• Own a portfolio of 100+ accounts and run a disciplined cadence of engagement across renewal timelines, adoption milestones, and expansion triggers • Drive Liquibase adoption by ensuring complete consumption of licensed seats and capabilities—full consumption guarantees renewals and unlocks expansion • Build trusted-advisor relationships with team leads, engineering managers, directors, and VPs of Engineering • Manage the full renewal cycle: protect existing revenue, convert customers to multi-year agreements, and negotiate favorable terms • Identify and close expansion opportunities through genuine understanding of customer challenges and where Liquibase can deliver additional value • Leverage self-service onboarding materials and light-touch enablement to guide customers through adoption, engaging Technical Advisors when accounts need deeper technical assistance • Conduct all customer engagement virtually via Zoom—minimal travel required • Execute a high-cadence territory plan across your portfolio, prioritizing accounts by renewal date, adoption health, and expansion potential • Manage pipeline and revenue forecasting with discipline and accuracy • Maintain customer and deal information in HubSpot • Align with VP of Customer Success on territory strategy and account priorities • Partner with Technical Advisors to accelerate product adoption in accounts that need hands-on technical enablement