• Own the full sales cycle from prospecting and qualification through negotiation and close, with clear accountability for advancing deals and closing revenue • Manage complex, multi-stakeholder sales processes with long deal cycles, often without clearly defined buying paths • Proactively identify the economic buyer, decision process, and success criteria early in the sales cycle • Build and maintain strong relationships with executive-level buyers and cross-functional stakeholders across security, IT, operations, and retail organizations. • Create and execute account strategies that move opportunities forward with clear next steps, decision timelines, and documented mutual action plans • Drive urgency by proactively managing timelines, risks, and decision points – not waiting for customers to create momentum. • Operate effectively in an environment where products, pricing, and messaging are evolving, providing feedback to help refine our go-to-market approach. • Collaborate closely with Marketing, Product, Customer Success, and Leadership to align on deal strategy and remove blockers • Accurately forecast pipeline and revenue, keeping CRM data up to date and maintaining high forecast discipline. • Identify and communicate customer needs, feeding insights back into product and go-to-market teams to influence roadmap and positioning • Alignment with the core Digimarc values: collaborative, curious, and courageous