• Own and develop a robust pipeline of primary care team innovators. • Identify, prioritize, and pursue high-potential prospects using outbound and inbound strategies. • Build and execute tailored account plans to open doors and progress opportunities. • Leverage AI tools (e.g., prospecting assistants, intent data platforms) to identify whitespace, personalize outreach at scale, and prioritize the highest-potential accounts. • Lead compelling discovery conversations with physician leaders, administrators, technical, and clinical ops teams. • Deliver high-impact product demonstrations and presentations that connect Elation’s capabilities to clinical, operational, and technical pain points. • Drive deals through the full sales lifecycle, from initial contact through negotiation and contract execution. • Excel as a storyteller — crafting narratives that make clinical and operational value viscerally real to both analytical buyers and mission-driven clinical teams. • Deliver persona-specific narratives for distinct buyer types — physician, COO, CMO, and IT/security — adapting clinical, operational, and technical value frames using AI-assisted content preparation. • Develop and execute monthly, quarterly, and annual plans to meet or exceed sales goals. • Use data and insights to identify whitespace, prioritize accounts, and personalize outreach strategies. • Attend key industry events and conduct on-site visits to build trust and uncover deeper needs. • Proactively adopt and champion AI tools to increase personal capacity — from call prep and follow-up drafting to pipeline analysis and presentation personalization. • Use AI-assisted research to enter every meeting with contextual depth: understanding a practice’s patient panel, payer mix, quality gaps, and competitive landscape before the first call. • Continuously evolve your workflow as new AI capabilities emerge, modeling the adaptability Elation expects from all team members. • Partner with marketing to tailor campaigns and events for the Care Team Innovator segment. • Relay market feedback to product and implementation teams to improve customer experience and solution fit. • Coordinate internal resources (SEs, Professional Services, technical experts) to align with customer buying processes. • Maintain accurate and up-to-date records of opportunities, activities, and forecasts in Salesforce. • Provide timely pipeline updates and commit forecasts to sales leadership. • Apply deal scoring and pipeline risk signals to self-manage forecast accuracy and surface at-risk opportunities before leadership review. • Lead pricing, proposal, and contracting conversations with economic buyers. • Collaborate with internal stakeholders to structure mutually beneficial agreements. • Drive urgency and close business in a way that sets the foundation for long-term partnerships.