Role Description We are seeking a highly motivated and results-driven New Business Account Executive to drive net-new logo acquisition within our Growth Technology Vendor segment. This is a true hunter role, focused exclusively on acquiring new clients across IDC’s full portfolio of products and capabilities. The ideal candidate is a proactive self-starter who thrives in a competitive environment, takes ownership of their territory, and uses smart, creative prospecting strategies to break into emerging and high-growth technology vendors. - Own and execute a net-new logo strategy within a defined territory of technology vendors under $1B in revenue - Prospect, engage, and close new business opportunities across IDC’s product suite - Develop and manage a strategic target list of high-growth technology companies - Drive full sales cycle execution from outreach through close - Maintain accurate forecasting and pipeline management in Salesforce - Collaborate cross-functionally to ensure strong client onboarding and long-term success - Travel up to 10% as needed for client meetings and industry events Qualifications - 3+ years of B2B sales experience, ideally in a new business or hunting role - Demonstrated success closing net-new logos - Strong prospecting and outbound sales capabilities - Experience using Salesforce with disciplined pipeline and forecasting management - Ability to operate independently while contributing to a collaborative sales culture Benefits - 15 vacation days (prorated based on start date) - 12 company-paid holidays - 6 paid sick days (prorated based on start date; may vary by state) - Medical, dental, and vision coverage - 2 floating holidays (prorated based on start date) - 1 volunteer day - 401(k) company match (IDC matches 3% on the first 6% of employee contributions) - Company-paid short-term disability - Company-paid life insurance - Company-paid parental leave

• Meet or exceed territory revenue and subscription targets by expanding adoption of Pearson’s digital, print, and service solutions across assigned accounts • Build, manage, and advance a strong pipeline of competitive opportunities using market intelligence, customer insights, and disciplined sales execution • Accelerate the adoption of subscription-based and Inclusive Access solutions that improve student affordability and access • Execute key selling cycles, including back-to-school campaigns, to increase student engagement and drive market share growth • Develop trusted relationships with faculty, department leaders, and institutional stakeholders by understanding their instructional goals and challenges • Engage customers through virtual meetings, phone, and email, using consultative selling techniques to uncover needs and recommend tailored solutions • Deliver compelling presentations, product demonstrations, and student-facing technology training that support successful adoption • Collaborate with campus bookstores and administrators to maximize sell-through and implementation success • Partner closely with Account Executives, Customer Success, subject matter experts, and operations teams to support program-wide and institution-wide opportunities • Maintain disciplined pipeline management and accurate forecasting in Salesforce (OneCRM)

• New Client Acquisition & Business Development Identify, prospect, and engage behavioral health providers including treatment centers, detox programs, residential facilities, outpatient programs, and sober living organizations. • Conduct research on prospective clients’ businesses, operational needs, alumni engagement gaps, and growth opportunities. • Generate interest in solutions through cold calling, outbound prospecting, follow-up on company-provided leads, email outreach, and face-to-face meetings. • Build, nurture, and maintain strong relationships with prospects and existing clients throughout the sales process. • Cross-sell additional CRM, RCM, and platform solutions within the existing client base. • Consultative Discovery & Solution Design Lead structured, discovery-driven sales conversations to understand client workflows, discharge processes, alumni program maturity, operational challenges, and revenue goals. • Clearly articulate how the company’s platform, consulting services, CRM, and RCM solutions address client pain points and improve outcomes. • Design and position tailored solutions aligned with each client’s readiness, resources, and long-term business strategy. • Educate prospects on product features, benefits, and measurable ROI through presentations and live demonstrations. • Product, Industry & Subject Matter Expertise Become a subject matter expert on the company’s products, services, processes, and operations while staying current on behavioral health industry trends and news. • Develop a deep understanding of the platform’s ability to drive alumni activation, outcomes tracking, operational efficiency, and revenue growth. • Confidently communicate with operators, admissions leaders, marketers, and executive teams. • Quickly learn and apply new product information in customer-facing scenarios while effectively handling objections and positioning value. • Full Sales Cycle Management Manage the complete sales cycle from prospecting and discovery through demo, proposal, negotiation, and close. • Negotiate contract terms with clients and communicate finalized agreements to internal stakeholders. • Coordinate with implementation and operational teams to ensure smooth client onboarding, aligned expectations, and successful handoffs. • Maintain discipline around deal scope, pricing, and discount authority while ensuring a high-quality client experience. • Pipeline Management, Forecasting & Revenue Performance Build and maintain a healthy sales pipeline aligned with monthly and quarterly revenue targets. • Consistently meet or exceed sales quotas while contributing directly to ARR growth and predictable forecasting. • Maintain accurate, up-to-date CRM records, including activity tracking, lead management, pipeline hygiene, and forecasting within Salesforce. • Demonstrate a proven ability to manage forecasts accurately and achieve established performance metrics.

• Providing Gibson Client experience to existing accounts and potential clients • Managing internal renewal processes and timelines for book of business • Leading implementation of new lines of coverage and carrier changes • Maintaining the account in conjunction with the Consultant/Client Executive through designing, underwriting, pricing, marketing, and selecting the insurance program on existing accounts • Communicating with carriers in a professional manner to negotiate the needs of the client • Conducting group education and enrollment meetings at client sites or via webinar as required • Communicating due dates, timelines, and expectations to Consultant/Client Executive, clients and partners • Identifying problems, summarizing and developing strategic solutions with the Consultant/Client Executive • Assisting Consultant/Client Executives in the financial analysis and forecasting of benefits and in decision making regarding the inclusion/exclusion of plan benefits, and in coordinating with the Consultant/Client Executive in the annual RFP process • Providing client with required compliance information • Attending onsite and offsite client meetings as necessary • Acting as a backup to team personnel when necessary • Maintaining confidential information • Performing other duties and special projects as assigned