Own a territory or named-account list and deliver new ARR against quarterly targets.
Run full-cycle sales: pipeline creation (with SDR support), discovery, demos, technical validation, pricing, negotiation, close, and expansion.
Lead multi-threaded sales cycles across engineering, product, AI/ML, contact center ops, and security/compliance.
Translate technical product value into quantified business outcomes (lower defect rates, fewer escalations, reduced incident frequency, faster release velocity, and higher task success rate).
Drive structured evaluations and pilots: define success criteria, timeline, stakeholders, and decision process; ensure crisp next steps.
Navigate security, privacy, and procurement requirements (SOC 2, DPAs, BAAs where relevant, data retention, region pinning, and access controls) in partnership with internal teams.