• Lead Medline’s Sales efforts within a primarily select group of highly complex or major accounts of regional, national or strategic significance within our State and Local Government division. • Provide a consultative approach in partnership with field sales to fulfill customer needs by identifying optimum product mix for customers and identifying customer cost-savings opportunities, implementation, inventory availability and issue resolution. • Responsible for hunting and growing market share through the development of sales plans, strategies, and objectives aligned to broad corporate sales and marketing objectives. • Travel up to 80% at any given time. • Call points include: Universities, Public Health, Corrections Facilities, Medical Examiner's/Coroner's Offices.

• Drive adoption of our products through partner platforms • Sell lenders on why they should opt into these programs, commit resources, complete technical work, and push to the front of the line for limited program slots • Actively influence partner sales organizations, including large field teams, to understand, position, and promote our offerings to their customers • Create and deliver enablement materials, webinars, and executive-level messaging to arm partner sales teams with a clear value story • Work directly with external senior leaders and large lenders to unblock onboarding, accelerate timelines, and resolve issues • Balance one-to-one lender selling with large-scale partner leverage, knowing where direct pressure versus partner pressure will move the needle fastest • Support the onboarding and activation of new lenders once accepted into partner programs, working cross-functionally with internal teams and external stakeholders • Represent the company with executive credibility, holding court with partner executives and lender leadership • Operate independently in year one as a strategic individual contributor, supporting the executive leadership team rather than building or managing a team

• Engage with dealerships in your assigned territory to introduce Upstart Auto Finance and demonstrate how AI-powered decisioning drives better approval outcomes and faster funding. • Build and manage relationships with Dealer Principals, GMs, and F&I Directors, aligning UAF’s value to their front-end and back-end profit goals. • Lead product demonstrations and discovery discussions that uncover dealer pain points — funding delays, approval gaps, and margin compression, and connect them to UAF’s unique value. • Collaborate with your downstream partners to ensure a seamless transition from signed dealer to active, funded partner. • Consistently exceed monthly and quarterly growth targets by maintaining a strong, consultative pipeline. • Identify expansion opportunities within existing dealer groups, championing UAF across rooftops and brands.

• Engage with targeted technology, media, and telecommunications organizations prospects to identify broken business processes and position Anaplan’s unique ability to solve the problem. • Conduct highly effective, consultative presentations to key C-suite level decision-makers, including CFOs, CROs, and senior leaders across Supply Chain, Finance, and HR. • Develop and own opportunity management from start to finish across multiple customer targets and functions. • Apply Anaplan’s value-based selling methodology to manage a robust sales process and accurately forecast your business. • Employ outstanding account leadership skills to identify expansion opportunities by cross-selling and up-selling within your targeted accounts. • Collaborate effectively with a matrixed team of Sales Development Reps, Marketing professionals, Solution Consultants, and Customer Success partners to ensure customer success.