- Build and execute a strategic territory plan to generate a net-new pipeline.
- Maintain 3x pipeline coverage, forecast honestly, and take full accountability for results.
- Source a meaningful share of own pipeline through outbound sequences, ICP targeting, and industry conferences.
- Run a disciplined sales process using MEDDPICC to qualify and advance opportunities.
- Leverage AI tools for call preparation, discovery frameworks, positioning, and pipeline pattern analysis.
- Engage stakeholders from General Managers to C-suite and position an integrated platform versus point solutions.
- Represent Lighthouse at industry events to build brand awareness.
Business DevelopmentSaaS