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The goal is simple: bookings and ARR from key industries across NA. Along the way, success means:

• A team at full capacity, always. Key AE seats filled fast, never carried open, with ramping reps actively managed to productivity and capacity planned ahead of the number, not behind it.

• Rigor in every deal. MEDDPICC applied to every opportunity, no exceptions. Salesforce that tells the truth: stages, forecast dates, next steps, and business case current and inspectable at all times.

• Pipeline built and covered, at all times. Consistent pipeline generation as a weekly team discipline, not a quarter end scramble, with coverage ratios ahead of the number in every territory, every week.

• A forecast the business can run on. Weekly forecast discipline inside our 13 week operating cadence, with accuracy that lets the company plan and the CRO commit.

• Lighthouse wins that prove where we win. Complex enterprise deals landed with executive air cover from you personally, generating the reference customers and repeatable plays that define our key industries. In any forecast call, you speak to the key deals of the quarter from first hand engagement: you have met the buyer, walked the account, and pressure tested the close plan yourself.

• Product market fit, tested in the field. Tight partnership with marketing on new messaging and positioning, tested live with customers, with what you learn fed back fast into where we win, how we win, and how best to win.

• A high performance culture people want to join. Positive, high energy, high output, at scale. Reps coached up honestly and coached out quickly when it is not working.

Within the first 6 months, expect the team at capacity, MEDDPICC live in every deal, weekly pipeline generation running as a team discipline, and forecast accuracy holding week over week. Within 12 months, expect key industry bookings pacing to plan with lighthouse wins on the board in NA.

WHAT YOU WILL DO…

• Hire and ramp the team. Recruit key Account Executives and keep capacity at all times. Never carry open headcount. Own ramp plans and enablement in partnership with product, enablement, and cross functional resources, so every rep gets productive fast.
• Provide executive air cover and own the key deals of the quarter. Be personally in the deals that decide the quarter: executive sponsorship, C-level relationships, and hands on leadership in the moments that decide outcomes. Know every key deal implicitly and personally, the champion, the economic buyer, the blockers, the paper process, and be in the room with the logos that want to do business with us, not briefed on them afterward.
• Enforce deal rigor. MEDDPICC in every deal. Maniacal Salesforce inspection: stages, forecast dates, next steps, business case. Deal reviews that make deals better, not just report on them.
• Run the operating rhythm. Own QBRs with the team, drive weekly territory and activity plans, and build the outbound playbook. Create a pipeline generation culture, a PG Tuesday type environment where the whole team prospects together, every week, no exceptions.
• Be exceptional in front of customers. Model the standard: deeply prepared, fluent in the customer's business drivers and problems, credible from the loading dock to the boardroom.
• Sell a complex platform through complex routes. Get competent and credible on SDKs, APIs, and embedded solutions. Navigate enterprise ecosystems: shaping RFPs with partners and SIs, working alongside hardware and firmware providers, and orchestrating multi party deals on a sophisticated technology platform.
• Test product market fit in market. Partner with marketing on new messaging and positioning, run the experiments with live prospects, and bring the signal back to the GTM leadership team with a point of view.
• Bring the energy everywhere. Drive customers and prospects to the booth, to the dinner, to the event. Tradeshows, executive briefings, industry moments: you are visible, positive, and pulling pipeline into the building.
• Coach relentlessly. Great deal coaching on every review. Develop the people who can grow, and move decisively on the ones who cannot. Coach up, coach out.
• Lead as one GTM team. Operate as a full member of the GTM leadership team. Debate hard, align fully, and carry one message to the field. Named owners, dates, and outcomes on every plan.

WHAT WE ARE LOOKING FOR…

We hire against Lencioni's ideal team player. Humble, hungry, smart. In this role, that looks like:

• Humble. The team's number is your number. You share credit with reps, partners, and cross functional teams instinctively. You disagree openly in the room and align completely outside it, and you never let daylight show between you and the leadership team in front of the field.
• Hungry. Bias to action. No stone left unturned, no customer left unspoken to. Quick to engage, on the phone, in the meeting, on the plane. You are measured by bookings and you like it that way.
• Smart. People smart. You read the champion, the economic buyer, the procurement lead, and the skeptical architect, and you know what each needs to hear. You coach reps to do the same.

And the experience underneath it:

• 10+ years minimum of enterprise sales leadership as a first line leader, managing quota carrying reps selling $1M+ ACV deals. A field leader, in the field with the team, not leading from the dashboard.
• 5+ years minimum of second line GTM leadership, managing first line sales leaders and running a multi team number.
• Proven personal success closing seven figure enterprise deals with C-level stakeholders, and a track record of building teams that do it repeatably.
• Deep command of MEDDPICC or an equivalent qualification framework, with the discipline to enforce it and the judgment to apply it.
• Fluency in Salesforce driven forecast and pipeline management, and comfort operating inside a weekly forecast cadence with real accountability.
• Hands on command of the sales operating rhythm: QBRs, weekly territory and activity planning, outbound playbook creation, and building a team wide pipeline generation discipline that holds coverage at all times.
• Technical competence with SDK, API, and embedded solution selling, and experience with complex enterprise routes to market including SIs, partners, and hardware or firmware providers.
• Experience selling into retail, CPG, or adjacent industries, with fluency in the business drivers of those customers.
• Genuine AI fluency. Current on the ecosystem, AI-first in your own workflow, and focused on using it to understand customer problems and business drivers faster and deeper than the competition.
• Executive presence. Credibility, composure, and command with C-level buyers, and the energy to match at a tradeshow booth at 5pm on day three.

• Collaborative– Stronger together. We embrace diverse perspectives and harness our collective talent to realize our full potential.
• Curious – Listen and look forward. We think differently and seek out opportunities for growth to exceed our stakeholders’ expectations.
• Courageous – Innovate with integrity