• Own and lead all sales activities, including new customer acquisition, renewals, and expansion (upsell and cross-sell) initiatives • Design and implement standardized sales processes, including CRM discipline, pipeline management, forecasting, and qualification frameworks • Execute pricing normalization strategies across new and renewing customers • Drive adoption and revenue growth of payroll processing and HRMS modules within the existing customer base • Develop and execute account-based sales strategies tailored to broadband and telecommunications contractors • Leverage AI-native sales and marketing tools to improve lead qualification, pipeline velocity, forecasting accuracy, and customer targeting • Partner with marketing to apply AI-driven insights to account prioritization, messaging, and campaign performance • Continuously evaluate and implement modern sales technologies to increase efficiency, consistency, and scalability across the go-to-market function • Build repeatable sales playbooks and reduce dependency on founder-led demos and deal closings • Establish and grow strategic channel partnerships (e.g., GIS providers, industry consultants, and utility ecosystem partners) • Collaborate closely with product, operations, and leadership to align sales execution with broader business objectives