive contact information for target prospects using Google, LinkedIn, Zoom Info, Salesforce, and other related software & services • Consistently and continuously generate a high volume of prospect engagement activity by following a defined research, profiling and prospecting strategy • Relevantly, clearly, and concisely communicate general product value and marketplace differentiation to buyer personas of all types • Contact potential customers and broker partners via telephone, email and face to face • Work in conjunction with Broker Partner Lead to ensure we are fostering channel while supporting the field to provide our value proposition unique to the relationship • Arrange and execute meetings with prospects in order to demonstrate products • Conduct product/system demos via phone, web and face-to-face • Solution and strategize with prospects on services and products • Nurture opportunities within Salesforce • Work to support Operations through implementation and support on-going requests involving Sales Support • Working closely with other departments and finding opportunities to cross sell

• Drive Revenue: Own the full sales cycle from prospecting to close for startups and mid-market fintechs. • Consultative Selling: Navigate complex conversations around API integration, ledger infrastructure, and cross-border remittance and B2B payments. • Outbound Strategy: Identify high-potential prospects and help execute creative ABM campaigns to win high volume deals. • Enterprise Support: Collaborate with leadership on high-value Enterprise accounts, managing stakeholders across product, legal, and finance. • Cross-Functional Feedback: Act as the "voice of the customer" for our Product and Engineering teams to help shape our North American roadmap. • Market Education: Simplify complex stablecoin-fiat payment rails into clear value propositions for traditional B2B and remittance companies.