• Identify, generate, qualify, and close new business for customers and prospects in a defined territory. • Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business). • This role will work with a select group of strategic Federal Systems Integrators to manage sell-to, sell through, and sell-with. • You will partner directly with the Federal Sales team to ensure alignment, strategy and overall GTM engagement. • Develop new and existing accounts within defined territory. • Understand key programs that assigned accounts are awarded or pursuing and how BT will align. • Establish and deliver a sales strategy which outlines a roadmap to quota attainment • Sales forecasting, lead generation, prospecting, and strategic relationship development • Upsell ‘New Product’ to existing customers. • Work with assigned Account Executive – Enterprise Assist’s to intelligently cover and proactively hunt for Add-on opportunity within territory. • Maintain whitespace for all focus customers. • Partner closely with Vice President, SE’s, PM’s and wider POD to deliver strategic goals • Align with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible • Align with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts) • Attend corporate trade shows and events • Maintain sales pipeline activity in Salesforce • Schedule and conduct product demonstrations and detailed presentations to prospects, customers and partners • Lead RFP responses for your accounts

• Meet or exceed sales targets for revenue and pipeline growth • Own the full sales cycle: prospecting, qualifying, presenting, negotiating, and closing • Build and manage a strong pipeline within a defined territory • Maintain accurate forecasting and activity tracking in CRM tools (Salesforce, SalesLoft) • Engage prospects with a consultative approach to identify needs and deliver value • Grow relationships through renewals, upsells, and cross-sells opportunities • Partner cross-functionally (legal, product, customer success) to close deals and support clients • Represent Lightcast professionally in client-facing interactions

• Develop and implement strategic account plans in a rapidly changing market environment • Build and maintain sustainable relationships with decision-makers in hospitals and healthcare networks • Identify and realize growth opportunities, taking market and competitive developments into account • Collaborate closely with cross-functional teams (e.g., Clinical, Marketing, Customer Service) to ensure an integrated go-to-market strategy • Strategically use CRM systems (e.g., Salesforce) as the central management tool for planning, forecasting, and opportunity management • Manage complex sales processes in a structured way, including stakeholder management • Ensure high customer satisfaction through proactive account management and solution-oriented actions

• The Senior Government Sales Representative is the primary field-facing individual for the Medtronic Acute Care & Monitoring (ACM) Government Strategic Programs organization within an assigned geographic region. • This individual is accountable for selling and growing the strategic components of the ACM portfolio — spanning Acute Care & Patient Monitoring device sales and Digital Health Home solutions— across VA Medical Centers (VAMCs), DoD Military Treatment Facilities (MTFs), and Indian Health Service accounts within their region. • A Day in The Life: The Senior Government Program Sales Representative spends their time building relationships, advancing opportunities, and delivering value across a broad federal account base. • The role blends clinical selling with program management, requiring fluency across both medical device and digital health businesses within the same territory. • Success in this role comes from the ability to manage complexity across a diverse portfolio, stay aligned with a collaborative franchise team, and operate with the discipline and integrity that federal market engagement demands.