• Hire, develop, and lead Account Executives (AEs) to consistent attainment of on-time renewals, multi-suite expansion, and new logo expansion. • Run a rigorous operating cadence that includes weekly forecast reviews, weekly 1:1s, monthly business reviews, and quarterly business reviews with clear actions and owners and dates. • Inspect pipeline quality and deal health in Salesforce; coach to stage exit criteria, mutual close plans, MEDDPICC hygiene, risk mitigation, and slip reduction. • Approve and enforce account plans that map whitespace, executive sponsors, state initiatives, services attach, and next plays by persona; ensure governance with customers is in place and effective. • Partner with Customer Success and Services leaders to improve adoption, services attach, retention readiness, and renewal execution across the book. • Coordinate state strategy with Area leadership and the State Strategy function including stakeholder mapping, procurement vehicles, and coordinated pursuits. • Remove blockers and orchestrate overlay teams including Solution Consulting, Services Sales, and Sales Development to raise win quality on complex pursuits. • Provide market, competitive, and policy insights to inform offer structure, pricing, options, and regional GTM refinements. • Travel regularly (50–60%), including multi-state trips, to support high-impact initiatives such as advancing strategic deals, leading onsite demos, and facilitating executive workshops, especially during peak business cycles.