• Drive Expansion Growth • Identify, develop, and close expansion opportunities • Ensure customers achieve measurable business outcomes while maximizing Net Revenue Retention (NRR), expansion ARR, product adoption, and referenceability. • Develop and maintain multi-year strategic account plans • Build account growth strategies aligned to customer business priorities • Map customer organizational structures, buying centers, and influencers • Identify whitespace opportunities and competitive threats • Partner with Customer Success Team to execute quarterly and annual account reviews • Own commercial strategy for assigned accounts • Generate expansion pipeline • Own large expansion opportunities within renewal cycles • Negotiate pricing, commercial terms, and contract structures • Serve as commercial relationship owner • Build trust across operational, IT, business, and executive stakeholders • Partners with CS Manager to plan and drive executive business reviews (EBRs/QBRs) • Escalation accountable for critical customer issues • Coordinate internal executive engagement to drive customer outcomes

• Manage a designated portfolio of 150 to 200 high-value accounts. • Achieve targets for account retention and identify and execute growth opportunities (upsell/cross-sell). • Proactively monitor and report on key account performance metrics, ensuring client satisfaction and achieving revenue targets. • Serve as the primary point of contact for resolving customer issues related to billing, contracts, and service adjustments (e.g., invoice questions, downgrades, cancellations). • Act as a strategic consultant to customers, leveraging in-depth market knowledge of the full truckload marketplace to prescribe complex, multi-product SaaS and data solutions that address their most pressing operational and financial challenges. • Partner with Product, Marketing, Legal, and Finance teams to secure resources, negotiate favorable national contracts, and champion customer needs, ensuring a superior end-to-end customer experience. • Utilize and maintain Salesforce as the system of record for all account intelligence, pipeline management, and strategic initiatives, ensuring a high level of data integrity and sales process rigor.

• Own and grow a provider referral territory within your local market • Spend 5 days per week in the field meeting with healthcare providers and clinic staff within an approximately 1-hour driving radius • Build relationships with physicians, specialists, medical assistants, office managers, and healthcare administrators • Prospect into new offices and create referral partnerships from the ground up • Grow referral volume within existing accounts through strong relationship management, consistent follow-up, and strategic territory planning • Become a trusted resource to providers by educating them on Nourish and the impact nutrition care can have on patient outcomes • Drive toward monthly referral goals and performance targets • Manage your territory like it’s your own business, balancing new business development with long-term account growth • Track activity, pipeline, and account performance in Salesforce • Partner closely with leadership and teammates to share learnings, improve processes, and help scale the organization

• Account Management: Cultivate strong, long-lasting relationships with existing customers by becoming their dedicated point of contact. • Understand their unique business needs and financial objectives. • Upselling Strategy: Analyze customer usage patterns and needs to identify opportunities for upselling our financial technology solutions. • Develop and execute tailored upselling strategies. • Product Expertise: Maintain an in-depth knowledge of our product offerings, features, and updates. • Articulate the value and benefits of our solutions to customers, aligning them with specific pain points and growth opportunities. • Strategic Planning: Collaborate closely with customers to develop strategic plans that align our solutions with their business objectives. • Provide consultative guidance based on industry best practices. • Performance Metrics: Set and achieve upselling targets and revenue goals within your account portfolio. • Monitor key performance indicators (KPIs) and take proactive measures to ensure consistent growth. • Customer Feedback: Act as a conduit for customer feedback within the organization. • Gather insights and suggestions from customers to inform product development and enhancements. • Contract Negotiation: Skillfully negotiate contract terms, pricing, and agreements with existing customers, ensuring profitability while maintaining customer satisfaction. • Market Awareness: Stay informed about industry trends, competitive developments, and market conditions. • Leverage this knowledge to refine upselling strategies and maintain a competitive edge.