• Responsible for new client acquisition and long-term account management for LAH Insurance Licensing, Property & Casualty Insurance Licensing, and Insurance CE Sales; own a defined book of business and deliver against annual new revenue objectives • Drive new business development through strategic prospecting, cold-calling, research, and networking to break into new accounts and expand market reach • Conduct daily sales activities including scheduling appointments, presenting solutions (virtual and in-person), providing product demonstrations, and supplying product quotes • Build and maintain client relationships through timely follow-up (including 24-hour response on inbound and marketing-sourced leads) and continuous communication on product changes and enhancements • Collaborate with sales leadership, client services, and operational partners to support account planning, client retention, business growth strategies, and maintain accurate customer records • Actively attend industry events, trade shows, and relevant conferences as applicable; travel as business needs require to support client-facing opportunities

• Own the full sales cycle from prospecting to close • Proactively generate pipeline through targeted outreach • Develop and nurture relationships with SMB, Mid-Market, and Enterprise prospects • Deliver value-focused, consultative product demos • Partner with Channels & Partnerships team • Maintain a clean, accurate pipeline in Salesforce • Drive ARR growth through consultative and challenger methodologies

• Drive territory growth by prospecting, developing, and closing new business while expanding relationships with hospital-based NICU teams. • Serve as the primary account contact for neonatologists, hospitalists, head nurse and clinical staff within the NICU. • Deliver tailored, consultative sales presentations to communicate the value of rapid genomic testing for critically ill newborns. • Collaborate with the relevant Directors of Health Systems to engage hospital leadership where needed to drive optimal utilization of rapid genome sequencing. • Coordinate with any relevant sales channels representatives (specialty RAEs or otherwise) where needed to garner access and advocacy for NICU sequencing. • Coordinate and execute both in-person and virtual hospital engagements. • Collaborate with cross-functional teams to ensure smooth onboarding, test ordering, and timely result delivery. • Lead educational initiatives for NICU teams, including hospital presentations, conferences, and clinical meetings. • Stay current on NICU workflows, clinical guidelines, product offerings, and competitive landscape. • Effectively pull metrics and case studies for NICU clients to continuously monitor utilization and impact to reinforce the use case of rWGS. • Maintain high field presence and relationship with clients. • Meet or exceed assigned sales targets, KPIs, and activity metrics. • Document opportunities, interactions, and updates in CRM, maintaining a robust clinician development pipeline. • Actively embody and encourage GeneDx cultural principles.

• Build and execute account plans. Prospect and sell to the assigned territory. • Expand assigned product suite within existing account base within the geographic and vertical assigned. • Use designated Cayuse sales tools (Salesforce, Google Suite, Salesloft) for tracking and maintaining all information in the sales process. • Actively assist with sales campaigns by sending initial emails and making follow up calls. • Participate in regional and national trade shows, trade-shows and company events. • Willingness to study and learn the dynamics of the research administration industry and higher education. • Organize product demonstrations on all Cayuse solutions in partnership with the assigned Solutions Consultant. • Proficiently match solutions with customer needs and tailor demos to those needs. • Travel as needed for client meetings and other activities (25% + of schedule). • Maintain an accurate and timely forecast in Salesforce. • Coordinate with Professional Services on service quotes when needed. • Communicate client requests and market information. • Attend assigned training sessions with the Sales Team. • Regularly attend and seek product training to ensure expert knowledge in all assigned products. • Management of the RFP/tender process as required by prospects. • Meet or exceed activity requirements such as number of product demonstrations, to reach funnel development objectives.