Key Responsibilities 

• Revenue Ownership: Build and deliver on monthly/quarterly/annual bookings targets; maintain accurate forecasts and pipeline health. 
• Strategy & Planning: Define territory/segment plans, ICPs, pricing/packaging inputs, and campaign priorities; allocate quotas and coverage. 
• Team Leadership: Hire, onboard, and coach AEs/SDRs; run weekly pipeline reviews and monthly 1:1s; enforce consistent sales process. 
• Deal Leadership: Support complex negotiations, approvals, and procurement; unblock deals and improve win rates. 
• Performance Ops: Own CRM hygiene, stages, and forecasting cadence; partner with RevOps on dashboards and funnel conversion. 
• Cross-Functional Alignment: Work with Marketing on demand gen and with CS on handoffs/expansion paths; relay market feedback to Product. 
• Financial Discipline: Track CAC, payback, discounting, and productivity; optimize channels and mix for efficient growth. 
• Executive Reporting: Present results, risks, and plans to leadership; communicate insights on market trends and competitive moves.

Required Qualifications 

• 5–8+ years in B2B sales with 2–4+ years leading AEs/SDRs; track record of hitting team quotas. 
• Bachelor’s degree or equivalent experience; MBA is a plus. 
• Strong command of sales methodologies  and structured pipeline management. 
• Proficiency with CRM and revenue analytics tools. 
• Experience negotiating commercial terms and navigating procurement/Legal.