• Create and maintain account and territory plans in order to establish and achieve the territory’s sales objectives • Establish and foster a customer centric culture by establishing relationships with physicians and other hospital stakeholders • Adopt a sophisticated approach to professional growth through continuous improvement in the following areas: results orientation, adept management of product approval processes, territory development, and superior clinical knowledge • Contribute practices and creative suggestions to the other members of the team • Utilize computer based customer/account management systems to track contacts, activity and follow up • Complete timely activity reports and deliver monthly/quarterly business reviews as requested • Assist with trade show exhibits and attend periodic company sponsored sales meetings • Work with surgeons to increase exposure through SPR presentations at Grand Rounds, journal club meetings and poster presentations • Assist with identification of cases for case studies, white papers and video library additions • Remain current in all RepTrax and similar third party accreditation requirements to ensure full access to each target account • Contribute and assist with project team activities as assigned, including team participation. • Coordinate and facilitate the hospital product approval process • Assist with identification of additional target hospitals and physicians within territory • Assist with training of surgeons and hospital staff

• Identify, develop, and manage strategic relationships with universities, polytechnics, vocational colleges, and private training providers. • Drive the sales and adoption of EdTech solutions including Learning Management Systems (LMS), Campus Management Systems (CMS), Student Information Systems (SIS), digital learning platforms, and professional education programs. • Consult with institutional stakeholders to understand their digital transformation, student engagement, and learning delivery needs. • Present tailored solutions and develop compelling business cases that demonstrate measurable educational and operational outcomes. • Lead the onboarding and activation of new education partners, ensuring smooth implementation and adoption of solutions. • Collaborate with partners to develop annual business plans, growth strategies, and performance review frameworks. • Build executive-level relationships with university leadership, academic departments, registrars, IT teams, and learning innovation offices. • Serve as the primary point of contact for strategic alliance partners and key stakeholders. • Co-create and execute joint marketing campaigns, industry events, webinars, and branding initiatives to drive awareness and student acquisition. • Monitor pipeline performance, enrollment metrics, and partner KPIs to ensure targets are achieved.

• Own monthly, quarterly, and annual revenue targets across SMB and Mid-Market segments • Drive consistent attainment through coverage-based pipeline management, not named-account ownership • Identify revenue risk early and deploy corrective actions across markets or teams • Accountable for bookings, productivity, and net revenue performance • Lead, coach, and develop Sales Managers and frontline Account Executives • Establish and enforce activity standards (appointments, outbound volume, field execution) • Conduct regular field ride-outs, deal inspections, and coaching sessions • Build a strong talent bench through hiring, onboarding, and performance management • Own and enforce the SMB/Mid-Market sales operating cadence, including: Weekly pipeline reviews, Forecast calls, Close plans and deal inspection • Execute GTM strategy across open territories and pooled account models • Collaborate with Sales Operations, Marketing, Finance, Construction, and Customer Success

• Lead the daily operations of the sales team; coach and mentor team members to help them reach their full potential. • Support sales representatives during discovery calls, pitches, and contract negotiations. • Develop and implement sales strategies to achieve customer acquisition targets. • Collaborate with marketing, customer success, operations, and product teams to ensure a seamless, scalable go-to-market process. • Analyze sales activities and provide regular performance reports to enable data-informed decision-making.