• 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.

• 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.