• Own and drive the full sales cycle, from prospecting and discovery to solution positioning, business case development, negotiation, and closing, as well as upsell and cross-sell. • Own your sales funnel as if it were your own business: source your own pipeline and collaborate with Marketing and SDRs to ensure you have enough active opportunities to meet your quarterly revenue goals. • Manage and accurately forecast a pipeline of accounts, consistently achieving or exceeding quarterly revenue targets. • Build trusted relationships with Director to C-level executives across Procurement, Risk, Supply Chain, and Finance functions. • Lead high-impact client engagements through discovery, solution demonstrations, proofs of concept, and technical evaluations in partnership with Solution Engineers. • Develop strategic account plans, including ABM-style engagement for top accounts, to maximize revenue opportunities and long-term partnerships. • Maintain disciplined CRM hygiene in HubSpot to ensure data integrity, accurate forecasting, and visibility across the team. • Provide actionable feedback to Product and Marketing teams to influence Craft’s positioning, messaging, and roadmap. • Effectively manage time to scale activity and opportunities, leveraging AI tools to develop personalized and effective messaging, go-to-market strategies, and outbound sequences. • Clearly articulate Craft’s value proposition, business advantages, and financial impact to prospects and customers through meetings, presentations, and tailored communications. • Demonstrate strong communication skills — both verbal and written — to convey complex technical and business concepts with clarity and impact.