• Build and manage a pipeline of 3-4x quota focused entirely on net-new FSI accounts, with particular emphasis on mid-market to enterprise financial institutions ($500M-$10B+ in assets/revenue) • Conduct deep account research and territory mapping to identify high-potential targets, understand their business challenges, technology stack, and competitive landscape, then develop targeted outreach strategies • Execute multi-channel prospecting campaigns including personalized outreach, executive engagement, event-based selling, and creative approaches to break into accounts where you have no existing relationships • Lead complex sales cycles from first contact through close including discovery, solution positioning, proof of concept/pilot coordination, proposal development, negotiation, and contract execution across 4-6 concurrent opportunities • Pipeline generation metrics: Maintain 3-4x coverage with specific activity benchmarks such as 30+ meaningful executive conversations per quarter, 20+ qualified opportunities created annually, and 15%+ pipeline-to-close conversion rate • Sales cycle efficiency: Average time-to-close of 12-15 months (faster than typical FSI cycles), measured from first meaningful conversation to signed contract, demonstrating ability to accelerate complex deals • Navigate procurement, security, and legal reviews within large financial institutions, managing vendor questionnaires, security assessments, contract redlines, and compliance requirements that can extend cycles by months