- Build, lead, coach, and scale a squad of 6–8 field account executives and sales support across a defined territory.
- Recruit, develop, and retain sales talent, and run a coaching cadence that includes ride-alongs, deal reviews, and 1:1s.
- Own the territory revenue number, including forecast accuracy, pipeline coverage, and quota attainment.
- Set territory coverage, account tiers, and AE quotas in partnership with the VP, Territory Sales.
- Establish CRM/Salesforce discipline, pipeline inspection, win/loss reviews, and KPI tracking.
- Coach the team to shift from transactional, catalog-led selling to consultative, value-based selling across Custom, Configurable, and Standard components.
- Embed MEDDPICC-based discovery and qualification in deal management and call on customer executives, design engineers, and procurement leaders.
- Grow adoption, expansion, retention, and share of wallet across the installed base; build executive relationships with strategic accounts and manage account health.
- Pursue new business and key-account opportunities, and partner with Marketing, Product, Operations, and the broader commercial team.
- Spend roughly 50% of time in the field with customers and AEs, at trade shows and industry events, and maintain and contribute to the QMS.
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