• As an individual contributor who is part of a regional sales team, you will have the opportunity to own your territory, manage the entire lifecycle of a sale, and build new business relationships that bring Newsela’s solutions to classrooms. • Take ownership of developing territory business plans, evaluating funding landscapes, and tailoring sales strategies to align with district initiatives. • In addition to achieving your own revenue targets, you will get to work with an enthusiastic, cross-functional team to catapult Newsela’s growth as we scale our national sales organization. • Meet in-person with school and district leaders, presenting solutions, negotiating terms, and securing agreements that bring Newsela into classrooms. • Have a direct impact on the expansion and adoption of Newsela products, which will ultimately scale Newsela’s ability to bring engaging, culturally responsive learning content to K-12 classrooms nationwide. • Thrive in a role that requires significant autonomy, representing the company in the market, making recommendations that impact strategy and results, and managing priorities independently. • Exercise discretion and independent judgment on matters of significance, including evaluating customer needs, structuring tailored solutions, negotiating within established guidelines, and influencing revenue and business outcomes.

• Develop a clear and measurable plan to achieve sales objectives within all assigned national accounts. • Plan, develop and implement sales strategies and tactics, review progress and report on results • Achieve sales and revenue goals and initiatives that drive results within established account base for College and Universities. • Build a business plan and process for the management /measurement of progress and resources needed to achieve success • Collaborate with marketing to implement promotions to drive profitable volume within the account base and sales team network • Development of presentations, business reviews and proposals for both internal and external partners • Forecasting – develop timely and accurate forecasts for assigned accounts and revise throughout the year • Identify market trends • Collaborate with operations team to ensure fill rates and in-stocks are maintained • Attend and participate in trade shows and sales meetings

• You will maintain knowledge on current and emerging developments/trends for assigned territory and products, assessing impacts, and collaborating with management to incorporate new trends and developments in current and future solutions. • You will partner with your customers and the business to retain customers while adding additional lines of coverage to support the needs of their employees to effectively support growth in all segments of our product/service offerings. • You will develop and maintain an understanding of LFG's products, services and operational structure to enhance ability to identify and target sales growth opportunities. • You will provide education, information, training & advice on Lincoln’s products & services (including sales support tools, marketing ideas, etc.) to assigned customers ranging from Advisors, Registered Representatives, Brokers and/or Plan Sponsor/Participants. • You will build and maintain business relationships through effective communication via email, phone and in person with internal/external stakeholders in a customer centric and professional demeanor. • You will work through customer issues independently while collaborating with internal stakeholders to resolve issues in a timely manner. • You will identify, recommend and champion process improvements and organizational initiatives to positively influence the team and quality.

• Evangelize a future where anyone can create software in natural language, ushering in a change in the nature of the firm on par with the PC era • Serve as the primary point of contact for prospects and customers, guiding them through the buying journey • Conduct compelling product demonstrations and help realize the art of the possible by orchestrating non-engineering hackathons • Articulate Replit's value proposition and align it with customers' business objectives • Collaborate with product and engineering teams to ensure technical accuracy and successful delivery • Prepare tailored quotes and skillfully negotiate deals • Maintain accurate customer and forecasting data in Replit’s CRM (Hubspot) • Foster strong relationships with existing clients while identifying opportunities for expanded adoption • Optimize customers' use of the Replit platform through ongoing collaboration and support • Gather and communicate valuable customer feedback, championing their interests within Replit