• Translate company strategy into clear team objectives, individual performance expectations, and actionable sales plans • Communicate pipeline health, forecast accuracy, and performance gaps with transparency to leadership and team members • Simplify complex sales situations and provide decisive direction during critical deal moments • Develop AEs through structured feedback, call reviews, and performance plans that elevate execution and consistency • Identify skill gaps and implement targeted training interventions that drive measurable improvement • Make difficult decisions quickly, including performance improvement plans and terminations, when standards aren't met • Focus relentlessly on the metrics that matter: quota achievement, deal velocity, win rates, and team retention • Demonstrate urgency in removing blockers and solving problems that impact revenue