Enterprise Sales Lead (Health Systems) New York City, New York What we’re looking for Aviary is on a mission to empower everyone to live a long, full, and optimal life. We’re seeking an elite Enterprise Sales Lead to drive our next stage of growth by leveraging relationships with the nation’s largest health systems within a designated territory. This is an Individual Contributor (IC) role for a high-impact builder who likely began their career in healthcare consulting or advisory before spending several years closing complex deals. We have a strong preference for candidates based in New York, but we are open to remote candidates who bring a seasoned and deep "rolodex" of established health system relationships. Because this role requires deep relationship-building and navigating high-stakes negotiations, you should expect to be on-site with potential clients 30-50% of the time, especially during the later stages of a deal cycle. You must be as comfortable building a pro-forma in Excel as you are working through the "pre-implementation" gauntlet with hospital IT, Legal, and Compliance teams to get a contract signed. Responsibilities Specifically, in this role you will: - Own a Territory of Large IDNs: Lead the full sales cycle for the nation’s largest health systems, from initial opportunity identification to relationship building, negotiation, and final contracting. You will not be managing any staff. - Meet and Exceed Sales Targets: Meet and exceed sales targets, consistently driving revenue growth - Generate and Architect the Pipeline: Take total ownership of your territory’s sales plan. You are responsible for identifying and qualifying your own leads, leveraging your network and persistence to bypass gatekeepers and secure executive-level access. - Command Complex Environments: Lead complex meetings with 15+ health system stakeholders. You handle pressure with poise, think on your feet, and maintain authority while addressing technical, financial, and clinical inquiries. - Master the Pre-Implementation Process: Drive momentum beyond clinical buy-in. You are responsible for navigating the technical and administrative middle of the deal, threading the needle between IT, Integrations, Legal, and Compliance to remove blockers and secure a signature. - Own the Analytics & ROI: Build pro-formas, opportunity analyses, and ROI models in Excel for prospective partners. You interpret health system performance metrics to build transformative solutions that solve their specific financial needs. - Lead Executive Presentations and Strategy Sessions: Produce boardroom-ready proposals and decks. Every deliverable must be highly polished and tailored to the specific political and financial pressures of each health system. 30-60-90 Day Expectations in this Role We understand that building a pipeline is a new process and tough to predict. To support you, we align the early stages of this role with 1-2 critical milestones that we know set the tenor for high-quality, long-term partnerships. We acknowledge that selling to health systems takes time, so we also provide you with a warm pipeline when you first get started to help you secure early wins. First 30 Days - Onboard & Map: Deep dive into Aviary Health's clinical model, technology, and value prop. Master the technical workflow tools, including CRM, pro-forma models, and analysis tools. - Immediate Outreach: Identify your Top 20 health system targets. - Pipeline Kick-off: Leverage your existing network + other pipeline generation levers to initiate initial "discovery" conversations and begin generating net-new enterprise leads within your first month. First 60 Days - Deal Maturation: Demonstrate active pipeline growth by advancing multiple Tier-1 targets through early-stage qualification and solution design. - Master the Sales Playbook: Within your first 60 days, you will have mastered Aviary Health's sales stages and the specific milestones required to move a deal forward. You will clearly understand how to execute each step of our process, collaborating closely with health system leaders to advise them on the strategic path toward a successful collaboration. First 90 Days - Sales Progression: Show significant deal progression by moving enterprise-level deals into advanced stages of internal review and evaluation. - Playbook Execution: Execute on a repeatable playbook for your territory that prioritizes high-impact, high-probability targets and consistently generates new pipeline + existing pipeline progression. Who You Are - Proven Closer: You have a demonstrated history of executing deals with large Integrated Delivery Networks (IDNs). You can point to signed contracts and explain exactly how you navigated the political and financial hurdles to get them. - Analytical Rigor: You are a master of Excel and PowerPoint. You build your own models, spreadsheets, and decks—viewing every step of the sales funnel as a workflow you control. - Ownership Mentality: You have the grit to pivot and the street smarts to survive a complex sales cycle. - Urgency + Grace + Trustworthiness: You have a reputation for being innovative and friendly but you are a relentless executor. You know how to push toward a signature without burning the bridge. - Mission-Driven: You are drawn to Aviary because you want to drive massive clinical impact in cardiac care. Benefits - Generous PTO / sick leave / health benefits - 401(k) plan - Health and wellness stipend - Expected compensation range: $300,000 – $400,000 OTE split between base salary and variable performance bonus

• Achieve and exceed national sales goals by developing and executing strategic business plans that align with GeneDx’s broader commercial objectives. • Recruit, hire, train, and coach a high-performing team of Regional Account Executives (RAEs). Provide ongoing mentorship and professional development opportunities to support team success. • Spend significant time in the field alongside RAEs to assess needs, review objectives, and provide strategic guidance. Deliver in-the-moment coaching and feedback to continuously improve performance. • Set clear expectations and performance benchmarks for the team. Monitor results, conduct regular performance reviews, and implement corrective action plans when needed. • Manage the field sales budget responsibly, ensuring a strong return on investment for all expenditures. Analyze territory performance data to inform resource allocation and planning. • Partner closely with internal stakeholders across Marketing, Training, Market Access, Client Experience, and Health Systems teams to align field efforts and drive consistent execution. • Lead national team meetings, facilitate ongoing training sessions, and actively participate in onboarding new hires to ensure a seamless integration into the GeneDx culture and sales process. • Maintain a high level of knowledge of GeneDx’s products, competitive landscape, and market dynamics to effectively position offerings and support team strategy. • Model and promote GeneDx’s core cultural principles—embrace change, communicate openly and empathetically, act with integrity, be bold and brave, and drive forward with purpose. • Demonstrate personal agility by adjusting style and approach as needed. Commit to continuous self-development and professional learning. • Exhibit accountability, a strong work ethic, and a collaborative spirit that fosters team cohesion and shared success. • Meet expectations and deadlines for all projects, reporting, and administrative responsibilities in a timely and organized manner.

• Own enterprise outbound and coach your AEs • Complete 1:1s with AEs to understand their business and coaching needs • Get deep on our ICP, product, and pipeline health • Meet key partners across marketing, finance, and leadership • Set key priorities and develop action plans • Run regular pipeline reviews and hold the team accountable

• Develop and execute comprehensive regional sales plans to achieve and exceed revenue targets across the Western United States. • Conduct ongoing market analysis to identify customer needs, competitive trends, emerging opportunities, and areas for growth. • Prioritize sales opportunities that align with Salt Security’s strategic objectives and growth priorities. • Establish clear sales goals, forecasts, territory plans, and performance expectations for the West region. • Drive disciplined pipeline management, deal execution, and account planning across the team. • Lead, motivate, and manage a team of sales representatives to achieve individual and regional sales targets. • Provide ongoing coaching, mentoring, and training to improve sales effectiveness, account strategy, pipeline generation, and deal execution. • Conduct regular performance reviews and implement development plans to support team growth and accountability. • Foster a positive, collaborative, and high-performance culture built on ownership, execution, curiosity, and customer impact. • Partner cross-functionally with sales engineering, customer success, marketing, channel, alliances, and executive leadership to support team success. • Build and maintain strong relationships with key enterprise customers, prospects, partners, distributors, and strategic accounts across the West region. • Serve as an executive point of contact and escalation for critical accounts and complex opportunities. • Ensure customer satisfaction through strong engagement, proactive communication, and partnership with internal teams. • Identify opportunities to expand customer relationships through cross-sell, upsell, and renewal motions. • Represent Salt Security with professionalism and credibility in customer meetings, industry events, and partner engagements. • Identify and pursue new business opportunities across the West region. • Collaborate with marketing to develop and execute regional demand generation campaigns, events, field programs, and account-based initiatives. • Partner with Channel and Alliance leadership to develop strategic partnerships that expand Salt Security’s market reach. • Support pipeline creation through direct outreach, partner engagement, executive relationships, and coordinated field activity. • Monitor regional trends and customer feedback to inform sales strategy and go-to-market execution. • Provide accurate and timely sales forecasts, pipeline updates, regional business reviews, and market insights to senior leadership. • Monitor key sales performance metrics and adjust strategies as needed to meet or exceed targets. • Use CRM and sales tools consistently to track pipeline, customer interactions, account plans, sales activity, and forecast accuracy. • Analyze team performance, deal progression, conversion rates, and territory coverage to identify areas for improvement. • Manage regional sales resources effectively to maximize business impact. • Oversee expense management and ensure responsible use of budget across the sales team. • Allocate time, attention, and resources toward the highest-value accounts, opportunities, partners, and market initiatives.