• Develop strategic account plans that drive profitable growth, prioritize new business opportunities, and expand access across health systems, group purchasing organizations (GPOs), home infusion (HI), medical groups, and national outpatient parenteral antimicrobial therapy (OPAT) customer accounts. • Lead contracting strategy and negotiation for all classes of trade, securing optimal formulary placement, protocols, stocking, and reimbursement positioning through collaboration with Contracting, Pricing, Marketing, Medical Affairs, Regulatory, Commercial Operations, and Supply Chain. • Build strong relationships with key decision makers—including KOLs, GPO leadership, regional payers, integrated delivery network (IDN) and OPAT executives, to identify opportunities, support pull through initiatives, and address reimbursement and access challenges. • Serve as a strategic partner to Field Sales and cross-functional teams to ensure clear communication of access positions, alignment of customer initiatives, and execution of system level strategies. • Demonstrate expertise in transition-of-care issues such as readmissions, length of stay, mortality, and resistance trends, ensuring customer value and alignment with organizational growth strategy. • Maintain deep understanding of marketplace dynamics, class-of-trade reimbursement, and economic resources to support investigator-sponsored trial (IST) portfolio positioning and access execution. • Coordinate with and mentor representatives in respective sales regions as needed and represent the organization at key customer conferences in alignment with Marketing and Sales leadership. • Demonstrate a commitment to diversity, equity, and inclusion through continuous development, modeling inclusive behaviors, and proactively managing bias. • All other duties as assigned.

• Own a robust sales pipeline for your assigned territory • Develop and execute comprehensive account strategies • Deepen relationships with C-level executives and key decision-makers • Lead complex, multi-stakeholder sales cycles from initial contact to final contract • Successfully acquire new logo business within the territory

• Evangelize our radically simple, all-flash enterprise storage technology and data solutions, ensuring customers fully grasp Pure’s total value proposition • Build and invest in relationships with customers to establish Pure’s value, continually driving the highest customer satisfaction ratings in the industry • Lead pursuit teams and develop account plans to make sure all internal resources are engaged to execute and win new Pure Customers • Drive and manage a healthy and robust pipeline of sales activity to assure quarterly and annual quotas are met or exceeded

Role Description We’re looking for a Founding Account Executive to help build the foundation of our go-to-market motion. This is a true early-stage sales role. You won’t be handed a mature pipeline or a polished playbook — you’ll help create them. We’re looking for someone who enjoys the full sales process: - Sourcing prospects - Cold calling - Outbound outreach - Running demos - Closing deals You’ll work directly with the founders to shape how Diagonal grows, which includes: - Refining messaging - Identifying ideal customer profiles - Experimenting with outbound strategies - Helping turn early traction into a scalable sales engine Our customers are SMB businesses looking for software that adapts to how they operate instead of forcing them into rigid workflows. Your job is to help them understand what’s possible and guide them through that transformation. If you thrive in fast-moving environments, enjoy building momentum from scratch, and love the process of winning customers, you’ll thrive here. Responsibilities - Own the SMB sales cycle from outbound prospecting through close. - Source and qualify new opportunities through cold calling, email outreach, LinkedIn, referrals, and creative outbound strategies. - Run discovery calls and product demos tailored to each customer’s workflows and pain points. - Build and manage your own pipeline while maintaining strong CRM hygiene. - Work directly with founders to refine messaging, positioning, and outbound strategy. - Gather customer feedback and help shape both product direction and go-to-market strategy. - Experiment with outbound tactics, messaging, and sales processes to improve conversion rates. - Develop a deep understanding of Diagonal’s platform and communicate its value clearly to business owners and operators. Qualifications - 2+ years of experience in SMB sales, outbound sales, or account executive roles at a SaaS company. - Comfortable prospecting and cold calling consistently. - Strong discovery and demo skills — able to guide conversations naturally and uncover customer pain points. - Highly self-directed and organized in a remote environment. - Excellent written and verbal communication skills. - Competitive, driven, and excited by early-stage environments. - Ability to move quickly, adapt fast, and wear multiple hats. - Experience selling vertical SaaS, workflow software, or operational tools is a plus. - Startup experience is a plus, especially at an early-stage company. Benefits - Competitive salary + commission + equity - Fully remote team - Discretionary PTO - US Only: Top-tier Health Insurance (Medical, Vision, Dental) - Top-of-the-line computers/equipment - Paid parental leave