• Develop and execute an annual Business Development roadmap focused on untapped verticals and geographic expansion. • Identify and cultivate high-level strategic partnerships (channel partners, affiliates, and co-marketing alliances) to create new lead-gen flywheels. • Perform competitive analysis to ensure our pricing and service models remain the "provider of choice" in the enterprise space. • Lead the full sales cycle for target accounts, from initial strategic positioning to final contract negotiation and closing. • Orchestrate multi-departmental responses to RFPs and RFIs, ensuring technical and financial alignment. • Navigate complex procurement and legal hurdles to secure long-term service agreements and master contracts. • Maintain a robust pipeline of qualified opportunities, ensuring accurate forecasting and CRM hygiene within HubSpot. • Collaborate with Marketing to refine Account Based Marketing (ABM) strategies for high-value targets. • Act as a mentor and escalation point for the BDR team to help unstick complex deals in the mid-funnel. • Define key performance indicators (KPIs) and utilize analytics tools to track and measure campaign effectiveness. • Prepare detailed performance reports, providing actionable insights and recommendations for optimization. • Manage automation for lead nurturing. • Demonstrated self-awareness, empathy, and the ability to navigate interpersonal dynamics, including effective conflict resolution. • Mentor and coach team members, empower staff, provide ongoing feedback, and foster a collaborative, high-performing team environment. • Take responsibility for team outcomes (both successes and failures), holding yourself and team members accountable for commitments. • Provide ongoing guidance, support, and opportunities for team members to enhance their skills, build new competencies, and progress in their careers. • Set clear performance standards, monitoring progress, providing regular feedback and coaching, and addressing performance gaps.