In this role, you'll drive new business acquisition by managing the complete sales lifecycle for mid-market accounts with 50–300 employees, targeting agreements valued at $25,000+ annually. Your primary focus will be building and qualifying pipeline through strategic outbound research and engagement, then advancing opportunities through structured discovery conversations that uncover genuine business problems. You'll coordinate closely with Solutions Engineers to craft customized product demonstrations and value propositions that resonate with both business and technical buyers operating within complex organizational structures. Your responsibilities include conducting consultative needs assessments, negotiating contract terms, and closing deals while maintaining high forecast accuracy and pipeline discipline. As this segment scales, you'll contribute to documenting repeatable sales methodologies, sharing market insights with leadership, and establishing benchmarks for team performance. Success requires resilience during extended sales cycles, consultative questioning skills, multi-stakeholder alignment capabilities, and a customer-centric mindset. You'll work in a distributed team environment, meaning strong written communication and self-direction are essential.