Role Description We are seeking a Sales Manager (Player-Coach) to scale our higher education go-to-market team, strengthening pipeline creation, deal execution, and team performance as we grow. This role is a two-phase leadership position: - Carry a personal quota for one complete sales cycle to build credibility and product fluency. - Lead the team through pipeline reviews, CRM discipline, structured opportunity inspections, and hands-on deal coaching. - Support the team’s core operating rhythms in close partnership with the VP of Revenue. - Transition into full-time people management, owning day-to-day team leadership, coaching, and developing reps. - Address performance gaps and strengthen cross-functional alignment with Marketing and Product. - Drive overall team performance, pipeline hygiene, opportunity strategy, and forecast accuracy. - Build a high-performing sales culture that scales. - Recruit and hire top sales talent. This position offers a unique opportunity to build and scale the higher-ed GTM engine at a pivotal moment, shaping how Mantra shows up in the market. Qualifications - 8+ years in SaaS or technology sales. - 5+ years selling into higher education (Student Affairs, Student Success, Wellness, or related departments). - 1-2 years in formal or informal leadership capacity (player-coach or frontline sales leader). - Startup or growth-stage company experience. - Proven ability to close complex, multi-stakeholder deals in the high six-figure ACV ranges. - Strong CRM discipline (Salesforce preferred) and a track record of forecast accuracy. - Demonstrated alignment with Mantra’s values, including leading by example and building accountability systems that help a team thrive. Requirements - Clear and direct communicator. - Self-starter with strong ownership. - Comfortable with ambiguity. - Team-first partner. - Sales Coach & Performance Bar Raiser. - Sales Leadership & Team Building. - Complex Sales Execution. - Pipeline Management & Forecasting. Benefits - Compensation: The base annual salary for this role is $140,000, eligible for commission. - Stock Options. - Medical, vision, and dental coverage for employees, spouses, and dependents. - 401(k). - Flexible work location. - Generous personal time off, sick days, jury duty days, and bereavement. - Three week sabbatical and $3,000 stipend after five years of continuous full-time employment. - Inclusive parental leave, equal for all parents. - $1,000 new-parent mental wellness benefit. - Commuter card, if you commute. - Access to One Medical. - Healthcare & Dependent Care FSA and HSA.

• Develop and implement effective sales strategies and plans to exceed sales targets within the assigned territory. • Proactively identify and pursue new business opportunities and market trends and capitalizing on them to drive revenue growth. • Build and maintain a sales pipeline, with a consistent focus on new customer acquisition, opportunity creation and closure. • Conduct market research and competitive analysis to stay ahead of the competition. • Actively engage channel partners with a focus on sales and market share growth; hold them accountable for sales targets, activity levels, and joint business development plans. • Maintain strong relationships with existing key customers. • Understand customer needs, provide technical expertise, and offer solutions that align with their requirements. • Address customer concerns and issues promptly, ensuring high levels of customer satisfaction. • Prepare regular sales reports, including sales activity, customer feedback, and Factory Automation market trends analysis. • Provide accurate sales forecasts and participate in the annual budgeting process. • Stay up to date with industry trends, market developments, and emerging technologies related to the (FLMC). • Collaborate with the FA Business Manager to align new product development with evolving market needs and technological demands. • Develop a deep understanding of (FLMC) product portfolio supporting Industrial Automation Industries. • Conduct product presentations and demonstrations to customers, showcasing the value proposition of Emerson's products and solutions.

• Own the full enterprise sales cycle from prospecting through contract execution • Develop and execute a growth strategy focused on health plans, TPAs, providers, and benefit administrators • Build relationships with executive decision-makers and position InsightPro and MDI's operational solutions to solve complex business challenges • Maintain an accurate sales pipeline and forecast for executive leadership • Represent MDI NetworX at industry conferences and client events • Partner with operations and client services to ensure smooth client onboarding and long-term success • Develop scalable sales processes, pricing strategies, and sales playbooks • Help define and build the future sales organization

• Grow Nucleus across your territory (California) by bringing on IVF clinics, fertility networks, Academic Medical Centers, and labs. • Be the go-to expert for REIs, OB/GYNs, Lab Directors and practice leadership. • Make Nucleus feel like a seamless part of clinical care, for both our partners and our patients. • Bring what you hear from clinics back to product, design, and engineering to shape what we build.