• own the ARR number across federal and commercial markets • build pipeline and close deals • run full sales cycles from sourcing through POC to production contract close — no handoffs, you own the relationship end to end • sell into CISOs, CIOs, program managers, security architects, and procurement across both federal and commercial buying committees • navigate federal procurement processes alongside commercial enterprise sales cycles • build the go-to-market strategy, sales motions, and playbooks that will scale across both markets • develop channel partnerships with MSSPs, resellers, defense primes, and tech alliances • hire and build out the sales team as revenue grows • work directly with founders and engineers to convert POCs and feed customer signal back into the product roadmap • travel regularly to customer sites for executive meetings, POC kickoffs, and relationship building