• Own a Select territory of upper mid‑market / lower enterprise accounts, with full accountability for new business and expansion quota • Drive full-cycle sales: prospect, qualify, run discovery, orchestrate evaluations, negotiate, and close multi-stakeholder deals • Position Ironclad as a strategic platform, not just a point solution — tying our value to revenue acceleration, risk reduction, and operational efficiency • Run complex, multi-threaded deal cycles that engage Legal, Procurement, IT, Sales, Finance, and executive sponsors • Partner closely with Solution Engineers to design tailored evaluations and demos that reflect prospects’ real contract workflows and systems • Leverage partners and alliances (implementation partners, GSIs, and advisory firms) to source pipeline, co-sell, and increase win rates in your territory • Contribute to early vertical and international plays, especially in Select-relevant areas like Industrial and International Growth segments • AE focused prospecting, using data and segmentation to prioritize accounts and focus efforts where you can have the biggest impact • Forecast accurately and run disciplined deal management in Salesforce, providing clear visibility into pipeline, risks, and upside • Collaborate cross-functionally with Marketing, Sales Development, Customer Outcomes, Product, and Partnerships to improve coverage, messaging, and GTM motion in the Select segment • Act as the voice of the customer, bringing feedback from your accounts back into Product and GTM teams to help shape roadmap and positioning