• Own pipeline creation and opportunity development within enterprise and strategic accounts. • Execute multi-threaded deal cycles across users, buyers, and executive sponsors (VP Eng, CIO, CTO). • Lead discovery, value articulation, and ROI framing using Ciroos’ differentiated capabilities. • Partner with Solutions Architecture to shape high-impact trials and proof-of-value engagements. • Navigate enterprise security reviews, privacy assessments, AI questionnaires, InfoSec questionnaires, and architecture deep dives. • Work with customers to define success criteria, adoption plans, and rollout patterns. • Strategic Account Management: Build long-term relationships with senior engineering and IT leaders. • Maintain rigorous account plans with clear engagement strategies, competitive positioning, and growth roadmaps. • Keen understanding of customer tech stacks and apply that context to position Ciroos to deliver the most value for customers. • Maintain accurate CRM hygiene, forecasts, MEDDIC/MEDDPICC documentation, and pipeline discipline. • Collaborate with marketing to optimize demand generation and ABM programs. • Influence pricing, packaging, and deal structures.