• Coach, motivate, and influence a direct sales team to exceed quotas specifically within the Financial Services sector • Conduct weekly 1:1s to review commits, pipeline, and performance, with an emphasis on navigating the long procurement cycles and compliance hurdles typical of FinServ • Actively engage in sales cycles as a "selling leader," helping AEs navigate complex stakeholder maps (including CTOs, Compliance Officers, and Risk Managers) • Provide feedback to cross-functional departments as the "voice of sales" regarding specific FinServ product needs (e.g., call recording compliance, security encryption, and AI-driven data privacy) • Build and enhance customer relationships at the executive level within mid-market financial institutions • Identify needs for and drive process improvements to shorten the sales cycle within highly regulated industries • Mentor and develop direct reports, setting the example in character, commitment, and specialized industry knowledge.