• Own the full renewal cycle, including pricing, value-based conversations, and contract negotiation • Drive revenue growth through strategic upsells, cross-sells, and account expansion opportunities • Proactively identify and execute expansion opportunities within a book of existing mid-market and enterprise customers • Increase ACV at renewal by clearly articulating ROI and aligning solutions to evolving customer needs • Sell new Adaptive product SKUs into existing accounts while maintaining strong retention outcomes • Build and maintain trusted relationships with key stakeholders across technical teams, security leadership, and the C-suite • Lead complex, multi-stakeholder deal cycles and negotiate strategic, multi-product agreements • Partner closely with Customer Success, Product, and Sales leadership to refine growth playbooks, forecasting, and the transition from net-new to expansion ownership