• Lead the development and execution of Workers’ Compensation strategies, providing clear, actionable recommendations for internal and client stakeholders • Direct the development and submission of rate, rule, and form filings while coordinating with actuarial and regulatory teams • Serve as a trusted advisor to senior-level clients, participating in meetings and presenting complex findings to support their long-term goals • Maintain expert-level knowledge of Workers’ Compensation trends, legislative changes, and industry best practices to drive innovation • Provide guidance and mentorship to junior team members and collaborate across cross-functional teams, including analysts and project managers

• Team Leadership: Hire/Manage team to develop best-in-class payments capabilities. Provide guidance, mentorship, and leadership to the team, fostering a collaborative, engaging, and innovative work environment. Promote continual learning, professional growth, and development within the team. • Establish the strategy for the Company’s payments capabilities, seeking to achieve higher conversion, lower costs, and/or other business objectives that improve Company financial metrics, and customer satisfaction. • Serve as the company’s subject matter expert for payments, providing guidance and support to internal teams. • Identify ways to mitigate risk and develop new policies/procedures in support of the control and governance agenda. • Leading cross-functional Initiatives: collaborate with cross-functional teams to integrate payments solutions into business processes and systems.

• Drive new business growth by selling Modern Campus’ Web Content Management (CMS) solution to colleges and universities across an assigned territory. • Own the full sales cycle—from qualifying inbound and outbound opportunities through close—with a focus on institutions seeking to modernize their digital presence, improve enrollment outcomes, and streamline web governance. • Act as digital transformation advisor, helping institutions connect their web strategy to enrollment growth, learner engagement, accessibility, and operational efficiency. • Sell Modern Campus’ CMS to higher education stakeholders including Marketing, Communications, Enrollment, IT, and senior leadership (Director, AVP, VP, CIO/CMO levels). • Stay current on CMS trends, digital marketing best practices, accessibility requirements, and higher education market dynamics. • Manage a territory, inclusive of prospecting and relationship management of key accounts in the region. • Develop in-bound/marketing qualified leads into meaningful pipeline opportunities. • Represent Modern Campus at industry events, including presenting solo or with client advocates. • Manage RFx processes in support of business opportunities within the assigned territory. • Excel at a collaborative ‘Team Selling’ approach with a Solutions Engineer, as well as peer Regional Director(s) and Account Manager(s). • Employ effective sales strategies and tactics to engage prospective client accounts. • Follow a structured sales process leveraging pre-sales, professional services, product and marketing teams. • Conduct impactful sales presentations, demonstrations, and ROI summaries to decision makers. • Maintain an appropriate knowledge of the company’s solutions and the higher education industry. • Effectively utilize and regularly update the company’s customer relationship management (CRM) database. • Constantly and consistently build and maintain a strong pipeline of opportunities. • Drive deal closure, including accurate and timely forecasting of closed business.

• Develop and strengthen commercial relationships with strategic technology partners (ISVs) across the region • Collaborate with Product and Product Marketing teams to build a deep understanding of the joint value proposition for each strategic technology partner • Enable Insider One’s regional sales and customer success teams on partner offerings and joint value propositions • Work closely with partners to ensure their sales and customer success teams gain a strong understanding of Insider One’s platform and the joint value proposition • Build and manage regional business plans to drive revenue *through* and *with* strategic technology partners • Partner with regional sales teams to support new acquisitions and expansions, leveraging strategic technology partners • Generate leads and manage pipeline created through and with technology partners • Collaborate with internal teams (Sales, Marketing, Onboarding, Customer Success) to grow and strengthen the Channels function • Leverage technology partners to elevate Insider One’s brand visibility and market presence in the region • Work with regional field marketing to involve technology partners in co-marketing initiatives, including Insider One vents and industry trade shows • Collaborate with Insider One’s global offices to enhance partnership practices, expand partner portfolios, create go-to-market plans, and drive joint expansion opportunities