• You will be fully responsible for the BDI portfolio in your assigned sales territory and support our customers (interventional radiologists & angiologists as well as vascular surgeons) throughout the purchasing process, with the goal of strengthening BD as a brand and expanding the reach of our solutions. • At the same level as the clinical team, you will comprehensively and competently manage our existing customers and prospective customers, always acting as a friendly point of contact and placing particular emphasis on continuously developing these relationships. • In this context, you will develop promising strategies for further market development, execute various initiatives as part of new product launches, and thereby steadily increase the market share of BDI products. • Naturally, you will continuously monitor the overall market and our competitors and derive useful optimization measures from your observations. • Last but not least, you will work closely with internal specialists from various departments as well as external key opinion leaders and represent our company at trade shows and conferences.

• Orchestrate and close profitable growth contracts that exceed $1M in committed annual revenue selling as a team. • Establish executive relationships within prospect, customer, and partner accounts. • Become a subject matter expert in digital identity, fraud prevention, and trusted online transactions. • Develop and execute custom account plans for each assigned account. • Independently own a successful outbound pipeline generation strategy. • Professionally manage daily deal progression activities with a sense of urgency. • Lead the review and negotiation of contractual agreements in partnership with Legal. • Perform business reporting and forecasting duties within Salesforce and company systems. • Communicate effectively in writing leveraging Slack, Google Suite, and email. • Collaborate with Product, Engineering, Finance, and other teams outside of GTM to improve our company and take advantage of market opportunities.

• You will find, create, facilitate, and close new business opportunities in your assigned accounts • Represent and sell the full suite of Top Hat and approved partner products and services, including Top Hat’s digital textbook content and SaaS platform • Effectively position & message Top Hat’s value proposition to professors or department leaders, using a mixture of inside and outside sales techniques • You will work closely with Customer Success Managers and internal product and marketing partners to ensure a great customer experience for professors and to maximize revenue growth

• Defining critical markets and new customers in the assigned sales territory • Planning strategy and developing all key relationships to ensure strong foundation for solution selling • Maintaining and promoting relationships with customer contacts • Ensuring customer satisfaction as it pertains to supply chain management and other value-added services