• Own the Sales Development strategy, execution, and pipeline contribution across all segments - Field, Mid-Market, ENT/Brand, Partner, Other as defined. • Partner closely with Sales leadership to align on opportunity creation goals, CW targets by segment, and account prioritization. • Drive adoption of AI-driven enrichment, orchestration, and automation strategies to improve targeting, efficiency, and conversion. • Develop and communicate the performance narrative — weekly, monthly, and quarterly — including pipeline results, ROI, and impact on company revenue. • Build, mentor, and scale a high-performing team; develop managers and create succession depth. • Partner with Marketing to orchestrate outbound campaigns, refine ICPs, and align XDR motions to demand generation programs. • Maintain and optimize the tech stack to ensure XDR teams are operating efficiently, with a focus on innovation and scalability. • Establish and track KPIs that align to business objectives; hold the team accountable to quotas and core values. • Operate as a cross-functional leader and thought partner to executive leadership, influencing go-to-market strategy and investment decisions. • Champion XDR as both a pipeline engine and a talent pipeline for future Sales roles. • Additional duties as assigned.