• Own and expand a portfolio of named strategic PCC accounts representing $500k+ in ARR potential • Develop, manage, and close complex SaaS sales cycles spanning 6–12 months, from discovery to contract • Build strategic account plans and land-and-expand playbooks aligned to customer business goals • Generate pipeline through direct outreach, LinkedIn, referrals, and close collaboration with ABM and SDR teams • Engage executive-level stakeholders including CEOs, COOs, CAO’s, and CTO’s • Lead RFI/RFP responses, procurement navigation, and negotiation of pricing, terms, and co-term structures • Collaborate with Product, SME’s, and Partner Success to shape solutions and ensure delivery readiness • Maintain disciplined forecasting and CRM hygiene in Salesforce, including pipeline coverage and close date accuracy • Present customer business cases using program-specific data (e.g., licensing alignment, QRIS impact, staff outcomes) • Identify regional or state-level grant and subsidy trends to support compliance-forward sales positioning • Participate in pilot program design, center-level rollouts, and stakeholder enablement • Serve as a voice of the customer in cross-functional planning and product feedback loops