• Lead and scale a team of Customer Account Executives and/or first-line managers, setting clear expectations around performance, accountability, and results. • Own revenue targets, pipeline health, and forecast accuracy across your assigned customer segment. • Establish and monitor KPIs to drive consistent execution, deal quality, and long-term growth. • Translate broader sales and company strategy into actionable plans for your team, balancing new growth, expansion, and retention. • Partner with senior sales leadership to refine territory design, account segmentation, and coverage models. • Drive execution of strategic account plans for priority customers, ensuring expansion opportunities are identified and pursued. • Provide hands-on leadership for complex, high-value deals, including deal strategy, executive alignment, and negotiation support. • Build and maintain relationships with senior-level customer stakeholders to strengthen partnerships and unlock expansion opportunities. • Ensure customer value is clearly articulated and aligned to business outcomes throughout the sales cycle. • Coach and develop sales managers and ICs through regular performance reviews, deal coaching, and career development planning. • Partner with Sales Enablement to reinforce strong discovery, value-based selling, and execution discipline. • Foster a high-performance, inclusive culture focused on accountability, collaboration, and continuous improvement. • Collaborate closely with Marketing, Product, Customer Success, and Finance to ensure alignment across messaging, offerings, and customer lifecycle execution. • Provide structured feedback from the field to influence product direction, pricing, and go-to-market initiatives. • Support change management and adoption of new tools, processes, and programs across the sales organization. • Monitor and understand performance trends across revenue, pipeline, conversion, and customer health. • Use data and insights to drive operational excellence including but not limited to CRM hygiene, pipeline generation and forecasting accuracy. • Operate and make decisions with intention and purpose.