• Personally close 10-13 mid-market corporate accounts ($50M-$200M+ in AP spend) annually • Run your own pipeline: prospecting, discovery, demos, proposals, and closes • Lead by example—your team will see you in the trenches daily • Create and maintain sales playbooks, scripts, objection handling guides, and enablement materials • Implement structured onboarding: new hires are productive within 30 days with clear milestones • Ensure team members are set up on existing systems (dialers, call recording, CRM workflows) within their first week • Run weekly roleplay sessions and call reviews—no exceptions • Deliver weekly metrics reports to leadership covering activity, conversion rates, and pipeline progression • Hold weekly team meetings focused on: Metrics Review, Roleplay/Skills, and QA • Ensure SDRs are booking 3-4 qualified meetings per week within 60 days of hire • Track and report on: calls made, emails sent, conversations, meetings set, meetings held, opportunities created, proposals sent, and closes • Identify underperformance early and address it directly—coaching or exiting within 90 days • Ensure 100% of sales activities are logged in Salesforce—pipeline hygiene is non-negotiable • Leverage existing tools (Salesforce, ZoomInfo, call recording, email automation) before requesting new ones • Build dashboards and reports that provide real-time visibility into team and individual performance