- Lead, manage, and develop Strategic and Enterprise account executive teams, overseeing Enterprise through managers and directly leading the Strategic team.
- Define the go-to-market strategy for large accounts, including account selection, coverage, engagement, and close processes.
- Build and maintain a quality pipeline and own bookings, win rates, average contract value, and cycle time across both segments.
- Support and coach strategic deals through discovery, pilots, proposals, and close.
- Require account mapping by practice area, office, and user before substantive conversations, and economic buyer access before pilots.
- Build and deploy competitive displacement playbooks.
- Recruit, onboard, and retain account executives and front-line managers; establish coaching and deal inspection cadences.
- Apply MEDDPICC and Mutual Action Plans across deals to improve qualification, forecast readiness, and customer accountability.
- Partner with Customer Success, RevOps, Marketing, PMM, and Product on handoffs, forecasting, competitive positioning, and field feedback.
- Own the segment forecast, present it to the CRO, and contribute to board-level GTM reporting and executive planning.