• Own complex sales cycles. Lead full sales cycles from first touch through close, including discovery, solution design, scoping, pricing, proposal development, and negotiation. • Collaborate directly with leadership. Partner closely with the CEO to refine messaging, pricing, packages, and deal structure based on customer feedback and live opportunities. • Close high-impact deals. Handoff / own and close complex and enterprise-level opportunities that require trust, credibility, and multi-stakeholder alignment. • Develop mid-market ownership. Help define and transition appropriate deals from founder-led to AE-led execution, establishing clear criteria for ownership and success. • Support and coach AEs. Lead by example through joint calls, deal reviews, and live feedback, accelerating AE development through real opportunities. • Generate and manage pipeline. Balance inbound interest with thoughtful outbound prospecting, ensuring qualified opportunities are pursued with discipline and follow-through. • Build trusted customer relationships. Develop deep relationships with customers, operators, product managers, researchers, and decision-makers to understand their needs, constraints, and goals. • Create new commercial opportunities. Identify patterns in customer needs and package offerings in ways that reduce friction, accelerate adoption, and support expansion. • Translate market feedback into action. Capture insights from customers and feed them back into product, marketing, and operations to shape company direction. • Lay the foundation for scale. Document what works, refine processes, and help build the commercial muscle required to grow the team over time. • Align sales with delivery. Partner closely with Customer Success, which will own Net Revenue Retention, to ensure deals are structured for long-term success and expansion.