• The Account Executive will drive revenue growth by helping special district governments modernize how they serve their communities. • This hunter-farmer hybrid role combines new business development with strategic account expansion across a defined territory. • Building a market plan, proactive and intentional outreach, and continuing through all phases of the sales process culminating in sales win/close. • Identify and penetrate high-potential districts. • Develop comprehensive account strategies that map organizational structure, identify champions, understand procurement cycles, and create multi-year expansion roadmaps. • Lead the complete sales cycle: cold outreach through contract signature, including discovery, solution design, demonstration, proposal development, and negotiation. • Generate new pipeline through prospecting, association engagement, referrals, and market research. • Expand existing accounts by identifying cross-sell opportunities as districts' needs evolve and new products launch. • Conduct penetrating discovery that uncovers not just what districts say they need, but what they don't yet know they need—connecting current pain points to broader operational transformation. • Challenge district thinking by introducing best practices from peer districts, market trends they haven't considered, and innovative approaches to longstanding problems. • Deliver compelling demonstrations to groups of 1-25 stakeholders with varying technical sophistication and competing priorities—making complex solutions feel accessible and necessary. • Teach, don't just sell: position yourself as the expert who helps districts understand emerging compliance requirements, changing citizen expectations, and opportunities to operate more effectively. • Manage your territory like a business. • Meet aggressive activity metrics. • Collaborate across teams. • Establishing credibility in the special districts community and develop a referral engine. • Be prepared to travel approximately 30-40% of the time to engage with clients and prospects effectively.

• Identify and build relationships with PNM decision-makers (Network Management, Provider Relations, Credentialing leaders) within both existing customers and net-new payer organizations—often requiring multi-threaded approaches beyond existing executive contacts • Map and navigate complex payer organizational structures to reach the right buyers, even when our current relationships are at the C-suite or in different departments (Claims, Utilization Management, etc.) • Gain a deep understanding of prospective clients' network management pain points—provider credentialing backlogs, network adequacy compliance, fraud detection—to effectively convey how Overjet PNM delivers value • Deliver effective sales presentations to diverse stakeholders: C-suite, VP Network Management, Provider Relations Directors, and Compliance teams within Dental Payer organizations • Own the sales cycle from pitch to close and partner closely with Engagement Managers internally for smooth transitions • Forecast sales with a high degree of accuracy • Achieve aggressive monthly, quarterly and annual sales goals • Work in a collaborative, high-energy team environment

• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned moderate-to-high risk, moderate-to-high impact existing or potential customers or partners. • Develop and communicate accurate sales forecasting on a real-time basis. • Proactively initiate contact with potential customers, customers and partners on a regular basis to develop, maintain and expand business relationships. • Operate as a trusted advisor to contacts and build network of relationships throughout the organization. • Research and identify target customers, execute understanding of their technical and business needs. • Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration. • Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls. • Comprehensive understanding of best practices and market trends, as well as customer and potential customers business and technical needs. • Proactively pursue opportunities for company expansion and integration. • Engage company specialist and support resources as needed to advance opportunities. • Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response. • Develop and maintain strategic internal working relationships to enhance sales execution. • Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs. • Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time, as forecasted. • Share extensive experience and best practice knowledge; contribute to the overall growth and quality of the sales team. • Provide guidance and support to other sales team members.

• Calling on the non-acute care government market including emergency management, EMS, medical examiner offices, prisons, department of health, and board of commissioners offices • Selling clinical and operational solutions to all levels of decision-makers including owners, senior clinical officers and purchasing/procurement managers • Selling products that include incontinence, skin care, DME, advance wound care, minor procedure kits, and gloves • Developing a strong knowledge base about Medline’s very large product catalog and numerous value-added programs and services • Developing meaningful relationships with new customers and deepening relationships with existing customers • Cold calling and prospecting to develop new business opportunities • Presenting new products and initiatives; educating customers on current industry trends and regulations • Preparing bids and negotiating contracts • Taking ownership and leadership of your territory-- growing it like your own business