• Build, coach, and develop a high-performing team while leading all core people-management responsibilities (hiring, onboarding, evaluations, coaching, corrective action, timecards, PTO) • Manage and report team performance using key metrics, ensuring accountability to quality and operational standards • Identify training needs and drive continuous improvement by developing team skills and optimizing processes • Foster a culture of teamwork and trust while maintaining open communication with leadership on morale, feedback, challenges, and opportunities • Lead daily sales execution across all service lines with accountability for quarterly and annual revenue targets • Convert growth goals into clear activity plans, territory focus, and weekly execution rhythms • Partner with the CRO on forecasting accuracy, pipeline health, and prioritization of high-value opportunities • Ensure strong execution of inbound lead handling, outbound prospecting, competitive takeovers, and pipeline advancement • Reinforce standardized sales processes for qualification, discovery, proposals, and closing • Conduct weekly pipeline reviews, call coaching, and activity/performance assessments • Ensure CRM accuracy and consistent use of AI initiatives, workflows and reporting • Improve lead response time, qualification, and follow-up quality for inbound opportunities • Develop outbound strategies aligned to key growth lines of business • Collaborate with Marketing on targeting, messaging, and campaign alignment • Create momentum by balancing inbound demand with proactive outbound pursuit of strategic accounts and competitive targets • Partner closely with Lighthouse leadership and department heads (Sales, Operations, Marketing, Finance) to align customer engagement, pipeline development, and go-to-market strategies • Engage directly in high-value customer interactions — including calls, demos, presentations, and negotiations — to deepen relationships and accelerate revenue opportunities • Monitor customer insights, competitive dynamics, market trends, and emerging opportunities to inform strategy and support geographic or segment expansion • Provide weekly updates to leadership on pipeline performance, risks, competitive insights, and recommended actions