• Consistently build and maintain a pipeline at 4x of quota, targeting a monthly addition of $400k in new opportunities. • Manage the end-to-end sales process from lead generation and initial outreach to closing high-value deals across a diverse account mix. • Complete and iterate on detailed account plans for Tier-1 agencies (DOE, SEC, etc.) to ensure long-term growth and 95% customer retention. • Apply MEDDPICC methodology to all opportunities in the forecast to ensure high win rates and predictable revenue. • Partner closely with Sales Engineers (SEs) and Capture Managers, ensuring all team members are fully prepared for every sales interaction. • Maintain meticulous Salesforce hygiene, ensuring all records, activities, and forecasts are updated weekly.