• 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.

• Own net new logo acquisition from national and regional health plans and payers, owning prospecting, outreach, and pipeline development from the ground up. • Partner with our customer success team to identify expansion opportunities within existing accounts, and then own the process for landing these expansions. • Manage complex enterprise sales cycles of 6–18 months, maintaining deal momentum and executive engagement across multiple stakeholder levels within payer organizations. • Own revenue expansion within existing health plan accounts, identifying upsell and cross-sell opportunities and partnering on renewals. • Build and maintain executive-level relationships with C-suite and VP-level decision makers at health plans (e.g., CMO, VP Quality, VP Value-Based Programs). • Develop deep knowledge of each prospect’s quality and cost objectives, and tailor Stellar’s value proposition accordingly. • Lead contract negotiations including MSAs, SOWs, BAAs, and SLAs with health plan procurement and legal teams. • Maintain accurate pipeline and forecast data in CRM; provide reliable deal progression updates to leadership. • Represent Stellar at key payer and healthcare industry events including AHIP, RISE, Blues Summit, and APG. • Partner closely with implementation, clinical, and product teams to ensure a strong post-close handoff and customer experience. • Contribute market intelligence and voice-of-customer feedback to inform product roadmap and go-to-market strategy.

Role Description Are you a dynamo bursting with energy and ready to take on the world? Can your conversation light up a room — even when the topic is insurance? If you’re nodding yes, then you’re exactly who we’re looking for! AO isn’t your average insurance company. We’re trailblazers in the life insurance industry — a powerhouse of innovation, teamwork, and heart. Our mission? To be the safety net for every child and the fortress for every working family. Now we’re looking for an electrifying Guru to bring their spark to our growing remote team. You’ll lead your own business growth — all from the comfort of home. - Lead Your Territory: Command your region like a maestro — driving growth, building relationships, and making an impact. - Connect Deeply: Build lasting client relationships by truly understanding their needs and crafting tailor-made insurance solutions. - Communicate with Clarity: Break down complex ideas into simple, meaningful conversations that build trust. - Own Your Success: Take full ownership of your results with positivity, grit, and passion. - Think on Your Feet: Use your best asset — common sense — to make smart decisions every day. Qualifications - Strong communication skills - Ability to build relationships - Positive attitude and grit - Common sense decision-making Requirements - 100% Remote – U.S. Residents Only Benefits - World-Class Training: Get industry-leading mentorship and continuous growth opportunities. - Work From Home: Enjoy the freedom of a 100% remote schedule and a healthy work-life balance. - Lifetime Renewals: Earn vested residual income — get rewarded for your hard work long-term. - Exclusive, No-Cost Leads: Say goodbye to cold calling. We provide you with handpicked, high-quality leads. - Growth Opportunities: Move up quickly with performance-based promotions and leadership roles. Company Description Ready to Join the Movement? If you’re a rockstar who’s ready to revolutionize the insurance world, we want to meet you. Let’s protect families, empower workers, and make a difference — together! Apply today and let’s make life insurance better for everyone.