• Meet or exceed quota while fostering strong customer relationships • Articulate the value of GitLab to our Commercial prospects and customers in the US Eastern region • Take ownership of and act as the CEO for the book of business in your territory: • Document the buying criteria & process, next steps & owners • Build a strong pipeline through a healthy cadence of prospecting activity • Prospect and close new business to expand your territory • Ensure adoption of our solutions and do your best to avoid churn and contraction • Work and collaborate with our Partner ecosystem to drive new business and value for our customers • Create an accurate forecast for each quarter against your plan/budget • Drive attendance to our events, which you will be part of to further network with current and prospective customers • Contribute to root cause analyses on wins/losses. • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team. • Contribute to documenting improvements in our sales handbook • Collaborate with cross-functional teams, such as Customer Success, Renewals, Sales Development, etc. to provide account leadership, ensuring a good outcome for our customers in the pre- and post-sales process • Be the voice of the customer by contributing product ideas to our public issue tracker • Master MEDPICC and Command of the Message on all opportunities

• Prospect & Build Pipeline: Identify and prioritize target corporate accounts through research, cold outreach, and networking • Proactively generate new business opportunities to maintain a healthy, active sales funnel • Sell Consultatively: Develop a deep understanding of each client's business, industry, and challenges — then position Certus solutions that genuinely help • Deliver compelling product demonstrations and value proposition presentations to decision-makers, including senior leadership • Manage Your Business: Own the full sales cycle from first contact to signed contract • Keep CRM records (Salesforce) accurate and up to date with notes, activity, and pipeline status

• Own the full sales cycle from prospecting to close, building a healthy pipeline and consistently hitting (or beating) monthly and quarterly targets. • Execute a high velocity sales strategy to onboard and scale brick and mortar healthcare partners. • Proactively source and engage new prospects through research, outbound outreach, and relationship-driven networking. • Lead product demos and sales conversations, clearly articulating the value of our telehealth solutions and tailoring them to each prospect’s needs. • Partner closely with prospective customers to understand their goals and challenges, and develop thoughtful, customized proposals. • Negotiate contracts and close deals to drive new business growth. • Build and maintain strong relationships with key decision-makers and stakeholders. • Stay on top of telehealth industry trends, competitive landscape, and evolving market needs. • Collaborate cross-functionally with Marketing, Customer Success, and Product to deliver a seamless and exceptional customer experience.

• Demonstrated ability to develop and maintain effective business, sales, and marketing plans to manage a territory's activity and development. • Oversee client relationship mapping to Client Success, orchestrating an account strategy while leading across a broad virtual team ( Solutions Specialist, Success Resources, Partners and Marketing, etc.) • Listen, identify, and understand client's needs and deliver to their expectations. You will be able to build relationships with multiple stakeholders and influence them in a positive way • Strong ability to create sales presentation messages, positioning statements, and other sales collateral. • Participate in Quarterly Business Reviews and other meetings with the client's leadership team to drive strategic alignment, product education, and growth opportunities. • Align internally with sales, deployments, marketing, and solutions teams to evolve our product and service. • Experience promoting a customer success focus in a "win as a team" environment • Proven track record achieving/exceeding quota targets • Properly forecast monthly, quarterly, and annual revenue numbers for assigned territory. • Develop and maintain a high level of knowledge about Velocity Global's products and services, marketplace served, competitive landscape, and other business issues relevant to the position.