• Qualify inbound and SDR-generated leads to determine fit, buying readiness, stakeholder alignment, and potential opportunity value. • Conduct discovery conversations to understand customer challenges, initiatives, procurement timelines, and organizational priorities. • Maintain a healthy pipeline of qualified opportunities for assigned Enterprise Account Executives. • Develop and execute engagement strategies to maintain prospect interest throughout extended public sector buying cycles. • Build relationships with key influencers, champions, and decision-makers within target accounts. • Collaborate with Enterprise Account Executives to develop and execute account plans.

• Develop strategic account business plans for target accounts assigned to you in the Business Unit • Prospect to build and maintain a healthy pipeline • Identify and secure opportunities with prototyping, ramp, production and long-term, strategic manufacturing contracts • Meet and exceed monthly, quarterly, and annual sales quotas • Maintain accurate account and opportunity forecasting in Salesforce.com • Lead and manage customer contract negotiations • Build meaningful long term relationships with key customer decision makers • Become a true expert in the product development needs, plans and challenges of your accounts • Represent the company at trade shows, conferences, and industry events • Help establish Fictiv’s reputation as a virtual contract manufacturer in the eyes of our most important customers • Take responsibility for the overall success of your customers enlisting the correct Fictiv team members where appropriate

• 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.

• Source and close net new logos within a given territory • Navigate complex organizational structures and identify executive sponsors and champions • Research and understand the business objectives of your customers • Collaborate with internal partners to move deals forward and ensure customer success • Consistently deliver ARR revenue targets and drive success through a metric-based approach • Develop and execute sales strategies and tactics to generate pipeline • Provide timely and insightful input back to other corporate functions • Create ROI and business justification reports based off of a data-driven approach • Run tight POCs based off of business success criteria