- Lead, coach, mentor, recruit, and develop a team of 7 to 10 strategic AEs.
- Adapt and standardize the sales process for platform deals, and improve win rate, deal size, velocity, and no-decision outcomes.
- Coach reps to use confident storytelling, customer co-selling, in-person plays, and executive sponsorship in strategic deals.
- Build and measure outbound prospecting and ABX pipeline programs with Marketing, field teams, strategic SIs, alliances, and partners.
- Ensure AEs are fluent in agents, MCP, and Ora, and partner with specialists, CS, PS, and partners to move interest into production use.
- Feed successful use cases, personas, and objections from the field back to Product.
- Scope partner deals as platform deals and hand off customers with clear adoption plans to Account Management and Customer Success.
- Inspect pipeline weekly, identify risk early, maintain accurate CRM data, and base capacity and hiring plans on pipeline supply.
- Use AI to identify deal risk and forecast gaps, accelerate account research and call coaching, and personalize outreach.
- Target new market segments, verticals, and use cases, and provide field insight on pricing, including AI pricing.
Artificial Intelligence