• Own overall SaaS revenue growth across retention, expansion, and new logo acquisition in alignment with ARR objectives • Define and execute a top-of-funnel strategy in partnership with Business Development Representatives (BDRs), Field Marketing, and Product to ensure 3–4× qualified pipeline coverage in alignment with ARR growth targets. • Develop and execute a strategic enterprise sales plan to achieve and exceed quarterly and annual ARR targets. • Own the full sales cycle — prospecting, discovery, business case development, solution qualification, and contract negotiations. • Build and manage executive-level relationships across IT, security, legal, compliance, and procurement functions to influence decision-making and ensure long-term partnership. • Drive new logo growth through disciplined territory management, precise pipeline forecasting, and consistent execution. • Lead cross-functional deal orchestration involving Platform Engineering, Product Management, and Legal to deliver tailored compliance solutions that align to customer goals. • Conduct executive briefings, demos, and presentations articulating the value of our compliance platform for data discovery, retention, and governance. • Translate complex regulatory and data governance challenges (e.g., GDPR, HIPAA, CCPA, ISO 27001, SOC 2) into tangible, technology-driven business outcomes. • Maintain CRM discipline and ensure accurate pipeline visibility, forecast predictability, and data integrity. • Mentor and develop a team of Account Executives and SEs as the sales organization scales. • Serve as a voice of the customer to influence product roadmap and ensure solution alignment with market needs. • Lead competitive takeout campaigns and proof of value engagements to establish market leadership.