• Own and consistently meet or exceed an assigned MidMarket revenue quota for the Iceland and EMEA territory, with a proven track record of closing SMB and Mid Market deals • Execute a territory strategy focused on net-new logo acquisition and land-and-expand growth within strategic MidMarket accounts • Generate a significant portion of pipeline through outbound prospecting, executive outreach, and targeted account-based strategies, while effectively managing inbound demand • Lead and manage complex, multi-threaded MidMarket sales cycles, navigating procurement, legal, security, and executive decision-makers • Create urgency and momentum by tying solutions to measurable business outcomes, including operational efficiency, compliance, scalability, and ROI • Position value-based solutions that drive tangible results and accelerate time to value for customers • Build, qualify, and maintain a robust, self-sourced pipeline aligned to MidMarket growth targets • Forecast accurately and consistently, managing opportunities through defined sales stages with disciplined deal inspection • Drive deal progression by establishing clear next steps, mutual action plans, and executive alignment • Navigate complex, multi-stakeholder decision processes and remove blockers to close • Lead land-and-expand strategies within MidMarket accounts, identifying opportunities for additional sites, locations, use cases, and cross-sell/upsell expansion • Partner closely with Customer Success Managers (CSMs) to expand footprint, support renewals, and drive long-term account growth • Maintain executive relationships to unlock incremental budget and expansion opportunities over time • Work cross-functionally with Marketing, Product, Services, and Customer Success to drive coordinated MidMarket account strategies • Align sales execution with onboarding, delivery, and customer success outcomes to ensure successful deployments and expansion • Engage and influence stakeholders across operations, manufacturing, IT, quality, procurement, and executive leadership • Lead high-impact discovery sessions, executive presentations, demos, and onsite meetings as required

• Develop a strategic plan to source and develop business opportunities within your assigned territory and to exceed your sales goals through stakeholder mapping, prospecting, qualifying, and closing opportunities • Cultivate relationships with executive-level decision-makers and strive to become a trusted advisor and a partner at your named accounts • Generate specific opportunities at each enterprise account in response to customer requirements and unaddressed pain points • Communicate constantly with other departments such as marketing and pre-sales regarding the design and execution of campaigns to improve our internal and external processes • Use and administer available resources effectively, e.g. steering the business development and presales representatives to reach your individual sales goals. • Provide regular reporting of pipeline and forecasting to the Sales Manager • Travel to customer locations and customer-focused events regularly • Educate yourself to become an expert in SaaS products, CRM systems, and our product suite

• Partner with the Clinical Sales Manager to develop a sales strategy to drive robot utilization • Mentor surgical teams through training sessions, OR integration and da Vinci® Surgery applications • Help regional Sales and Marketing events that create system awareness and procedure adoption • Dependably manage administrative tasks, sales activities, submission of expense reports, etc.

• Develop a strong understanding of VaVa’s services, ideal client profile, target industries, and buyer personas, with the ability to clearly articulate value and fit. • Proactively source, identify, and qualify prospective clients through inbound inquiries, outbound outreach, referrals, partnerships, and creative prospecting strategies. • Research and assess prospective clients’ business needs, operational gaps, budgets, and readiness to buy to ensure alignment with VaVa’s offerings. • Create and maintain effective lead sourcing strategies and messaging across multiple channels, providing insight into which sources perform best and identifying new opportunities to test. • Manage the early-stage sales process efficiently, including initial outreach, discovery calls, needs assessments, qualification scoring, and scheduling next steps. • Own the full sales cycle from qualified lead through proposal, negotiation, close, and handoff to onboarding. • Prepare customized proposals, scopes of work, and pricing recommendations that align client needs with VaVa’s service model and internal capacity. • Maintain consistent, timely follow-up with prospects, addressing questions, concerns, and objections while guiding them toward confident decision-making. • Collaborate with the Core Team to ensure accurate expectations are set regarding timelines, deliverables, and service structure prior to closing. • Clearly communicate value, outcomes, and next steps to prospects, ensuring a smooth and professional transition from sales to client onboarding. • Maintain accurate and up-to-date CRM records, including lead sources, prospect details, sales activity, pipeline stages, proposals, and historical account data. • Track and organize sales metrics, pipeline health, conversion rates, and performance against goals. • Attend regular Core Team meetings (weekly, monthly, quarterly, and as needed) to align on sales priorities, capacity planning, and company initiatives. • Provide ongoing feedback and insights to the Core Team regarding sales process improvements, lead quality, client trends, and opportunities to optimize conversion. • Support the development and documentation of sales processes, templates, playbooks, and internal resources to improve efficiency and scalability.