• Drive SLED Revenue Growth: Own a defined U.S. SLED territory and meet or exceed quota targets through disciplined pipeline generation, account planning, and deal execution. • Manage the Full Sales Cycle: Lead opportunities from prospecting through close — including discovery, stakeholder mapping, value alignment, technical validation, procurement navigation, negotiation, and contract execution. • Sell to IT & Security Leaders: Engage IT Managers, Directors of Infrastructure, CISOs, CIOs, SysAdmins, security teams, 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, public sector buying requirements, 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 SLED customers to drive expansion revenue and long-term retention. • Stay Market-Aware: Maintain a strong understanding of cybersecurity trends, endpoint management, patch management, vulnerability remediation, public-sector IT priorities, and competitive positioning. • Operate with Ownership: Work independently in a remote-first environment while collaborating cross-functionally with Marketing, Channel, Customer Success, Product, and Sales Leadership. • Collaborate Cross-Functionally: Partner closely with marketing, product, channel, and sales leadership to incorporate field feedback and refine messaging for public-sector and education accounts.

• Serve as the senior strategic lead across patient/DTC brands, shaping brand direction, engagement strategy, and long-term growth plans • Build and maintain trusted advisor relationships with senior client stakeholders, including brand leads, commercial teams, and medical/legal/regulatory partners • Lead the development of integrated, omnichannel DTC campaigns (digital, social, CRM, web, point-of-care, and emerging channels) grounded in patient insights • Translate complex clinical and regulatory information into clear, compelling patient-facing strategies and messaging frameworks • Oversee end-to-end account management, including scope development, financial stewardship, forecasting, and organic growth • Partner closely with strategy, creative, media, and data teams to ensure cohesive execution and measurable impact across all touchpoints • Identify opportunities to innovate within patient engagement, including personalization, digital health integrations, and behavior change approaches • Mentor and elevate junior team members, fostering strategic thinking, client leadership, and pharma expertise • Contribute to new business efforts, including pitch leadership, narrative development, and solution design

• Develop fundraising and engagement strategy and a plan for executing integrated strategies as appropriate • Build and manage client relationships through regular meetings, calls, and ongoing communications • Lead and participate in live meetings, including QBRs; create meeting material with the assistance of account teams • Work with clients to determine organizational objectives and create strategies to reach goals • Develop clients’ annual communication calendars and budgets • Possess in-depth knowledge of client’s internal processes and resources and generate ideas to enhance overall performance • Provide in-depth analysis of campaign and segment performance and KPI data, developing data-driven strategies to address program challenges and build on successes • Build trusting, respectful and collaborative relationships with clients and colleagues ensuring collaboration among the wider team (including outside resources) and fostering positive teamwork. • Ensure fundraising and engagement best practices are kept top-of-mind • Provide risk assessment and management on all aspects of the client relationship • Manage a matrixed team of technical and client service staff to ensure all deliverables are on time and meet quality standards • Develop professional goals and development plan for individual team members, work with individuals to help them meet goals through regular meetings and ongoing feedback • Identify and use work experiences as opportunities to train and develop teammates • Balance strategic and tactical plans with client business goals and scope/contract deliverables • Manage client scope, including key deliverables, and ad hoc billing (creative, etc.), within contracted retainer • Participates in webinars and attends conferences/workshops to expand skills • Support ad hoc agency initiatives like case studies, building out internal docs/processes, internal staff education/information sharing • Provide new business development support through proposal input, estimating scope of work, and participating in presentations • Participate in hiring process for new employees including interviews and assessments • Participates in monthly management meetings • Other duties as assigned

• Develop and execute territory-specific plans to expand Lightspeed’s customer base • Generate leads and guide prospects through the sales funnel • Collaborate with internal teams such as Customer Success and Marketing • Maintain a deep understanding of our Products and market activities • Maintain and report sales metrics to leadership