• Lead a team of SMB Growth Account Executives to drive new revenue and expansion within assigned territories, achieving and exceeding growth nARR targets. • Coach, mentor, and develop reps through regular 1:1s, deal reviews, and call coaching to improve pipeline generation, qualification quality, and win rates across the team. • Build a collaborative, growth-focused sales culture that emphasizes shared territory ownership, consistent use of sales processes and KPIs, and shared responsibility for outcomes. • Partner closely with Renewals Management, Sales Development, and other go-to-market and sales leadership teams to refine the SMB strategy and deliver a seamless customer experience across the full deal cycle. • Analyze the team's day to day workflow in the CRM to identify bottlenecks, improve rep productivity, and ensure accurate forecasting, pipeline hygiene, and territory coverage. • Hire, onboard, and ramp new team members while providing ongoing enablement on GitLab's platform, industry trends, competitive products, and customer needs to build a strong internal talent bench ready to progress into mid market roles. • Develop, optimize, and roll out scalable sales playbooks, processes, and operational improvements that support growth and efficiency in the business. • Establish clear performance metrics and reporting rhythms for the team, proactively identifying and addressing performance gaps and leading projects that improve how the team operates at scale.

• Create, qualify, and convert new opportunities across Financial Services, FMCG, retail, tech, media, and other sectors • Lead discovery calls and frame sharp, contextual solutions based on role, use case and sector • Shape high-value proposals with a clear ROI, pilot-to-scale logic, and time-to-value lens • Engage multiple senior stakeholders across complex buying groups • Collaborate with strategy and product teams to build compelling, creative proposals • Own commercial conversations, from pricing to procurement - with senior support as needed • Feed insight into Product, Sector and Marketing teams to sharpen positioning and campaigns • Design and deliver great insight, building strong client relationships along the way.

• Lead the optimization of the new user onboarding process by implementing product iterations, personalized marketing campaigns tailored to individual users, and targeted engagement strategies to improve new user activation and first-time transaction (FTT) conversion rates. • Build a comprehensive user lifecycle management system and user segmentation framework, and enhanced user engagement and repeat purchase frequency through the development of membership programs, point systems, gamification, and various other strategies including cross-selling. • Design and optimize user referral and viral growth mechanisms to drive product organic growth. • Lead A/B testing and user segmentation strategies to implement refined operations and achieve optimal allocation of operational resources. • Collaborate with teams across the organisation to ensure smooth execution of lifecycle marketing strategies and campaigns. • Utilise strong logical thinking and data analysis skills to uncover business insights, identify problems, and develop data-driven solutions. • Stay well-informed on each Business Unit's products, including their features, user preferences, and pain points.

• Serve as the salient leadership representative in the local market, building a strong external profile through speaking engagements, broker/client/provider meetings, and participation on local non-profit boards. • Co-own the development of market strategy with senior leadership, actively facilitating and executing initiatives that deliver growth. • Influence and align enterprise teams (Product, Network, Actuary, Underwriting, Finance, Strategic Partnerships, Medical Management, Marketing, Community Affairs, etc.) to prioritize and deliver on local market needs. • Enable and empower the sales team by supporting local value proposition positioning, supporting sales training, driving pipeline development and retention, and partnering on broker engagement strategy. • Build and maintain influential relationships with external partners, brokers, clients, and providers to advance Aetna’s reputation and market growth objectives. • Advise management through strategic business consultation, leveraging data and insight to support organizational goals. • Evaluate and enhance business consulting processes, using analytics and feedback to drive exceptional service and process improvement.