• Own top deals: Lead discovery, demo, negotiation, and contracting for high-value partnerships that anchor our GTM strategy. • Build and manage the pipeline: Oversee outreach, qualification, and forecasting. Maintain strong Salesforce discipline and ensure consistent visibility into performance metrics, with a focus on growing the number of active partner deployments and learners using Coach through those partners. • Spearhead the sales motion: Set weekly cadences, coach on discovery and objection handling, and model commercial excellence through hands-on selling. • Integrate AI and automation: Leverage AI to improve productivity, accelerate research, and test new approaches to prospecting and engagement. • Run rapid market experiments: testing segments, messaging, target profiles, and partnership models, then codify what works into clear, repeatable playbooks that reveal where the strongest traction exists. • Collaborate cross-functionally: Partner with Product, Engineering, and Impact teams to feed insights from the field back into the roadmap, messaging, and evidence-building. • Measure and optimize performance: Track conversion, cycle time, CAC, ROI, and scale metrics such as partners launched and active learners per deployment. Use data to guide resourcing and prioritize opportunities. • Drive GTM strategy: Help define market segmentation, ICPs, pricing logic, and value propositions across key buyer segments (job training, higher ed, corporate L&D). You’ll help decide where we bet next (by segment) and design experiments to prove or disprove those bets. • Guide/Develop assets: Partner with Impact and Marketing to create early case studies, ROI models, and success narratives that drive credibility and scale.