• Own the account end-to-end: relationship, commercial, escalations, expansion, renewal • Be the SPOC for every inbound and outbound communication with the customer; set and hold internal SLAs on response times • Program manage multiple critical workstreams across PD and customer teams, driving alignment on status, progress, blockers, and decisions between both sides • Build and maintain a deep org map across the customer's corporate family — decision makers, champions, blockers, budget holders, and how the entities connect to each other • Run the customer cadence: weekly tactical with the working team, monthly steering with leadership, quarterly executive business reviews including our leadership team • Drive multi-year account planning, expansion into new use cases, and pricing conversations • Coordinate internal resources — TEMs, FDEs, engineering, product, finance, legal — so the customer sees one face and gets one answer • Partner with our executive sponsors on the most senior customer relationships

• You are responsible for client acquisition — proactive and autonomous. • Identify, develop, qualify and close new business opportunities with enterprise target customers. • Open and develop accounts with revenues of at least €500 million in the Pharma, Fintech, Higher Education and Manufacturing sectors. • Independently lead negotiations with CMOs, CTOs, Heads of Digital and other stakeholders, and close those deals. • From RFP management to forecasting: keep the pipeline clean, current and meaningful. • Negotiate contract terms at executive level, including MSAs and multi-year partnership agreements. • Leverage our partnerships with WordPress VIP, Pantheon and WP Engine strategically for co-selling and joint pipeline building. • Represent Syde at WordCamps, partner events and industry conferences. • Design presentations and workshops based on real insights that persuade decision-makers. • Sales at our company is a team effort: work closely with Sales Engineering, Account Management, Partnerships and Delivery.

• Opportunity creation & pipeline management for top existing customers • Development and execution of territory plan • Management of opportunities and sales process • Relationship development with technical and executive-level contacts in Fortune 500 customers • Closing of expansion and renewal contracts for existing customers • Revenue forecasting • Quota attainment for assigned territory • Maintaining customer, pipeline, and deal information in HubSpot • Align with VP of Sales for territory strategy and plan of attack • Working with Customer Success team to drive customer adaptation and expansion opportunities

Role Description The U.S. ION® Endoluminal Sales Representative (ESR) reports to the U.S. ION® Endoluminal Program Manager (EPM). The ION® ESR plays a critical role in the early adoption of the Ion® platform in expanding access to minimally invasive care for lung biopsy. This individual will be primarily focused on building and supporting early sustainable users and programs and the development of KOL’s and programs that can highlight the early clinical, economic and strategic value of ION®. - Provide procedural support to new users to promote safety and effective progression through their learning curves. - Work with senior hospital staff and key physicians in the development and execution of a plan to effectively integrate Ion® at new customer sites, ensuring ongoing commitment to and utilization of the system. - Facilitate critical user and procedural data capture to create effective QTI and benchmarking metrics. - Work closely with the ESM and Marketing team to build Ion Catalyst Programs driven through the clinical, economic and strategic validation and impact of a robust ION® robotic biopsy program. - Management of all associated activities to include case observations, training labs, attend first case series and development of teams and programs. - Become a clinical expert in the relative spaces (Pulmonology, Oncology, Interventional Radiology and integration of Thoracic Treatment). - Collaboration with daVinci local sales teams, leadership and Key Accounts to ensure consistent alignment and communication with internal and external stakeholders while implementing market strategy in major MSAs. - Responsibly manage administrative tasks, SFDC management, submission of expense reports, etc. Qualifications - Bachelor’s degree required. - A minimum of 5 years of sales experience including 2 or more years in healthcare sales. - Demonstrated ability to manage complexity and work in an environment of change. - Proven ability to understand new market dynamics and drive adoption of disruptive technology. - Effective communication and interpersonal skills. - Background in selling medical capital equipment. - Excellent clinical selling skills and ability to quickly develop credibility with a highly educated customer base. - Ability to travel up to 60%. - Knowledge of the Pulmonology/Bronchoscopy space environment is a plus. Requirements - Due to the nature of our business and the role, please note that Intuitive and/or your customer(s) may require that you show current proof of vaccination against certain diseases including COVID-19. Details can vary by role. - Intuitive is an Equal Opportunity Employer. We provide equal employment opportunities to all qualified applicants and employees, and prohibit discrimination and harassment of any type, without regard to race, sex, pregnancy, sexual orientation, gender identity, national origin, color, age, religion, protected veteran or disability status, genetic information or any other status protected under federal, state, or local applicable laws. Benefits - Compensation will be based primarily on the job level at which the role is filled and the candidate’s qualifications, consistent with applicable law. - We provide market-competitive compensation packages, inclusive of base pay + commission, benefits, and equity. - The on target earnings for this position are listed.