Role Description We are seeking highly motivated and results-driven Sales Executives who want to be key players in our growth. This is a high-impact, full-cycle sales role where you will own the entire sales process, from strategic prospecting and engaging product demonstrations to navigating negotiations and closing significant deals with AP and finance leaders. You’ll have direct access to leadership and collaborate closely with marketing, giving you a unique opportunity to shape growth. Position Responsibilities - Quota Ownership: Consistently exceed quarterly and annual sales targets by managing a robust pipeline. - Strategic Growth: Develop and execute strategic sales plans to achieve and grow your quota, identifying key opportunities in the mid-market and enterprise segments. - Relationship Building: Forge and nurture strong relationships with key stakeholders in finance, accounts payable, and procurement. - Marketing Collaboration: Partner with the marketing team to refine messaging, optimize demand generation efforts, and create compelling sales assets. - Value-Driven Demos: Deliver powerful product demonstrations in collaboration with Sales Engineers that go beyond features, telling a compelling story and demonstrating tangible value to solve a prospect's real-world problems. - Pipeline Management: Utilize Salesforce and other sales tools to meticulously track, manage, and report on your pipeline and sales activities to the leadership team. Qualifications - 3-5+ years of full-cycle B2B SaaS sales experience, selling to Accounts Payable, finance or procurement teams. - A history of consistently exceeding quota in a consultative, value-based sales environment. - Deep understanding of the finance, operations, or compliance buyer persona. - Exceptional presentation and storytelling abilities that captivate audiences and articulate complex solutions clearly. - Proficient with CRM and prospecting tools (e.g., Salesforce, ZoomInfo). - Self-motivated, highly organized, and an owner's mindset. You prioritize what truly moves the needle and consistently meet both internal and prospect timelines. Requirements - Possess a deep understanding of fraud prevention, compliance, and financial controls. - Are a creative problem-solver who brings fresh ideas and challenges the status quo. Benefits - Competitive compensation and commission plan - Generous paid time off - 401k - Short-term, long-term, and life insurance - Medical insurance - Dental and vision insurance - Accident, critical illness, and even pet insurance discounts - Discounts on popular wellness programs to support your health and well-being Education and Experience - Bachelor's degree or equivalent professional experience. - 3-5+ years of relevant industry and sales experience.

• Responsible for increasing order and scan volume across all modalities from referring providers in their assigned geographic territory. • Analyzes physician referral patterns to develop customer-level marketing plans. • Identifies opportunities to increase scan volume with existing referrers and/or developing new referral channels. • Cultivates strong relationships with top strategic referrers. • Ensures that customer’s needs are met and communicates any service deficiencies to the Operations Team. • Prospects and targets new referrers based on market trends and conditions. • Analyzes marketed account referral patterns. • Works in conjunction with territory Physician Sales and Operations leadership to establish realistic customer and territory plans. • Implements targeted community outreach programs.

• Establish and maintain strong relationships with key stakeholders within VA Medical Centers, IDNs, medical facilities, sleep labs, and hospice networks. • Engage with departments including Procurement, Respiratory Therapy, Home Oxygen, COPD Coordination, sleep labs, and respiratory specialty centers. • Participate in product evaluations and onboarding processes, including VA committee reviews when applicable. • Partner with key Inogen distributors to establish targets and execute co-marketing initiatives. • Collaborate with decision makers to support and expand product adoption. • Provide clinical education and product training to clinicians across VA, IDN, and specialty medical facilities. • Navigate VA, IDN, sleep center, hospice, and purchasing pathways effectively. • Maintain accurate and timely documentation within CRM systems. • Represent the company at conferences, meetings, and industry events. • Travel up to 75% as required.

• Drive Enterprise Revenue Growth: Own a defined territory and meet or exceed enterprise quota targets through disciplined pipeline generation and deal execution. • Manage the Full Sales Cycle: Lead opportunities from prospecting through close — including discovery, stakeholder mapping, value alignment, proof-of-concept coordination, negotiation, and contract execution. • Sell to IT & Security Leaders: Engage IT Managers, Directors of Infrastructure, CISOs, and technical buying committees with credibility and consultative expertise. • Build & Maintain Strong Pipeline Coverage: Generate pipeline through outbound prospecting, partner collaboration, and strategic account planning. Maintain disciplined forecasting and opportunity hygiene in Salesforce. • Navigate Complex Buying Processes: Manage multi-threaded sales cycles, security reviews, procurement workflows, and competitive displacement strategies. • Partner with Solutions Engineers: Collaborate closely with pre-sales/technical resources to ensure strong technical validation and alignment with customer requirements. • Execute Account Expansion Strategy: Identify upsell and cross-sell opportunities within enterprise customers to drive expansion revenue and long-term retention. • Stay Market-Aware: Maintain strong knowledge of cybersecurity trends, endpoint management landscape, and competitive positioning. • Operate with Ownership: Work independently in a remote-first environment while collaborating cross-functionally with Marketing, Channel, Customer Success, and Product teams. • Collaborate cross-functionally: Partner closely with marketing, product, and sales leadership to provide feedback from the field and refine messaging.