• Build Your Own Pipeline: Generate the majority of your pipeline through strategic outbound prospecting, executive networking, and referrals at companies with $5B+ in revenue. • Target Enterprise IT Infrastructure Buyers: Identify and engage VP-level and above stakeholders in IT operations, infrastructure, data movement, security, and compliance, the people who own the problem Files.com solves. • Master the Product: Become a true Files.com expert, understanding the platform's architecture, security model, compliance capabilities, and integrations at a level that earns credibility with the most technical buyers. • Run Discovery with Infrastructure Depth: Surface the real pressures that enterprise IT teams face, including legacy modernization, compliance risk, and operational complexity, and connect them to clear business value. • Close the Biggest Deal Possible: Think strategically about enterprise-wide value, structure large multi-department contracts, and close deals that reflect the full scope of what Files.com can do for an organization at scale. • Navigate Complex Deals: Maintain deal control across IT leadership, security teams, procurement, and executive sponsors, keeping alignment and momentum across long, multi-stakeholder sales cycles. • Forecast and Execute with Discipline: Build, maintain, and accurately forecast a healthy pipeline, consistently achieving or exceeding quota.