- Own enterprise sales cycles from discovery and stakeholder mapping through proposals, negotiation, and close.
- Build relationships with executive and operational stakeholders across strategic accounts.
- Manage deals from $20K to $200K ARR, create mutual close plans, maintain forecasts, and drive commercial and legal steps to signature.
- Develop account plans with organization maps, stakeholder timelines, entry strategies, and competitive context.
- Generate pipeline through industry events, warm introductions, targeted outreach, and personal networks.
- Run structured discovery across multiple personas to identify workflows, pain points, and business impact.
- Build and present business cases for non-technical executives and operational buyers.
- Partner with Solutions and Customer Success on evaluations, proof phases, and account handovers.
- Share market feedback with Product and Engineering and use internal sponsorship and referral networks to support sales.
Negotiation