• Own and execute a strategic territory plan focused on net-new commercial acquisition. • Drive full-cycle sales motions from prospecting through close within your assigned accounts. • Operate as an overlay specialist across aligned Commercial Account Executives, identifying and advancing Entitle opportunities within their territories. • Build strong internal partnerships with Commercial AEs to create joint account plans and pipeline acceleration strategies. • Generate pipeline through proactive prospecting, executive outreach, partner collaboration, and targeted account strategies. • Lead complex, multi-threaded sales engagements within commercial organizations. • Engage C-level and senior security stakeholders (CISO, CIO, VP Security, Cloud Security leaders) in outcome-driven security conversations. • Deliver consultative discovery centered on privilege risk reduction, identity governance, and cloud security posture. • Coordinate cross-functional resources (Sales Engineering, Channel, Marketing, Professional Services, Customer Success) to accelerate deal progression and ensure successful outcomes. • Develop compelling business cases and ROI-driven proposals aligned to customer security initiatives. • Accurately forecast and manage pipeline using Salesforce, maintaining disciplined deal inspection and territory hygiene. • Consistently meet and exceed quarterly and annual revenue targets across both direct and overlay motions. • Represent the company at industry events, executive briefings, and partner engagements.