- Own the Enterprise expansion quota and allocate it across the team by account.
- Build strategic account plans, stakeholder maps, and sequenced product roadmaps.
- Own gross retention and lead defense plans for at-risk contracts and re-procurements.
- Manage commercial paths for expansions, including contract modifications, change orders, cooperative purchasing, and new procurements.
- Hire, coach, and hold Enterprise Account Managers accountable; establish the team’s operating rhythm and playbook.
- Own executive relationships and run Strategic Partnership Reviews with strategic accounts.
- Deliver expansion and retention forecasts and maintain segment-level revenue and account data.
- Lead new-product introductions to Enterprise customers, from design partners and readiness gates through paid contracts and references.