Role Description The Sales Director – Health Plans will report directly to the Chief Growth Officer and be responsible for driving new business growth across the Southeast territory. This role will lead strategic sales efforts for Vatica Health and Cozeva's Risk Adjustment, Quality, and population health platform solutions, developing and expanding relationships with health plans and other key stakeholders. The Sales Director will own a designated territory, execute territory growth strategies, exceed revenue targets, and collaborate cross-functionally to deliver exceptional client outcomes. The ideal candidate has at least 5 years of successful healthcare sales experience, preferably selling to health plans, along with a proven track record of consistently exceeding quota and building executive-level relationships. - Achievement of defined business segment bookings, revenue, and margin targets. - Development and execution of a business plan and sales strategies that align with the overall business strategy. - Develop and grow key customer relationships with target accounts. - Maintain a high level of product and market knowledge. - Participate in cross-functional teams that support all customer-facing roles within the assigned territory. - Broker and negotiate complex contracts in large national and regional payer accounts. - Drive direct client sales focused on net new logos as an expert prospector, routinely establishing contacts, gaining referrals, and booking appointments with target accounts. - Sell to senior leaders and C-level executives at National and Regional Health Plans. - Manage and prepare sales support for key prospect meetings (both onsite and via telephone). - Full accountability for pursuing and completing RFI/RFPs. - Contract review and management (MSA, SOW, SLAs). - Provide meeting and trade show support as required, including scheduling required executive meetings and attending key industry trade events (e.g., AHIP, RISE, Risk Adjustment Summits, Blues Summit). Qualifications - Minimum of 5 years of senior level sales experience in Health Plans required. - Proven history of building strategic relationships, selling and closing complex deals within the Health Plan/Payer market. - Demonstrated success leading sales strategy and revenue growth within value-based care, with deep expertise in quality, risk adjustment, and related care delivery funding models. - Bachelor’s degree required; advanced degree preferred. - Experience selling within complex environments required. - Strong analytical, creative problem-solving, and presentation skills. - Strong communication skills, both written and verbal. - High degree of personal organization, time management, and ability to multi-task. - Must be comfortable working in a fast-paced, high-demanding environment. - Ability to travel 50-75%. Competencies - Drives Results, Vision, and Purpose - Plans and Aligns, Resourcefulness - Communicates Effectively - Instills Trust, Demonstrates Self-awareness & Interpersonal Savvy - Strategic Mindset - Situational Adaptability & Flexibility Benefits - Competitive salary based on your experience and skills. - Bonus Potential (based on role and is discretionary). - 401k plans. - Comprehensive Medical, Dental, and Vision insurance plans. - Tax-free Dependent Care Account. - Life insurance, short-term, and long-term disability. - Excellent PTO policy. - Great work-life balance environment. - Strong supportive teams. Salary Information The base salary range for this role is $135,000 to $150,000, with an estimated total compensation ranging from $300,000 to $325,000 (annualized USD).

Role Description The Field Sales Rep will be responsible for identifying and securing new sales opportunities, building relationships with clients, and driving revenue through effective sales strategies. Responsibilities include: - Promoting Cycling Frog’s product lines - Working closely with the marketing and product teams - Delivering proof of concept and inspiring others to follow - Directly selling into 100+ dispensaries - Analyzing market trends and developing account strategies - Ensuring alignment on company objectives with cross-functional teams - Accountable for a world-class battle plan that will exceed monthly and quarterly KPIs - Managing the overall selling process with daily, weekly, and monthly cadences - Growing the Cycling Frog edible and beverage portfolio within the dispensary marketplace - Maximizing points of distribution (PODs) and feature/display opportunities Qualifications - Proven experience in sales, lead generation, and account management - Strong networking and relationship-building skills - Knowledge of market research, sales strategies, and customer engagement techniques - Proficiency in communication, both written and verbal - Time management and organizational skills - Proficiency in VIP-CRM tools and sales software - Bonus qualifications include experience in the cannabis or beverage industry - Bachelor’s degree in Business, Marketing, or a related field is preferred but not required - Must have independent transportation Requirements - Responsible for sell-in, order placement, stock management, and display management of Cycling Frog in your 100+ dispensary book of accounts - Develop and manage all dispensary bottom-up sales forecasting that will feed the KPI deliverables - Work with our distributor (beverage) and fulfillment (edibles) to identify areas for growth - Develop market-specific marketing and promotional plans with Sales leadership and Brand teams - Lead all local dispensary chain sales account sell-in and strategic planning - Identify major non-buy accounts and develop plans to gain distribution - Visit 40-50 accounts per week - 150 accounts per month - Educate and promote Cycling Frog products in dispensaries - Conduct in-store and event samplings to build brand awareness - Work within VIP/Karma, & Distru/Headset/Bridge Nexus to communicate opportunities Benefits - Comprehensive benefits (medical, vision, and dental insurance, FSA/HSA for eligible plans, life insurance, EAP, and more) - Five weeks PTO & three paid holidays per year - Employee discount program - Fully stocked kitchen for on-site roles - 401(k) plan

• Drive revenue growth and market share across the Southern & Eastern Africa sub-region through strategic customer engagement and new business development. • Develop and execute a comprehensive account and territory plan, with the ability to formulate and implement strategic growth initiatives. • Create and articulate compelling value propositions that clearly demonstrate the impact of Ookla’s solutions. • A hands-on sales professional, actively overseeing and contributing to all stages of the sales cycle—from lead generation and solution positioning to proposal development, negotiation, and closure. • Demonstrated success in selling SaaS-based network performance and analytics solutions, with a strong grasp of business strategy. • Exhibit strong leadership capabilities, with a proven ability to drive actions, inspire teams, and align stakeholders to achieve commercial goals. • Possess an established network within the telecommunications ecosystem, including operators, regulators, and strategic partners. • Fluency in English is required; French proficiency is a strong advantage. • Highly collaborative and effective as a team player in a fast-paced, cross-functional environment. • Willingness and flexibility to travel across Africa (50–70%) as part of client and partner engagement.

• Focus on data-related sales opportunities • Develop and manage a growing book of business across assigned region • Drive business and technical relationships • Help define and identify key opportunities, markets, contract vehicles and solutions • Establish deep business and technical relationships through knowledge of customer's mission and environment • Drive revenue and market share in assigned region • Develop and execute against a comprehensive account/territory plan • Create & articulate compelling value propositions around Ookla data services • Accelerate customer adoption • Maintain a robust sales pipeline • Facilitate contract negotiations • Develop long-term strategic relationships with key accounts • Ensure customer satisfaction • Moderate travel for in-person client meetings • Drive product innovation through thorough understanding and representation of customer and industry trends/needs