• Lead and develop the sales team • Manage a team of Strategic AEs and a Junior AE across domestic and EU territories • Own coaching, pipeline reviews, deal strategy, and performance accountability • Install a self-sourcing culture — every AE is expected to source, not just close • Build structured onboarding and ramp plans for new AE hires • Carry a personal quota — operate as a player/coach with $100k/quarter personal quota • Work live deals, support complex opportunities, and cover strategic accounts during team transitions • Define and enforce a consistent sales process from discovery through close • Collaborate with marketing to align on MQL definition, lead quality, and pipeline health • Maintain clean CRM hygiene and accurate forecasting in HubSpot • Support EU territory build alongside the London-based Strategic AE • Work with country managers in APAC and LATAM on deal support and pipeline strategy

• Acquisition and enrollment of new students: You accompany prospective students from their first inquiry through to enrollment. • Advising and support: You serve as a competent point of contact for our participants and trainers in the area of academic education and continuing professional development. • Developing sales strategies: Together with the team you develop new sales strategies and support marketing activities to optimally position our educational offerings. • Event planning: You plan and execute trainer and client events to strengthen our network and open up new business opportunities. • Securing cooperation partners: You actively contribute to winning new national and international cooperation partners (e.g., universities). • Administrative tasks: You take on general organizational tasks in the seminar business and ensure smooth operations.

• Own the regional number: Deliver against monthly and quarterly revenue quotas for Northern California • Forecast accuracy: Submit a weekly rolling 30/60/90-day forecast to the Head of Sales with variance commentary. • Pipeline coverage: Maintain 3x pipeline coverage relative to monthly quota across the team. • Multi-brand mix: Hit revenue and case targets across the full Nabis brand portfolio, not just the priority SKU. • Coach in the field: Conduct at least one ride-along per rep per week; deliver written coaching notes and develop reps to quota. • Performance management: Run weekly 1:1s, monthly scorecards, and a formal 30/60/90 evaluation on every new hire. Document and act on underperformance within 60 days. • Retention: Keep voluntary regrettable rep attrition below 10% annualized. • Territory design: Build and maintain a written territory plan for each rep with named target accounts, route cadence, and quota. • Top accounts: Personally own and grow the top 10 accounts in the region; conduct quarterly business reviews with each. • New business: Drive net-new account acquisition and reactivate dormant accounts in partnership with the inside sales team. • Field cadence: Ensure every rep is making a minimum of 25 in-person account visits per week with documented call notes in CRM. • Brand partners: Serve as the regional point of contact for brand partners; coordinate ride-alongs, demo days, and market activations. • Cross-sell: Drive multi-brand penetration across the portfolio — partner with brand and marketing on regional sell-in campaigns. • CRM discipline: Enforce daily CRM logging — visits, orders, samples, next steps — by every rep.

• Lead the team to achieve sales targets, profitability goals, and customer satisfaction objectives • Coach sales consultants on consultative and value-based selling techniques • Expand market share through proactive networking, referrals, and lead generation • Promote strong follow-up and customer engagement practices