• Increase the visibility and awareness of ARG’s product offerings within assigned territory • Grow HCP customer base and maintain relationships with existing clients • Meet with healthcare practitioners to learn more about their practices to strategically sell our products in a consultative manner using a science-based approach • Educate, support and encourage prescribers to recommend ARG products • Educate customers on how products can benefit their practice • Monitor industry trends, competitor activities, and market dynamics to identify opportunities for growth • Meet & exceed sales targets and quota, measured in terms of total revenue generated

• Build and manage a pipeline of 3-4x quota focused entirely on net-new FSI accounts, with particular emphasis on mid-market to enterprise financial institutions ($500M-$10B+ in assets/revenue) • Conduct deep account research and territory mapping to identify high-potential targets, understand their business challenges, technology stack, and competitive landscape, then develop targeted outreach strategies • Execute multi-channel prospecting campaigns including personalized outreach, executive engagement, event-based selling, and creative approaches to break into accounts where you have no existing relationships • Lead complex sales cycles from first contact through close including discovery, solution positioning, proof of concept/pilot coordination, proposal development, negotiation, and contract execution across 4-6 concurrent opportunities • Pipeline generation metrics: Maintain 3-4x coverage with specific activity benchmarks such as 30+ meaningful executive conversations per quarter, 20+ qualified opportunities created annually, and 15%+ pipeline-to-close conversion rate • Sales cycle efficiency: Average time-to-close of 12-15 months (faster than typical FSI cycles), measured from first meaningful conversation to signed contract, demonstrating ability to accelerate complex deals • Navigate procurement, security, and legal reviews within large financial institutions, managing vendor questionnaires, security assessments, contract redlines, and compliance requirements that can extend cycles by months

• Originate and close new business with Fortune 500 and high-growth tech companies • Build and manage a qualified pipeline that delivers against aggressive revenue targets • Lead the full sales cycle from outbound to proposal to MSA close, supported by technical leadership • Develop trusted relationships across engineering, product, and executive teams in client orgs • Deeply understand client engineering needs and translate them into scoped opportunities • Collaborate with internal teams to align delivery capabilities with client objectives • Represent Janea externally at industry events, conferences, and executive networking forums • Contribute feedback to refine GTM strategy, positioning, and ICP segmentation

• Own end-to-end territory planning, including segmentation, prioritization, and go-to-market execution. Actively generate pipeline through outbound prospecting, events, digital campaigns, and channel partnerships. • Conduct deep discovery to uncover pain points tied to revenue, risk, or competitive advantage. Build ROI-driven proposals that clearly quantify value and influence economic buyers. Use MEDDPICC to create urgency and executive alignment. • Map account stakeholders and understand internal power structures to build multi-threaded relationships. Engage champions, influencers, and decision makers across technical, operational, and financial functions. • Proactively and consistently build a robust pipeline across the assigned territory by effectively leveraging technology (e.g., SFDC, Outreach) and professional relationships. Demonstrate the ability to create, manage, and close multiple deals concurrently across various customers and sales cycles. Maintain strict weekly discipline dedicated to prospecting to ensure continuous, active pipeline creation for future business. • Maintain an accurate pipeline through disciplined CRM management and forecast new business revenue with precision. Skillfully navigate sales cycles in enterprise organizations involving multiple stakeholders (Sales Engineering, Value Engineering) and competitive scenarios. • Actively engage and co-sell with System Integrator (SI) and technology partners to maximize market coverage and deal influence. • Drive pipeline generation and accelerate deal cycles through close collaboration with BDR, Marketing, and Partner teams. Demonstrate strong qualification skills, knowing when to strategically disqualify opportunities and when to engage the wider team to enhance deal velocity.