• Build and execute territory strategy across enterprise accounts. • Maintain 4–5x pipeline coverage and deliver predictable outcomes. • Navigate large matrixed organizations with technical and business stakeholders. • Own multi-threaded sales cycles involving automation, architecture, workflows, security, and ROI. • Use advanced sales methodologies (MEDDPICC, Command of the Message, Challenger, SPICED). • Develop champions and create urgency across C-suite, operations, and IT. • Leverage a modern sales tech stack (Salesforce, Gong, Outreach, ZoomInfo, 6sense, Clari). • Use GenAI tools + Observe.AI’s intelligence platform to: • Establish repeatable patterns and industry playbooks. • Provide structured insights to Product, Engineering, CX, and Marketing.