• Lead, coach, and develop a high-performing team of Enterprise Account Executives operating in the Western U.S. • Act as a player–coach, joining customer meetings, supporting complex deal cycles, and providing real-time coaching in active opportunities. • Drive a culture of competitiveness, accountability, and execution excellence across the team. • Set clear performance expectations and hold reps accountable to quota, activity standards, and deal quality. • Own team performance against a multi-million-dollar Enterprise quota, leading a team of ~8 Account Executives with $1.75M individual quotas. • Focus on Enterprise customers defined as 5,000+ employees or $750M+ in annual revenue. • Balance new logo acquisition with expansion and upsell opportunities within existing Enterprise accounts. • Ensure consistent pipeline generation, coverage, and conversion across the team. • Partner with reps on territory planning, account prioritization, and whitespace analysis. • Inspect deals regularly to identify risk, remove blockers, and improve close rates. • Coach sellers on structuring, positioning, and advancing complex, multi-stakeholder Enterprise deals. • Drive disciplined execution across long sales cycles and high-value opportunities. • Regularly engage with CISOs, CIOs, CROs, Risk Leaders, and other executive stakeholders. • Help position SecurityScorecard as a strategic risk management partner, not just a point solution. • Coach reps on messaging tied to third-party risk, cyber exposure, and business outcomes. • Work closely with Sales Engineers, Channel Managers, Marketing, Customer Success, and MAX teams to drive deal success. • Leverage channel and alliance partners where appropriate to extend reach and accelerate enterprise opportunities. • Ensure tight alignment across functions throughout the full sales cycle. • Own accurate team-level forecasting through disciplined pipeline inspection and deal review. • Monitor pipeline health, leading indicators, and rep-level performance metrics. • Partner with Sales Operations to maintain CRM accuracy, pipeline hygiene, and process consistency.