• Own all independent veterinary clinics within an assigned state or geographic territory and shape how the business pursues opportunities within that region • Analyze territory performance to identify underpenetrated regions, clinic segments, and geographic trends, and translate insights into engagement strategies • Maintain and update clinic and account data that informs ICP scoring, while exercising judgment to prioritize accounts based on human context and market insight • Develop account-level and geographic engagement strategies, determining timing, messaging approach, and escalation paths • Decide whether prospective accounts are qualified for sales engagement and exercise authority to advance, defer, or mark opportunities as unqualified • Select which qualified opportunities are scheduled for meetings and routed to Account Executives based on readiness, fit, and strategic priority • Execute outbound engagement strategies in support of territory-level pipeline objectives, completing approximately 300 cold engagement attempts per week • Continuously assess and refine territory focus and engagement approaches to improve pipeline quality, revenue efficiency, and overall territory outcomes