• Act as the "CEO" of your territory, identifying high-potential prospects and maintaining a robust, healthy sales pipeline. • Manage the end-to-end sales process from cold outreach and initial discovery to deal advancement and contract negotiation. • Execute high-volume, multi-channel prospecting strategies to build relationships and engage key decision-makers (VPs of HR, Benefits Directors) and Benefits Consultants. • Conduct deep discovery to understand your client’s challenges and pain points to tailor solutions that demonstrate clear ROI and clinical value. • Travel as needed (up to 40-50%) within the territory to lead in-person presentations, attend regional conferences, and build local broker relationships. • Maintain accurate records in Salesforce and provide leadership with accurate sales forecasts.

• Collaborate with Marketing and Sales teams on digital targeting and planning • Demonstrate, promote, and sell digital solutions to key customer personnel at hospitals, conferences, etc. as a specialist to expand adoption of our digital solutions • Facilitate multi-department meetings with customers • Ensure the timely implementation of agreements between customer and legal teams • Set expectations and gain alignment with customer on onboarding activities and timeline • Perform consulting services: clinical workflow analysis, blueprinting, and optimization with the customer and informing technical architecture • Coordinate technical implementation activities as the primary customer point of contact • Provide user training and prepare customer for first use after installation • Support existing accounts for new digital solution releases, upgrades, and other activities • Seek out and communicate improvement opportunities with internal stakeholders • Develop strong relationships with customer stakeholders, ensuring that they receive the highest individual attention

• Own the entire sales cycle from initial outbound prospecting to "Closed Won." • Treat your territory like a business—segment accounts, prioritize high-potential enterprise targets, and build focused plans for long-term market coverage. • Consistently deliver against quarterly and annual revenue targets. • Conduct deep discovery and value-selling tailored to Developer, Marketing, and IT personas. • Navigate complex deals involving stakeholders from Digital, IT, and Marketing to Procurement, Security, and external Partners. • Partner with Sales Development, Marketing, Solutions Engineering, and Customer Success to ensure a high-impact buyer journey. • Maintain an accurate forecast using MEDDIC or a similar sales methodology. • Build and execute a localized partner strategy within the East region. Actively collaborate with Referral Partners, VARs, and Cloud Computing Service Providers (GCP) to co-sell, drive warm introductions, and leverage the partner ecosystem to accelerate deal velocity and expand reach into key enterprise accounts.

• Lead engagement with court decision-makers • Identify, qualify, and secure partnerships with court systems • Build and manage a robust pipeline of court access opportunities • Develop and execute regional and national engagement strategies • Advocate for data-sharing relationships and increased judicial transparency • Collaborate cross-functionally for alignment on legal, technical, and operational requirements