• Manage an active pipeline of marketing generated inbound/outbound leads (with an approximate mix of 50% being inbound and 50% outbound), working with Sales Management to move deals through the sales process and close business. • Work closely with Enterprise CSMs and Account Managers to strategize on the best ways to win expansion opportunities for existing customers. • Manage outreach efforts with the Sales Development team (emails, calls, campaigns, etc.) to prospective industries and companies. • Conduct discovery/qualification, provide presentations, and perform software demos with prospective customers. • Manage prospective customers in the sales funnel including proper follow up, communication, and documentation of interactions, and providing necessary information. • Sales Pipeline management documentation; Maintenance of opportunities and activities in Salesforce. • Collaborate and strategize with the Sales Development team to execute a targeted account strategy to successfully connect with multiple departments and contacts within targeted organizations. • Collaborate across the organization with Marketing, Customer Success, and Product. • Own and manage large RFP deals, coordinating cross-functionally on the initial submission, follow-up presentations, and through close of the deal. • Understand the moving parts that need to come together to close complex enterprise-level software deals. • Practice excellent discovery techniques and have a fully developed insight-selling & solution-based selling methodology. • Work with relevant internal resources such as legal, business technology, etc. to navigate complex sales cycles and procurement processes.