• Own and grow a book of dealer accounts, selling across the full Cars Commerce suite: Cars.com marketplace, Dealer Inspire digital retailing and websites, Accu-Trade, and digital media solutions • Lead discovery conversations at the dealer principal, GM, and marketing director level to understand each dealer’s operational and growth challenges • Build tailored, multi-solution proposals that tie Cars Commerce products to measurable dealer outcomes (leads, inventory turn, digital retailing performance, trade acquisition efficiency) • Manage complex, multi-stakeholder sales cycles from initial engagement through close and expansion • Develop and execute account plans across your territory to maximize penetration and revenue per rooftop • Identify whitespace — dealers not yet leveraging the full platform — and create pathways to deeper adoption • Partner with Customer Success and Dealer Success Managers to ensure seamless onboarding and expansion post-sale • Stay current on automotive retail trends, OEM programs, inventory market conditions, and competitive landscape to advise dealers as a credible industry consultant • Serve as a trusted advisor to dealer groups and multi-rooftop accounts, building long-term relationships that insulate against competitive pressure • Maintain rigorous pipeline, forecasting, and activity data in Salesforce — daily updates, accurate stage management, and 3–5x pipeline coverage • Travel regularly within your territory; this is a road-warrior role with frequent in-person dealer visits expected

• Own and grow a book of dealer accounts, selling across the full Cars Commerce suite: Cars.com marketplace, Dealer Inspire digital retailing and websites, Accu-Trade, and digital media solutions • Lead discovery conversations at the dealer principal, GM, and marketing director level to understand each dealer’s operational and growth challenges • Build tailored, multi-solution proposals that tie Cars Commerce products to measurable dealer outcomes (leads, inventory turn, digital retailing performance, trade acquisition efficiency) • Manage complex, multi-stakeholder sales cycles from initial engagement through close and expansion • Develop and execute account plans across your territory to maximize penetration and revenue per rooftop • Identify whitespace — dealers not yet leveraging the full platform — and create pathways to deeper adoption • Partner with Customer Success and Dealer Success Managers to ensure seamless onboarding and expansion post-sale • Stay current on automotive retail trends, OEM programs, inventory market conditions, and competitive landscape to advise dealers as a credible industry consultant • Serve as a trusted advisor to dealer groups and multi-rooftop accounts, building long-term relationships that insulate against competitive pressure • Maintain rigorous pipeline, forecasting, and activity data in Salesforce — daily updates, accurate stage management, and 3–5x pipeline coverage • Operate within a structured sales methodology (Sandler, Challenger, SPIN, MEDDIC, or equivalent) and be able to articulate how you apply it • Provide field-level market intelligence to product, marketing, and leadership teams • Travel regularly within your territory; this is a road-warrior role with frequent in-person dealer visits expected

• Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base in partnership with your SDR. • Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets. • Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect. • Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements. • Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives. • Collaboration: Partner with internal teams (marketing, product, customer success, etc) and external teams (GSIs, AWS, etc) to ensure a seamless experience for clients and drive long-term customer satisfaction. • Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market.

• Develop and execute strategic sales plans to achieve and exceed sales targets within the assigned territory, leveraging remote communication methods. • Build and maintain strong, long-lasting customer relationships through effective account management and exceptional customer service, primarily using email, phone calls, video messaging, and Microsoft Teams. • Identify and pursue new business opportunities to expand market share and drive revenue growth through remote engagement strategies. • Collaborate with cross-functional teams to provide tailored solutions that meet customer needs and enhance patient care. • Utilize CRM tools to manage customer interactions, track sales activities, and analyze performance metrics. • Stay informed about industry trends, competitive landscape, and emerging technologies to effectively position Medtronic's Cardiovascular Portfolio products. • Prepare and deliver compelling sales presentations and product demonstrations to healthcare professionals and decision-makers using virtual communication platforms.