• Develop and execute your strategic and tactical business plan to drive revenue and large scale adoption of YubiKeys within the SLED Space • Own the revenue number (sell to and sell through) for your area by: • Expanding existing relationships • Defining and landing new strategic relationships • Providing thought leadership to customers and, when available, at industry events • Develop strong SLED champions who actively advocate for Yubico • Report to the Vice President of Public Sector and work directly with marketing and operations to drive scalable and efficient fulfillment • Develop the Yubico partner community to service the needs of your customers and prospects

• Conduct outbound sales efforts (calls, emails, video meetings, in-person visits) to engage potential marina partners. • Qualify leads through comprehensive discovery, understanding each marina’s goals, challenges, and processes. • Conduct product demonstrations tailored to each prospect’s unique needs, clearly articulating Dockwa’s value proposition. • Present proposals and lead pricing discussions, ensuring deals are structured to benefit both the client and Dockwa. • Build and maintain strong relationships with key decision-makers and influencers at marinas. • Accurately forecast revenue and maintain an up-to-date sales pipeline. • Gather and synthesize market feedback, relaying it to Product and Marketing teams to refine offerings and strategies.

• Identify and generate sales leads through prospecting, website inquiries, databases, cold-calling, and other promotional strategies. • Schedule and conduct virtual meetings and presentations with potential clients. • Develop and deliver compelling sales presentations on company products and services. • Maintain accurate records of sales activities, prospects, and customer interactions in the company CRM. • Track customer reorders and follow up to ensure continued satisfaction. • Communicate customer and prospect product pain points to appropriate departments. • Maintain a well-developed pipeline of prospects. • Collaborate with internal teams to address customer pain points and improve offerings. • Build and maintain strong, long-term relationships with customers and prospects. • Consistently meet or exceed sales quotas and performance targets.

Role Description This pivotal role focuses on driving growth efforts within Integrated Delivery Networks (IDNs) and Health Systems. As a relationship-driven sales executive, you will build trust and navigate complex sales cycles, ensuring that solutions effectively address challenges in revenue cycle management and clinical documentation. The successful candidate will utilize their extensive network and industry knowledge to expand the company's footprint across the Mid-West and East Coast. With a solution-oriented approach, you will facilitate transformation in the healthcare sector while maintaining a high level of executive engagement. - Drive new business development across IDNs and Health Systems. - Lead cross-sell initiatives to expand market presence within existing accounts. - Engage with C-suite leaders to understand their strategic priorities. - Shape solutions addressing revenue cycle, clinical documentation, and value-based care challenges. - Leverage market intelligence to identify high-value targets and inform product strategy. - Own the full sales cycle from prospecting to closing high-value deals. - Cultivate relationships within the largest health systems in the U.S. to generate brand awareness. - Attend industry events and manage a pipeline of opportunities. Qualifications - 10+ years of healthcare sales experience. - Proven track record of selling into IDNs and Health Systems. - Deep knowledge of healthcare revenue cycle management and services. - Understanding of ambulatory and acute care operations. - Strong executive presence and ability to build trust with senior stakeholders. - Experience in consultative sales in complex environments. - Undergraduate or Master's degree; MBA or MHA preferred. Requirements - 10+ years of healthcare sales experience. - Proven track record of selling into IDNs and Health Systems. - Deep knowledge of healthcare revenue cycle management and services. - Understanding of ambulatory and acute care operations. - Strong executive presence and ability to build trust with senior stakeholders. - Experience in consultative sales in complex environments. - Undergraduate or Master's degree; MBA or MHA preferred. Benefits - Competitive base salary ranging from $150K to $250K. - Comprehensive healthcare benefits. - 401(k) retirement plan. - Paid time off. - Opportunity to work in a dynamic and impactful field. - Work remotely with flexible hours. - Professional development opportunities.