• Develops new business opportunities and implements strategies necessary to attain sales objectives through consultative selling, issue resolution and superior service. • Manages complex negotiations. • Positions products, rate levels, and expanded product portfolios to increase sales and maximize revenue. • Develop and maintain multiple benefits brokerage and consultant relationships within assigned territory. • Collaborates with internal partners and/or external constituents to uncover profitable growth and cross-sell opportunities within new or existing customers and to support post-sale activities. • Coordinates finalist presentations and sales seminars, testimonials and works with subject matter expert in support of the successful delivery of constituent presentations. • Participates in constituent meetings including finals presentations. • Tracks all activities in company's CRM system and keep current by updating account information regularly. • Develop a clear understanding of our business and our diverse Group products. • Must gain a thorough understanding of our business relationships within the brokerage community and the clients we serve. • Collaborate with Ancillary Small Group Sales Representatives and Ancillary Client Executive to expand broker/client relationship in assigned markets. • Implement and support new sales initiatives developed by Humana to increase sales of existing products and/or develop sales of new products. • Work closely with the market team to support, mentor and motivate the team to create a strong culture and drive positive results. • Coordinate with other team members and departments to optimize the sales effort. • Builds Brand across the market in conjunction with outside organizations and key constituents. • Identify other strategic relationships in the market and develop those circles of influence to drive business to Humana, Inc. • Develops/maintains and communicates expertise on products, industry and emerging marketplace trends. • Occasionally be required to set-up new cases and participate in enrollment.

• Exhibit effective appointment setting skills and set the required number of appointments each week with the correct decision makers. • Effective Selling Skills: Utilizing professional selling skills, discover prospects incremental and programmatic needs, effectively communicates Staples value propositions, capabilities, products and assortments including all categories. Capable of overcoming objections and closing the sale. • Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Priority List, Tenfold, SFDC). • Internal Partnerships: Effectively work with customer support/set up teams and category specialists to progress deals forward to closed won. • Implements and ramps wins driving compliance to new account/program.. • Expertise of prospect industry buying process’ and ability to support product selection and standardization.

• Align with the company's strategic objectives • Handle and grow revenue and market share at designated Enterprise accounts • Develop and deliver business plans to address customer priorities • Convey public intelligence about customer technology footprints and competitive landscape • Introduce domain product and service experts while maintaining account oversight • Own account relationships and drive overall customer success • Build consensus and develop relationships at multiple levels • Lead large scale transactions to close deals • Build pipeline, forecast business, lead the internal team

Role Description As an Enterprise Account Executive, you'll be the tip of the spear for Square's most strategic, high-value deals. You'll navigate multi-threaded sales cycles with executive stakeholders involving technical integrations and cross-functional alignment. This is a role for a seasoned enterprise seller who owns the full deal lifecycle — from cold outreach to signed contract — and thrives in the complexity that comes with it. You'll join a high-performing enterprise sales team that is deeply supported and strategically prioritized. Square is making significant investments to bring Square upmarket at scale and enable enterprise sales success. This is a team that operates with rigor, moves with urgency, and takes pride in signing the largest deals for the company. You Will - Craft and Lead Deal Strategy: Develop sophisticated, insight-led sales narratives tailored to client business priorities. Identify the right entry points, mapping stakeholder influence, and building compelling business cases that create clear ROI. - Own the Full Sales Cycle: Manage your pipeline end-to-end with precision — from prospecting and discovery through negotiation and close — qualifying rigorously and driving momentum at every stage without losing sight of the details. - Lead Technical, Complex Sales Cycles: Partner closely with Solutions Engineering to scope platform requirements and API integrations. Translate deeply technical concepts into language that resonates with executive decision-makers and know when to bring in the right expert at the right moment. - Orchestrate Internal Alignment: Quarterback cross-functional stakeholders across Finance, Legal, Risk, Product, Solutions Engineering, and Account Management — proactively surfacing blockers, resolving ambiguity, and ensuring everyone is aligned and moving in the same direction. - Represent Square at the Highest Level: Represent Square in C-suite meetings, on stage at industry conferences, or in working sessions with a prospect's technical team — with executive presence that is polished, credible, and authentic. - Build Block's Enterprise Network: Represent Square at industry events, trade shows, and networking functions; develop lasting relationships with senior leaders at leading brands and platform partners. - Be a Multiplier for the Business: Channel the voice of the customer internally to influence product roadmaps and go-to-market strategy; apply AI tools to sharpen your research, automate workflows, and increase your overall output. Qualifications - 8+ years of enterprise sales experience, with a track record of closing complex, high-value deals with end-to-end ownership. - Deep experience in technical sales cycles — fluent in conversations involving API integrations, custom development, and platform configuration, and collaborate naturally with Solutions Engineering teams. - A proven ability to orchestrate multi-stakeholder deals — internally and externally — with exceptional communication, follow-through, and organizational discipline. - Executive presence that's equally at home on a conference stage, in a C-suite boardroom, or on a discovery call with a technical champion. - Experience selling a complex ecosystem of SaaS or fintech products, ideally in payments, commerce, or adjacent verticals. - The ability to operate independently in a fast-paced, ambiguous environment — you don't wait to be told what to do next. - A talent for translating complexity into clarity — whether that's simplifying a technical integration for a CFO or structuring an ambiguous problem for an internal stakeholder. - A BA/BS degree or equivalent professional experience. - Willingness to travel ~40%. Benefits - Remote work. - Medical insurance. - Flexible time off. - Retirement savings plans. - Modern family planning. Company Description Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people: - Square: Makes commerce and financial services accessible to sellers. - Cash App: The easy way to spend, send, and store money. - Afterpay: Transforming the way customers manage their spending over time. - TIDAL: A music platform that empowers artists to thrive as entrepreneurs. - Bitkey: A simple self-custody wallet built for bitcoin. - Proto: A suite of bitcoin mining products and services.