• Own and deliver the regional ARR target through a team of Mid-Market AEs. • Maintain a high-quality pipeline across the region, ensuring coverage, velocity, and deal progression. • Forecast accurately and communicate risks and upside clearly. • Hire, onboard, and ramp Mid-Market AEs across the East Coast Region. • Coach reps on discovery, deal strategy, objection handling, and executive-level selling. • Run regular 1:1s, pipeline reviews, deal reviews, and forecast calls with rigor and consistency. • Support AEs on complex deals involving multiple stakeholders, longer sales cycles, and broker-influenced motions. • Work closely with Solutions Engineering, Implementation, Product, Marketing, and Leadership to unblock deals and improve the sales motion. • Develop and execute a regional plan that includes broker coverage, pipeline generation, and strategic account targeting. • Travel as needed to support reps, brokers, and key opportunities.