• Own revenue for a defined mid-market territory/segment • Run end-to-end sales cycles: discovery → demo → proposal → negotiation → close → handoff • Maintain accurate forecasting and pipeline hygiene in CRM • Drive pipeline generation • Work with SDR/marketing on inbound and outbound motions • Prospect strategically into target accounts and build multi-threaded relationships • Run a high-quality consultative process • Diagnose customer pain, quantify impact, and align solutions to business outcomes • Navigate stakeholders across economic buyer, champion, procurement, and end-users • Execute strong deal process • Build clear mutual action plans and close plans • Handle objections, pricing conversations, and procurement with professionalism • Coordinate internal resources (solutions, product, leadership) to win • Improve the playbook • Share learnings, iterate messaging, contribute to ICP refinement • Provide customer feedback loops to product and leadership

• Lead a short term, high impact commercial engagement • Design and deliver a complete sales playbook • Create a clear elevator pitch tailored to school district and public sector buyers • Develop core value proposition and messaging framework • Formulate sales narrative aligned to buyer pain points and procurement realities • Provide guidance for demo structure and demo deck for various uses • Develop call scripts for different types of conversations • Create competitive battle cards and objection handling frameworks • Recommend sales stages and documentation for immediate use

• Own the full sales cycle from outbound through close, including qualification, discovery, technical validation, business case creation, negotiation, and forecasting • Drive access to Economic Buyers and mobilize Champions inside accounts • Rigorously apply a qualification methodology (e.g., MEDDPICC) to maintain a high-quality, high-predictability pipeline • Maintain forecast accuracy and pipeline hygiene with disciplined weekly cadences • Build and execute territory and account plans aligned to ICP, TAM, and priority use cases • Partner cross-functionally with Product and Engineering to influence the roadmap based on customer insights • Lead high-quality discovery that surfaces business pain, root causes, and the cost of inaction • Build compelling business cases and quantify the ROI required for enterprise decision-making • Multi-thread and engage executives early to drive alignment and urgency • Create a pipeline through creative outbound: multi-channel, AI-powered, social, communities, and direct outreach • Test and iterate messaging to identify repeatable patterns • Collaborate with GTM leadership to refine ICP and ideal use cases • Develop repeatable outbound and discovery frameworks for future hires • Document learning loops from wins, losses, and qualification patterns

• Own the full sales cycle from first conversation to close for mid-market deals (late five-figure to six-figure contracts) • Run discovery, deeply understand customer pain points, and confidently sell a technical product to technical and semi-technical buyers • Partner closely with founders, product, and engineering to turn customer feedback into better messaging and a stronger product • Build and refine early GTM motions - talk tracks, pricing feedback, objection handling, and deal strategy • Manage pipeline, forecasts, and deal progression with discipline and urgency • Be on the front lines with customers - learning fast, iterating faster, and closing consistently