• Manage, mentor and measure a team of Sales & Business development representatives to ensure they consistently hit individual and team goals • Collaborate with ABM manager to build a repeatable and scalable account based prospecting motion • Develop and scale an account team motion in collaboration with the revenue leadership team • Set & report on clear weekly and monthly goals and manage performance across leading and lagging indicators • Partner with RevOps to refine performance tracking, forecasting and measurements • Motivate team members to exceed benchmarks and objectives through coaching, team collaboration • Coach reps on high-quality outreach, discovery and qualification with an emphasis on account-aware, personalized engagement aligned to ICP priority targets • Build account research and prospecting automations in collaboration with RevOps manager • Create new personalized sequences for ABM segments, industry verticals and lookalike audiences aligned to active campaigns, messaging themes, and target account priorities defined in partnership with Marketing. • Streamline GTM processes to reduce manual tasks, run broad experiments and improve efficacy of prospecting • Ensure disciplined process adoption, clean data, and reliable reporting across a fully remote team