• As your Territory’s Vena expert, advocate and brand-leader, you will own the sales execution and performance in your Territory with prospects and customers. • You will participate in guiding sales strategy, and ongoing improvement for your Territory. • Provide the highest levels of personal leadership and accountability and be an essential partner in ensuring the Company meets its sales targets. • Directly responsible for ensuring the timeliness and accuracy of your reporting and metrics. • Own the visibility and completeness of your sales reporting, including sales activities, pipeline status and forecast updates. • Partner as needed with all Vena Teams to improve and drive sales with appropriate awareness and sensitivity to those Teams requirements, dependencies and operations with the objective of complete cross functional transparency and alignment. • Always support Vena’s remote inside sales and/or partner teams as needed to promote the Vena brand and drive Territory revenue, engagement and development. • Actively participate in reviews of your, your Team and the Company’s actual and forecast performance, providing feedback on decision making and submitting recommendations to continually promote speed, improved effectiveness and efficiency. • Relentlessly drive to achieve your performance targets in key areas such as Quarterly and annual net new software revenue (as measured by annual recurring revenue (“ARR”)) generation. • Prospecting activity through own efforts, guiding and leveraging sales development resources and working alongside the Vena Partner network. • Pipeline build and ongoing development to secure appropriate coverage and facilitate confidence in forecasts. • Customer expansion ARR. • Specific responsibilities include Ownership of your targets and the associated metrics and analytics. • Attendance at weekly, monthly, quarterly and annual sales meetings including Quarterly Business Review, Kick Off, Training and Planning. • Successfully complete onboarding and ongoing sales certification standards. • Being the best sales partner to other teams including Solution Consulting, Professional Services and Customer Success. • Using Vena’s systems (currently include Salesforce.com, Salesloft, LinkedIn) to optimize your efficiency and ensure all your activities and metrics are reported accurately and with the required details. • Supporting and owning local Vena (such as Vena 360, Vena Experience, Vena Customer Exchange) and/or third party events (such as at vendor, partner or industry conferences). • Promoting the Vena brand to prospects, customers and partners, and at all times acting in accordance with Vena’s values and policies. • Participate in attracting and mentoring sales team members and always be developing Vena’s high performance, creative, innovative and results-driven Sales Team. • Be responsible for contributing to a team culture that is dedicated to growth, collaboration, accountability and respect.

• Promote and sell the company’s products or services within a specific region or market; • Work independently, establishing and maintaining relationships with prospective clients; • Identify business opportunities and sales strategies; • Provide after-sales support and deliver introductory and refresher training on the full Feel Care product line to client staff; • Prospect new customers: actively seek new clients through various strategies; • Conduct product demonstrations and tests (cleaning chemicals); • Negotiate commercial terms; • Close sales and manage all follow-up stages; • Build and maintain strong relationships with customers.

• develop a business plan to overachieve sales goal • manage and maintain the entire sales ecosystem from generating leads through closing • focus on net-new logo acquisition via outbound activity • help customers understand the value of Cribl during the sales process • articulate our value proposition up and down the organization, from engineer up to CxO • forecast predictably and hit sales targets • strategize with our channel partners to drive net-new business • work across many time-zones – you may be required to occasionally perform duties outside your standard working hours

• Achieve or exceed personal sales production expectations established by management. • Develop and maintain multiple benefits brokerage relationships within assigned territory. • Track all activities in company’s CRM system and keep current by updating account information regularly. • Develop a clear understanding of our business and our diverse Group products. • Collaborate with Ancillary Sales Executive and Ancillary Client Executive to expand broker/client relationship in assigned markets. • Implement and support new sales initiatives developed by Humana to increase sales of existing products and/or develop sales of new products. • Work closely with the market team to support, mentor and motivate the team to create a strong culture and drive positive results.