• Build and Scale the Federal Business • Own and grow a strategic Federal territory with accountability for pipeline creation, revenue attainment, and long-term account expansion. • Help define and execute BlueCat’s Federal growth strategy across civilian, defense, and intelligence-related opportunities. • Identify whitespace opportunities, emerging initiatives, modernization programs, and mission-driven use cases where BlueCat can deliver measurable value. • Build repeatable sales motions, operational rigor, and territory discipline that can scale as the Federal business grows. • Personally drive strategic opportunities while mentoring and guiding other Federal sellers. • Help onboard, develop, and elevate future Federal Account Executives. • Share best practices around account strategy, pipeline development, Federal procurement navigation, and executive engagement. • Act as a culture leader who brings urgency, accountability, collaboration, and professionalism to the team. • Lead sophisticated, multi-threaded sales cycles from initial engagement through close. • Build relationships across CIO, CISO, networking, infrastructure, operations, and procurement organizations. • Navigate Federal acquisition paths including GWACs, BPA vehicles, GSA schedules, and partner-led procurement motions. • Develop strategic account plans that align technical outcomes with mission priorities. • Articulate BlueCat’s value across network modernization, Zero Trust, cybersecurity operations, cloud transformation, automation, and network observability. • Help customers understand how DNS intelligence, network telemetry, and foundational infrastructure visibility contribute to resiliency and operational awareness. • Work closely with Marketing, Channel, Alliances, Customer Success, Product, and Executive Leadership teams. • Build strong relationships with Federal systems integrators, strategic resellers, and ecosystem partners. • Deliver accurate forecasting, pipeline visibility, and territory planning through Salesforce.

• Responsible for leading a team of field sales consultants • Develops sales strategies and executes programs to achieve sales and profit goals • Reviews sales performance of Field Sales Representatives • Oversees staffing, training, and performance evaluations • Coordinates sales distribution by establishing sales territories, quotas, and goals • Interacts with internal management to discuss sales issues • Prepares monthly sales reports

• The Physician Lab Sales Specialist (PLSS) is responsible for driving sales of CLIA-waived and moderately complex diagnostic solutions into physician-owned laboratories, urgent care centers, community health clinics, and specialty practices. • Drive sales growth by promoting Henry Schein’s exclusive laboratory solutions, including instrumentation, reagents, consumables, and point-of-care testing. • Deliver strategic account plans focused on maximizing revenue, improving penetration across specialties, and retaining top-tier customers. • Build trusted advisor relationships with physicians, lab directors, administrators, and decision-makers across multiple care settings. • Conduct diagnostic workflow analyses to uncover opportunities for upgrading instrumentation, consolidating vendors, and improving reimbursement potential. • Maintain deep knowledge of the CLIA regulatory landscape (waived, moderate, and high complexity testing environments).

• Build and own a pipeline of app publishers across categories (rewarded apps, loyalty programs, utility, lifestyle, fintech, and beyond) • Get in front of their monetization, growth, or partnerships teams and show them the revenue an offerwall adds without disrupting their app • Build the business case yourself and prepare revenue projections • Close against a quarterly number • Work with Product and Ops to get partners live and performing