• Partner with your pod (Growth, BDR, Solutions, CS, Product) to define territory strategy, PQL engagement plans, and target-account priorities.
• Use product telemetry and usage signals to identify promising accounts and expansion opportunities.

• Engage PQLs, inbound demand, and outbound target accounts with support from your pod’s BDR(s).
• Run efficient, value-focused discovery and solution evaluations tailored for upper-midmarket and enterprise segments.
• Lead both land and expand cycles, using product usage and customer outcomes to inform expansion timing and approach.

• Understand customer workflows, pain points, and current processes to build a compelling business value case.
• Facilitate consensus across multiple stakeholders using a consultative, insight-driven approach.

• Seamlessly pull in teammates (Solutions Consulting, CS, Product, Ops) based on customer needs—not hierarchy or rigid stages.
• Share customer feedback proactively with Product and Growth to influence roadmap, messaging, and user activation flows.

• Maintain accurate forecasts for both self-sourced and pod-sourced opportunities.
• Manage your book of business to exceed quarterly and annual ARR targets.
• Continuously refine sales motions based on data, experiments, and pod retrospectives.

• Proven success in Enterprise or Mid-Market SaaS sales with a track record of meeting or exceeding a $1M+ quota.
• Experience in PLG-influenced environments (preferred), including PQL engagement, land-and-expand motions, or usage-driven sales.
• Strong consultative selling skills and familiarity with modern strategic selling frameworks.
• Background in ERP, eCommerce, EDI, RPA, Workflow Automation, Supply Chain, Document Automation, or related solutions.
• Experience working with Manufacturing, Distribution industries is preferred.
• Demonstrated pipeline creation skills and comfort qualifying in/out quickly.
• Strong negotiation experience with SaaS/ARR contracts.
• Growth mindset with a willingness to experiment, learn, and adapt in a PLG-hybrid model.
• Ability to thrive in autonomous pods with shared goals and minimal bureaucracy.
• Ability and willingness to travel as required.
• Strong home-office productivity and time-management habits.

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