• Build the Enterprise GTM motion: account strategy, multi-threaded discovery, mutual close plans, and executive alignment. • Manage and coach enterprise AEs on complex deal execution: qualification, stakeholder mapping, competitive strategy, and negotiation. • Partner with Solutions Engineering, Product, and Security/Compliance stakeholders to run technical evaluations and unblock risk. • Build forecasting rigor for longer-cycle deals (stage definitions, exit criteria, inspection of deal health). • Establish standards for enterprise readiness: procurement workflows, legal/security coordination, pricing approvals, and handoff to CS. • Recruit and ramp an Enterprise team as we scale.