• Own revenue growth: Develop and execute a scalable sales strategy that delivers predictable ARR growth across enterprise, mid-market, and federal segments, focusing on new customer acquisition and strategic expansions. • Lead and inspire: Build, train, mentor, and retain a high performing sales organization focused on execution, accountability, urgency, and teamwork, leading by example across all core sales functions. • Drive predictable sales outcomes: Perform data-driven forecasting, pipeline management, and sales strategy execution to consistently achieve sales targets across segments. • Achieve operational excellence: Refine, assess, and establish scalable sales processes that continuously improve forecast accuracy, pipeline analysis, conversion rates, deal sizes, and velocity. • Close high-value opportunities: Successfully navigate complex sales processes and negotiations in strategic accounts, including the ability to establish deep relationships and rapport with C-suite sponsors and decision makers and to aid in closing large six- and seven-figure deals. • Partner across all teams: Foster cross-departmental collaboration, including working with Marketing on pipeline generation and campaign strategies, with Product on prospect and customer feedback loops to inform the roadmap, and with Customer Success on expansion opportunities and customer retention. • Refine GTM strategy: Help define target segments, pricing models, and sales plays based on data-driven insights. • Comprehensive, consistent reporting: Deliver executive- and board-level reporting on sales performance on a weekly, monthly, and quarterly basis, measuring against key performance indicators and progress to goals. • Data analysis and insights: Provide insights on sales dynamics, risks, and opportunities derived from a deep understanding of sales and pipeline data, with the goal of informing refinements in the overall GTM and product strategy. • Planning and budgeting: Participate in planning exercises to align resource allocation, sales compensation and territory plans, and sales budget with bookings targets and company goals.