• Drive new business growth by identifying and pursuing revenue-generating opportunities in California • Lead on-site and remote customer meetings, delivering compelling presentations and product demonstrations • Attend tradeshows and industry events to generate leads and foster relationships with potential clients • Deliver standard and customized product demonstrations in collaboration with your Sales Engineering team • Collaborate with sales engineers to manage and execute Proof of Concepts • Take the lead in coordinating RFX responses • Collaborate with technical support, engineering, and service resources for seamless integration and deployment

• Serve as a strategic partner to a portfolio of employer clients and brokers • Retain and grow business while delivering an exceptional customer experience • Collaborate closely with underwriting, sales, service, and other internal partners • Develop business strategies, implement solutions, and support clients throughout the lifecycle of their benefits programs • Establish and maintain cooperative relationships with clients, brokers and internal business partners • Efficiently implement new business, address service inquires and provide consultative support • Periodically present the financial components of re-rates, providing clients premium and claim comparison analysis on both participating and non-participating employees

• Develop and manage a named account list • Achieve and exceed revenue targets and other key sales metrics • Effectively work cross-functionally across the organization • Build strong, long-term relationships with key decision-makers • Conduct product demonstrations and presentations • Develop our sales playbook to enable scaling

• Drive new business development within the broker-dealer market through proactive prospecting, pipeline generation, and strategic account engagement. • Identify, qualify, and close complex, high-value, multi-year sales opportunities. • Develop and execute territory plans focused on broker-dealers and adjacent financial services organizations. • Build and maintain trusted relationships with C-level executives and senior decision-makers to uncover business priorities and growth opportunities. • Apply a consultative, value-based sales approach to understand customer challenges and align solutions with business objectives. • Create compelling business cases, proposals, and presentations tailored to client needs and strategic initiatives. • Leverage industry expertise in fraud, identity, and risk management solutions to position differentiated offerings and drive competitive wins. • Manage and expand a portfolio of existing accounts by identifying upsell and cross-sell opportunities that enhance client outcomes. • Own revenue performance against assigned sales quotas, including accountability for pipeline creation, forecasting, and deal conversion. • Partner closely with Product, Data Science, Professional Services, and other internal stakeholders to design and deliver integrated client solutions. • Maintain accurate sales forecasts, pipeline activity, and account plans within CRM systems.