• Own and grow a named territory (net-new + expansion + retention) with clear accountability to pipeline, forecast, and revenue. • Run a disciplined two-quarter cadence: execute cleanly in-quarter while consistently building next-quarter pipeline. • Lead the full sales cycle on $50K+ ACV deals — prospect → qualify → discover → multi-thread → negotiate → close. • Sell through business outcomes — build ROI narratives and tie value to measurable impact. • Multi-thread effectively — map buying groups, develop champions, engage decision-makers early. • Maintain clean pipeline hygiene and accurate forecasting. • Partner cross-functionally (SDR, Marketing, Product) to accelerate deals. • Apply structured qualification (BANT minimum, MEDDPICC or similar ideal) to reduce risk and drive predictability.