• Build a strong, sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals • Develop a team of sales representatives through regular coaching and knowledge sharing, giving feedback and career development opportunities, and fostering a positive and collaborative team environment • Help the team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving the value of Workiva’s platform with current customers and new logos • Ensure team members have specific direction on building a qualified pipeline within new customers and existing accounts • Communicate and liaise with leaders and peers to win together in a matrix organization • Identify knowledge gaps on the team and provide training when and where appropriate • Maintain a high level of communication with Senior Directors of Sales Development to stay abreast of continually changing focus to meet the needs of the sales organization and Workiva • Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs • Establish strong relationships with sales managers and ensure TDRs on the team are having weekly 1:1’s with each Account Executive they support • Develop and implement go-to-market strategies that align with market trends and customer needs • Understand customers' needs to effectively help the team navigate complex sales cycles and provide actionable customer insights • Establish and maintain strong working relationships with internal and external stakeholders and leadership • Collaborate with product marketing, sales, and finance to leverage data and metrics to inform selling strategies and decision-making • Identify and execute on areas of opportunity for process improvement within industry best practices • Leverage data and metrics to perform sales forecasting and pipeline management

• Make outbound calls to generate new business and build rapport. • Develop and build relationships with all attorneys and leading law firms in your assigned territory. • Responsible for developing new relationships with attorneys and law firms to increase and build referral business. • Responsible for overseeing all contact with attorneys: initiating contact, following up, answering attorney questions. • Engage in ongoing dialogue with attorneys to keep Oasis top-of-mind and help build strong relationships. • Assist Regional Directors with day-to-day activities including covering their cases when they are out.

• Conduct active prospecting and consultative engagement with qualified leads (students, alumni, and marketing database). • Conduct high-level negotiations, using technical authority to convert enrollments. • Manage the sales funnel (CRM) with focus on closing and ambitious targets. • Actively participate in "re-engagement" and retention strategies for our database. • Make outbound and inbound contact with leads via phone, WhatsApp, and other channels; • Present courses clearly, concisely, and persuasively; • Quickly identify lead profiles and direct the appropriate offer; • Follow call scripts and telephone sales techniques; • Execute follow-ups according to the defined cadence; • Work with a high daily call volume; • Log interactions and progress in the CRM; • Meet daily, weekly, and monthly targets for contacts, conversions, and enrollments; • Maintain a strong focus on closing.

Role Description The Inside Sales Director is responsible for developing and executing the strategic plan to drive revenue growth and expand the Inside Sales function at Midwest. This role focuses on building strong internal and external relationships, including cultivating partnerships with vendor leadership, to support sales growth and business objectives. The position provides direct leadership to the Call Center Manager team and works closely with the Outside Sales Director and Sales Trainer to align sales strategies, optimize team performance, and enhance overall effectiveness. The Inside Sales Director will lead initiatives to improve productivity, strengthen customer engagement, and ensure consistent execution of sales goals across the organization. Eligible candidates must live in one of the following states: Alabama, Arkansas, California, Florida, Georgia, Illinois, Indiana, Iowa, Kentucky, Louisiana, Maryland, Massachusetts, Michigan, Minnesota, Mississippi, Missouri, Nebraska, Nevada, New Hampshire, New Jersey, New Mexico, New York, North Carolina, Ohio, Oklahoma, Pennsylvania, South Carolina, Tennessee, Texas, Virginia, Wisconsin. Qualifications - Bachelor’s degree required. - Master's degree preferred, but bachelor’s degree with relevant experience will be considered. - Minimum of 7-10 years’ experience in B2B sales management. - Experience in veterinary distribution sales preferred. - Experience in building, managing, and developing high-performing sales teams is crucial. - Experience with CRM software and building strong relationships with clients is expected. - Experience in evaluating market share, analyzing data, and communicating findings to stakeholders is required. - Ability to read, write and speak English. - Impeccable verbal and written communication skills. - Proficiency in CRM software, Microsoft Office Suite, and a basic understanding of digital marketing and social media platforms. - Problem-solving skills to propose mutually beneficial solutions. - Strong organizational skills and the ability to prioritize and multitask. - Strong project management and customer service skills. - A deep understanding of various sales techniques, methodologies, and the sales process. Requirements - Provide direct supervision and guidance to the Call Center Managers. - Regularly meet with Call Center Managers, individually and as a group, to discuss goal attainment, market share growth, increasing sales and revenue and other important topics as needed. - Ensure that all Midwest initiatives, including compliance and licensing policies, procedures and updates are effectively communicated to and implemented by the Call Center Management Team and Inside Sales Team. Benefits - Competitive pay and a comprehensive benefits package including Medical, Dental and Vision insurance. - Life and Accidental Death & Dismemberment (AD&D) insurance. - Short- and Long-Term Disability insurance. - 401k plan. - Paid holidays and Paid Time Off (PTO). - Business casual work environment with weekly relaxed dress days. - Monthly breakfasts and birthday celebrations. - Regular events like holiday contests, cookouts, and employee appreciation celebrations. - Compensation for this role includes salary plus bonus potential.