• Own the full sales cycle: discovery → evaluation/sandbox → technical validation → close. • Convert qualified self-serve users into sales-assisted opportunities; drive trials and decision-making. • Build pipeline via targeted outbound in parallel with inbound conversion. • Multi-thread deals, map stakeholders, manage timelines, and maintain accurate forecasting. • Communicate technical concepts clearly (APIs, integrations, workflows) and partner with technical teammates as needed. • Document and refine playbooks: ICP, qualification, objection handling, evaluation criteria, and repeatable messaging.