• Own and achieve assigned revenue quota by leading end-to-end sales execution across a defined territory or portfolio of named accounts, with accountability for pipeline health, deal strategy, and closed-won results. • Develop and execute strategic account and territory plans informed by whitespace analysis, customer segmentation, win/loss insights, and near- and long-term growth opportunities. • Build and expand executive-level relationships by tailoring engagement strategies across clinical, operational, and financial stakeholders, elevating conversations from feature-based discussions to strategic and transformational value. • Lead complex, consultative sales opportunities by surfacing explicit and implicit customer needs, aligning PointClickCare solutions to high-impact problems, and facilitating ROI- and outcome-based selling aligned to customer business models. • Structure and negotiate complex deals within established commercial frameworks by clearly communicating pricing models, business cases, and trade-offs, navigating procurement and legal processes as needed, and balancing customer value with company objectives. • Use approved AI-enabled tools to improve productivity, prioritization, and quality of outcomes, validating AI-generated outputs, maintaining data accuracy, and following governance requirements.

• Own and achieve assigned revenue quota by leading end‑to‑end sales execution across a defined territory or portfolio of named accounts, with accountability for pipeline health, deal strategy, and closed‑won results. • Develop and execute strategic account and territory plans informed by whitespace analysis, customer segmentation, win/loss insights, and near‑ and long‑term growth opportunities. • Build and expand executive‑level relationships by tailoring engagement strategies across clinical, operational, and financial stakeholders, elevating conversations from feature‑based discussions to strategic and transformational value. • Lead complex, consultative sales opportunities by surfacing explicit and implicit customer needs, aligning PointClickCare solutions to high‑impact problems, and facilitating ROI‑ and outcome‑based selling aligned to customer business models. • Structure and negotiate complex deals within established commercial frameworks by clearly communicating pricing models, business cases, and trade‑offs, navigating procurement and legal processes as needed, and balancing customer value with company objectives. • Use approved AI‑enabled tools to improve productivity, prioritization, and quality of outcomes, validating AI‑generated outputs, maintaining data accuracy, and following governance requirements.

• Learn the product offerings to become a subject matter expert for key clients. • Develop account and territory sales plans and strategies for assigned customer base to meet assigned sales quotas and goals. • Conduct outbound prospecting and maintain key relationships to educate current and potential clients on products and services. • Prepare and present sales proposals and quotations to clients. • Organize, track and maintain client account and contact information, as well as prospect updates in CRM database. • Review and negotiate complex agreements and be the primary contact for Veracode. • Own and resolve general sales inquiries pertaining to accounts and respond to RFPs. • Collaborate across the organization with business development, marketing, services, pre-sales engineering, renewals, development, and executive teams to ensure successful go to market strategies. • Attend and participate in trade shows and seminars as needed. • Participate in other tasks or projects as requested by supervisor/manager.

• Learn the product offerings to become a subject matter expert for key clients. • Develop account and territory sales plans and strategies for assigned customer base to meet assigned sales quotas and goals. • Conduct outbound prospecting and maintain key relationships to educate current and potential clients on products and services. • Prepare and present sales proposals and quotations to clients. • Organize, track and maintain client account and contact information, as well as prospect updates in CRM database. • Review and negotiate complex agreements and be the primary contact for Veracode. • Own and resolve general sales inquiries pertaining to accounts and respond to RFPs. • Collaborate across the organization with business development, marketing, services, pre-sales engineering, renewals, development, and executive teams to ensure successful go to market strategies. • Attend and participate in trade shows and seminars as needed. • Participate in other tasks or projects as requested by supervisor/manager.