• Own your territory and drive results: Exceed revenue targets by managing a full sales cycle—from prospecting to closing.  • Build pipeline: Make prospecting an integral part of your regular routine. Consistently add new prospects and maintain a healthy 12-month pipeline.  • Drive complex sales: Navigate a 6–12 month mid-market, SaaS sales cycles with multiple stakeholders.  • Collaborate cross-functionally: Develop positive relationships and work closely with Business Development, Marketing, Professional Services, Finance, Engineering, other departments and Channel Partners. Effectively and efficiently deploy D2L resources at appropriate stages in the sales cycle to advance the sales process. • Participate in proposals: Take an active role in the RFP process. Prepare written presentations, reports and price quotations. Participate in contract negotiations.  • Professional development and upskilling: Continuously improve your product knowledge and selling skills through self-learning, Revenue Enablement-hosted initiatives and other training opportunities. Be well informed about current industry trends and be able to talk intelligently about those trends in the context of your territory.  • Leverage CRM: Use Salesforce to track activities, manage pipeline, and report accurately • Partner engagement: Understand the D2L Partner relationships and how they relate to D2L sales.  • Represent D2L: Attend and participate in sales meetings, product seminars, conferences and trade shows. • Travel: Travel up to 40%.