• Own annual and quarterly bookings, recurring revenue, pipeline, and forecast commitments for the Higher Education business • Develop and execute go-to-market strategy for public, private, community college, and system-level institutions • Drive new customer acquisition while expanding existing strategic accounts across the Instructure portfolio • Deliver consistent forecast accuracy through disciplined pipeline inspection and operational rigor • Identify new growth opportunities, market trends, and competitive strategies to accelerate business performance • Lead, coach, and develop Regional Vice Presidents, Directors, and front-line sales leaders • Build a high-performance culture focused on accountability, collaboration, coaching, and execution • Recruit and retain top enterprise sales talent and develop emerging organizational leaders • Establish clear operating rhythms, performance expectations, and leadership development plans • Foster an inclusive, customer-focused culture that empowers teams for exceptional results • Build executive relationships with presidents, provosts, CIOs, instructional leaders, and procurement executives • Serve as executive sponsor for strategic customers and high-impact opportunities • Collaborate with Marketing to amplify demand generation and market awareness • Contribute to pipeline reviews, forecast calls, and executive business planning • Ensure consistent adoption of sales methodology, CRM, and best operational practices

• Achieve and consistently exceed sales targets through exceptional team leadership and selective individual contributions • Build a culture of account-based execution excellence • Implement and maintain high-quality forecasting discipline • Drive improvements in ACVs, win rates, sales cycle efficiency, and ramp time through coaching and enablement alignment • Proactively identify, define, and drive strategic initiatives • Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions Engineering • Influence product roadmap, messaging, and market strategy • Act as a cross-functional liaison to prioritize initiatives that impact win rates, deal velocity, and the enterprise customer decision process • Operate as a thought leader within the Enterprise program • Demonstrate executive presence in internal forums and customer conversations • Set clear expectations for account-based execution, multi-threading, deal hygiene, and enterprise sales fundamentals • Hold the team accountable to activity, impact, and results • Implement structured, data-informed performance management to elevate or exit reps based on consistent trends • Mentor AEs to become exceptional operators.

• Achieve and consistently exceed sales targets through exceptional team leadership and selective individual contributions. • Build a culture of pipeline generation excellence, ensuring outbound rigor and consistent accountability across the team. • Implement and maintain high-quality forecasting discipline, ensuring predictability and transparency into pipeline health and revenue expectations. • Proactively identify, define, and drive strategic initiatives that improve productivity and sales execution. • Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions for tight alignment on GTM motions.

Role Description We are currently hiring for the position of Territory Sales Manager in the greater Savannah, GA area. This position is responsible for developing and maintaining customer relationships, identifying customer needs and presenting, through marketing, applicable solutions to meet those needs, including selling TwelveStone’s suite of therapy services which include: - Infusions & injections at our infusion centers - Infusions and injections at the patient’s home - Specialty pharmacy needs You will market and sell our suite of chronic care and rare disease therapy services to specialty physicians and clinics. Our complex medications include infusion, injections, and oral medications for a wide variety of therapy groups to include: - Neurology - Gastroenterology - Rheumatology - Pulmonology - Dermatology - Cardiology - Nephrology - Endocrinology - Urology Essential Duties & Responsibilities: - Generate sales through target marketing, pipeline development and maintenance, qualifying prospects, making proposals, closing deals and pre/post-delivery support, and service. - Provide customer training to acquaint them with the suite of services and products provided, deliver effective sales approaches for all markets and segments. Execute business plans to achieve established KPIs. - Provide on-time and accurate sales forecasting and reporting. Update CRM and other metrics. Qualifications - Bachelor’s degree preferred, in business, marketing or other related discipline; and/or commensurate work experience. - Clinicians (nurses, pharmacists), from specialty groups listed above, without sales experience, are strongly considered. Requirements - Three years of progressive sales experience preferred, including strong strategic/forecasting development and planning. - Healthcare and/or post-acute experience preferred. Key Competencies - Dependable - Initiative - Written/verbal communication - Teamwork - Collaboration - Cooperation - Critical Thinking - Innovative - Problem Solving - Analytical - Attention to detail - Negotiation - Influencer