- Own the complete sales process for the Agent Identity Security business: outbound prospecting, qualification, discovery, solution presentation, negotiation, and close.
- Build and manage a healthy pipeline of enterprise opportunities, maintaining accurate forecasting and stage discipline in CRM.
- Work hand-in-hand with core-business AEs to develop account plans for priority target accounts, including executive stakeholder maps and multi-threaded engagement strategies.
- Drive urgency and deal velocity without compromising deal quality or customer fit.
- Achieve and exceed quarterly and annual revenue targets.
- Collaborate with Marketing to build outbound campaigns to develop net-new pipeline.
- Work with Marketing and Product Management to translate product positioning into targeted messaging for defined ICPs; be the feedback loop back to Product and Marketing with what messages are resonating in the market.
- Work with the core Sales team, to identify and capitalize on pipeline opportunities created through AppViewX’s existing customer relationships and field presence.
- Participate in industry conferences, cybersecurity events, and community forums to generate leads and build market presence.
- Document processes: discovery frameworks, qualification criteria, objection handling, competitive positioning, etc. Help build the playbook for future hires.
- Maintain CRM hygiene and pipeline discipline.
- Collaborate with the AppViewX sales team to identify cross-sell and joint deal opportunities without stepping on existing customer relationships.
- Partner closely with the CEO, CPO, and GTM leadership to refine ICP targeting.
- Work with Customer Success and Solutions Engineering to ensure smooth handoffs and a strong post-sale experience.
- Feed market intelligence back into product roadmap conversations: what buyers are asking for, where deals are getting stuck (and why), and what competitors are doing in the market.
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