• Personally source and build pipeline through consistent, high-quality outbound activity • Execute targeted outbound motions across priority accounts and buyer personas • Partner with Marketing and Partnerships, but do not rely on inbound • Maintain sufficient pipeline coverage to support predictable closes • Lead complex, high-value sales cycles from first touch through close • Navigate executive buying committees and multi-stakeholder decision processes • Build clear business cases and ROI narratives • Own procurement, legal, security, and contracting workflows end-to-end • Close fewer, larger, more complex deals with discipline and follow-through • Maintain exceptional CRM hygiene, pipeline visibility, and forecast accuracy • Run structured deal processes with clear next steps and accountability • Collaborate cross-functionally to move deals forward • Model best-in-class execution and professionalism