Role Description This is an exciting opportunity for a strategic and data-driven Head of Commercial & Partnerships to join a fast-growing healthcare SaaS company and lead its entire revenue engine across sales, marketing, and partnerships. You will drive scalable revenue growth, optimize commercial performance through metrics and systems, and play a key role in shaping the company's next stage of expansion alongside the founders and executive leadership team. Duties and Responsibilities - Direct Reports: Director of Sales; Head of Marketing / Marketing Function WHAT YOU WILL OWN - Revenue & Sales - Own the revenue number across new business and expansion. - Manage, coach, and develop the Director of Sales and the broader sales team. - Strengthen the sales process and pipeline discipline, including our Sandler-based methodology, forecasting accuracy, stage conversion, and rep ramp. - Improve funnel conversion while protecting unit economics; CAC efficiency is a first-class metric, not an afterthought. - Own end-to-end analysis of the full acquisition funnel from lead generation to closed revenue, identifying and resolving conversion bottlenecks across stages. - Drive continuous optimization of commercial performance through data-driven improvements across sales execution and funnel efficiency. - Marketing - Own demand generation end to end and align it tightly with sales so top-of-funnel and conversion operate as one motion. - Manage paid, organic/SEO, lifecycle, and content channels with a sharp focus on CAC, payback, and revenue quality. - Build reporting that connects marketing spend to pipeline and closed revenue so every dollar can be defended. - Lead performance evaluation of marketing activities using CAC, ROAS/ROMI, and conversion metrics to improve acquisition efficiency. - Identify and close capability gaps in marketing execution through hiring, tooling, or external expertise where needed. - Partnerships - Steady-State Relationship Management - Own ongoing relationship management for the existing partner book, including check-ins, coordination, inbound partnership interest, and light coalition participation. - Keep partner relationships warm, organized, and well-documented. - Coordinate with founders on opportunities that may require strategic positioning, regulatory sensitivity, or founder-level relationships. - Act as executive owner for key high-impact partners, including presenting, maintaining engagement, and ensuring retention of major revenue-driving relationships. - Participate in closing and managing partnership opportunities while supporting gradual expansion of the partner ecosystem. - Establish scalable processes for partnership management as the portfolio grows. LEADERSHIP & REPORTING - Build a commercial operating rhythm: weekly pipeline reviews, monthly business reviews, and clean dashboards. - Speak credibly to commercial strategy and performance metrics with internal leadership and external stakeholders. - Hire, coach, and retain a high-performing commercial team in a lean, high-ownership environment. - Work closely with executive leadership to align sales, marketing, and partnership strategy with overall company objectives. - Identify organizational and operational gaps and implement scalable improvements across commercial functions. - Help build scalable revenue operations infrastructure, including forecasting, reporting, and performance tracking systems. WHAT SUCCESS LOOKS LIKE - First 90 Days - Fully ramped on NPC’s product, ICP, funnel, and key metrics, including ARR, take rate, collection rate, CAC, and active customers. - Established a reliable weekly forecast and a clear view of pipeline health. - Mapped the existing partner book and taken over steady-state relationship management. - First 6-12 Months - Predictable, well-forecasted revenue growth with healthy CAC and improving payback. - A documented, repeatable sales process that survives rep turnover. - Marketing and sales operating as one accountable motion with shared metrics. - A commercial dashboard leadership trusts without manual cleanup. Qualifications - 8+ years in commercial leadership, with experience owning both sales and marketing; CRO, VP Commercial, or VP Sales & Marketing background preferred. - Proven track record scaling revenue in B2B SaaS; marketplace and/or healthcare experience is a strong plus. - Fluent in funnel economics - CAC, payback, conversion, and forecast accuracy - not just bookings. - A strong people leader who can manage an existing director while building a stronger team around them. - Process-oriented and systems-minded; you make revenue repeatable through operating discipline. - Comfortable in a lean, fast-moving, high-ownership company. - Excellent written and spoken English, with strong cross-time-zone collaboration skills for a US-based founding team. - Strong preference for marketing-led commercial leadership with hands-on performance marketing and acquisition experience. - Experience building or operating data-driven commercial systems (dashboards, attribution, reporting) in high-growth environments. - Ability to own the end-to-end revenue funnel, linking acquisition activity directly to revenue outcomes. - Experience managing strategic, high-value partnerships at an executive level. - Strong capability in identifying and fixing organizational and process gaps in scaling teams. - Comfortable working in fast-scaling SaaS environments where systems and processes are still evolving. Nice to Have - Experience with Sandler or a comparable sales methodology. - Healthcare, compliance, or regulated-industry exposure. - Familiarity with product-led growth, marketplace dynamics, and SEO/GEO-driven acquisition. Job Type - Permanent - Direct hire; Full-time - Schedule: Monday to Friday, 9am to 6pm EST - Location: Remote / Work from home - Industry: Healthcare Marketplace / Platform - Expertise: Sales and Marketing Executive Leadership, Partnership Management

• Serve as a key relationship partner supporting Business Development and assigned client accounts throughout active engagements • Maintain visibility into overall account health, client sentiment, engagement quality, and ongoing relationship dynamics • Act as an ambassador between clients and internal teams, helping reinforce trust, responsiveness, and a positive partnership experience • Support client engagement activities by participating in strategic meetings, reviewing communications, and helping maintain continuity between interactions • Establish and maintain recurring client feedback loops and engagement cadences to ensure issues and opportunities surface early • Monitor client feedback and communications across projects and summarize trends, concerns, and opportunities for internal stakeholders • Help manage relationship-sensitive escalations and coordinate appropriate stakeholder involvement when issues arise • Ensure key internal stakeholders remain informed on important account developments, risks, actions, and client priorities. • Support Business Development in maintaining the long-term health and growth of assigned accounts • Partner with Business Development and studio leadership to support renewals, account planning, staffing discussions, and strategic initiatives • Drive follow-up activities and help sustain momentum across existing and developing client opportunities • Identify dormant or under-engaged accounts and help coordinate re-engagement strategies with Business Development and leadership • Monitor client initiatives, production roadmaps, and organizational developments to help identify future opportunities • Prepare account summaries, engagement updates, and strategic briefing materials to support client discussions and decision-making • Track commitments, action items, and outcomes from client meetings and ensure follow-through across internal stakeholders • Work closely with Producers and production leadership, who maintain ownership of project execution, schedules, delivery quality, and operational workflows • Support production teams by ensuring client priorities, communication expectations, and strategic context are clearly understood • Maintain visibility into ongoing engagements to identify relationship concerns, communication gaps, or account-level risks • Partner with Producers during operational or delivery-related challenges to help preserve client confidence and maintain alignment • Help bridge cultural and communication gaps between North American clients and offshore production teams • Ensure client concerns and feedback are communicated internally and addressed appropriately • Champion a high level of client satisfaction and service quality across all engagements • Maintain recurring communication rhythms and structured follow-up processes to strengthen accountability and responsiveness • Anticipate relationship concerns before they escalate and help drive collaborative, solutions-oriented outcomes • Support improvements in account management practices, communication standards, and stakeholder coordination • Maintain professionalism and composure during periods of change, production pressure, or shifting priorities • Promote accountability, clarity, and strong communication hygiene across client-facing activities.

Title: Allergy Territory Account Specialist - Phoenix, AZ- South Location: Tucson United States Job Description: Job ID REQ-10080827 USA Summary #LI-Remote This is a field-based and remote opportunity supporting key accounts in an assigned geography. Novartis is unable to offer relocation support for this role. Please only apply if this location is accessible to you. Company will not sponsor visas for this position. As a Territory Account Specialist (TAS), you’ll lead with purpose – crafting personalized experiences that reflect the unique needs of each account and Health Care Provider (HCP). Acting as the primary point of contact, you’ll build meaningful connections, identify shared priorities, and navigate solutions that link customers to Novartis resources – all with the goal of improving patient outcomes. Success in this role comes from balancing demand generation with strategic account engagement. You’ll bring expertise in clinical and account-based selling, access navigation, collaborative problem-solving, team orchestration, and omni-channel engagement. About the Role Key Responsibilities: - Navigate and resolve challenges within accounts to ensure customer needs are met with effective, tailored solutions. - Build a strategic territory plan by aligning shared priorities and applying insights and tactics that drive product demand and support better patient outcomes. - Partner proactively with territory teammates, field teams, and home-office colleagues to address customer needs and deliver access support. - Apply deep knowledge of the market, competitive landscape, and cross-functional dynamics to anticipate opportunities and respond to challenges with agility. - Use territory data and market trends to uncover local insights, support pull-through efforts, and lead impactful customer engagements – virtually or in person. - Facilitate planning sessions with key stakeholders to solve complex challenges and collaborate across functions to meet customer needs with urgency. - Deliver real-time access support and work closely with Patient Specialty Services (PSS) to ensure seamless customer experience. - Harness digital tools and omni-channel strategies to personalize outreach and engage customers across both virtual and face-to-face settings. Essential Requirements: - Bachelor’s degree required from 4-year college or university. - Experience (see leveling guidelines below) in pharmaceutical, biotech, healthcare, or similarly structured industries with large, geographically dispersed sales teams within the last 5 years. We also welcome candidates from other complex sales environments such as medical devices, diagnostics, life sciences services, insurance, consumer health, or B2B sectors, especially where strong field leadership and customer engagement are central to success. For Associate Level opportunities, applicants with limited prior sales experience are encouraged to apply. - Proven track-record of consistent high-performance, and well-versed in navigating and successfully selling to large accounts and key customers. - Self-starter with analytic abilities to seek out, prioritize, and apply relevant information to solve problems to meet the needs of key customers, while also demonstrating ethical leadership and ability to foster environment that promotes ethical behavior and compliance with company policies and laws. - Candidate must reside within territory, or within a reasonable daily commuting distance of 50 miles from the territory border. Ability to travel 60-80% over a broad geography is required, with the ability to drive and/or fly within the territory. Must have a valid driver’s license. Desirable Requirements: - Experience across therapeutic groups, disease states, account management strategy, and new product launches. - Broad understanding in patient services, market access, buy and bill, specialty pharmacy, reimbursement and/or medical calling on HCPs with respect to a sophisticated product or reimbursement pathway. Leveling Guidelines: The position will be filled at level commensurate with experience. - Associate Territory Account Specialist: Recently separated from the US Military with 4+ years of military service in a leadership capacity (Platoon Leader, Executive Officer, Company Commander, etc.), or applicants with limited prior sales experience. - Demonstrates strong ability to collaborate, work cross-functionally within a matrix environment, and communicate product information effectively. - Preferred experience in the 2-year Novartis Sales Internship Program; demonstrated proven leadership experience in student sports, fraternities, clubs, activities, and other extracurricular activities. - Territory Account Specialist: 2+ years’ experience in specialty pharmaceutical, biotech, healthcare, medical device, diagnostics, life sciences services, insurance, consumer health, B2B sectors or sales role of similar complexity within the last 5 years. Strong ability to collaborate, work cross-functionally within a matrix environment and can communicate clinical product information. - Senior Territory Account Specialist: 5+ years’ experience in specialty pharmaceutical, biotech, healthcare, medical device, diagnostics, life sciences services, insurance, consumer health, B2B sectors or sales role of similar complexity within the last 5 years. Strong ability to collaborate, work cross-functionally within a matrix environment and can communicate clinical product information. - Executive Territory Account Specialist: 10+ years’ experience in specialty pharmaceutical, biotech, healthcare, medical device, diagnostics, life sciences services, insurance, consumer health, B2B sectors or sales role of similar complexity within the last 5 years. Strong ability to collaborate, work cross-functionally within a matrix environment and can communicate clinical product information. Driving is an Essential Function of this Role: Meaning it is fundamental to the purpose of this job and cannot be eliminated. Because driving is an essential function of the role, you must have a fully valid and unrestricted driver’s license to be qualified for this role. The company provides reasonable accommodations for otherwise qualified individuals with medical restrictions if an accommodation can be provided without eliminating the essential function of driving. COVID-19 Vaccine Policy (customer-facing roles only): While Novartis does not require vaccination for COVID-19 or proof of a recent negative test result for COVID-19 at this time, employees working in customer-facing roles must adhere to and comply with customers’ (such as hospitals, physician offices, etc.) credentialing guidelines, which may require vaccination. As required by applicable law, Novartis will consider requests for reasonable accommodation for those unable to be vaccinated. This requirement is subject to applicable state and local laws and may not be applicable to employees working in certain jurisdictions. Please send accommodation requests to Eh.occupationalhealth@novartis.com. For Field Roles with a Dedicated Training Period: The individual hired for this role will be required to successfully complete certain initial training, including home study in eight (8) or fewer hours per day and forty (40) or fewer hours per week. Novartis Compensation Summary: The salary for this position is expected to range between: - Associate Territory Account Specialist: $77,000 and $143,000 per year - Territory Account Specialist: $93,800 and $174,200 per year - Senior Territory Account Specialist: $119,700 and $222,300 per year - Executive Territory Account Specialist: $132,300 and $245,700 per year The final salary offered is determined based on factors like, but not limited to, relevant skills and experience, and upon joining Novartis will be reviewed periodically. Novartis may change the published salary range based on company and market factors. Your compensation will include a performance-based cash incentive and, depending on the level of the role, eligibility to be considered for annual equity awards. US-based eligible employees will receive a comprehensive benefits package that includes health, life and disability benefits, a 401(k) with company contribution and match, and a variety of other benefits. In addition, employees are eligible for a generous time off package including vacation, personal days, holidays and other leaves. Why Novartis: Helping people with disease and their families takes more than innovative science. It takes a community of smart, passionate people like you. Collaborating, supporting and inspiring each other. Combining to achieve breakthroughs that change patients’ lives. Ready to create a brighter future together? Benefits and Rewards: Learn about all the ways we’ll help you thrive personally and professionally. Read our handbook (PDF 30 MB) EEO Statement: The Novartis Group of Companies are Equal Opportunity Employers. We do not discriminate in recruitment, hiring, training, promotion or other employment practices for reasons of race, color, religion, sex, national origin, age, sexual orientation, gender identity or expression, marital or veteran status, disability, or any other legally protected status. Accessibility & Reasonable Accommodations The Novartis Group of Companies are committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or to perform the essential functions of a position, please send an e-mail to us.reasonableaccommodations@novartis.com or call +1(877)395-2339 and let us know the nature of your request and your contact information. Please include the job requisition number in your message. Division US Business Unit Sales Location USA State Field, US Site Field Sales (USA) Company / Legal Entity U014 (FCRS = US014) Novartis Pharmaceuticals Corporation Alternative Location 1 Phoenix (Arizona), Arizona, USA Alternative Location 2 Tucson (Arizona), Arizona, USA Functional Area Sales Job Type Full time Employment Type Regular (Sales) Shift Work No

Your role at DynatraceAbout the roleWe’re growing our presence across Australia, and we’re looking for an experienced enterprise sales professional to help shape and expand our State Government footprint across NSW and Victoria. This Sydney-based role is all about deepening relationships and driving meaningful expansion within an established customer base. You’ll take a “land and expand” approach—partnering closely with existing customers, uncovering new opportunities, and helping them realise even greater value from Dynatrace. You’ll have the autonomy to own your territory, backed by a highly collaborative team across sales engineering, marketing, and leadership. What you’ll be doing - Own and execute a territory plan across NSW & VIC State Government accounts, with a focus on sustainable revenue growth - Identify and drive expansion opportunities within existing customers, increasing adoption and impact of Dynatrace - Partner with senior stakeholders to co-create strategies that align to broader public sector priorities - Build strong, trusted relationships across key agencies, departments, and channel partners - Collaborate with cross-functional teams (Sales Engineering, Marketing, Legal, Finance) to develop compelling solutions - Navigate complex, multi-stakeholder sales environments with confidence and clarity - Champion customer success ensuring implementations deliver real, measurable outcomes What will help you succeedWhat you’ll bringWe know great talent doesn’t always tick every box, if this role excites you, we’d love to hear from you. Experience - Proven success in quota-carrying enterprise sales roles, ideally within NSW, VIC State Government or within the Australian public sector industry - A track record of growing existing accounts while opening new opportunities - Strong commercial acume, able to identify, qualify, and progress opportunities in complex environments - Experience consistently meeting or exceeding sales targets through thoughtful account planning - Experience building and managing a public sector territory with a predictable pipeline - Solid understanding of SaaS / PaaS / IaaS landscape and how to position value in a competitive market - Confidence operating in both individual and team-based selling environments - A consultative approach (solution, value, or account-based selling) - Ability to share concrete examples of deals, outcomes, and impact What sets you up for success - You’re a relationship builder: curious, credible, and able to engage from technical teams through to Exec/C-level - You’re collaborative and enjoy working cross-functionally to win together - You bring structure to complexity, with strong organisation and time management - You communicate clearly and authentically, whether in conversation or formal presentations - You’re motivated by outcomes for your customers and your own goals Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and Rewards