• Own Enterprise West's new business revenue targets, driving consistent quarter-over-quarter performance through a team of first-line sales managers. • Define and execute the go-to-market strategy for the West territory — market prioritization, pipeline coverage targets, competitive positioning, and cross-functional resource deployment. • Hire, develop, and performance-manage a team of first-line Enterprise Sales managers, building a culture of accountability, coaching, and continuous improvement. • Serve as an executive presence in key strategic deals — engaging with C-level buyers, shaping deal strategy, and helping your managers close the most complex and high-value opportunities in the region. • Drive rigorous forecast discipline and pipeline hygiene across the West org, delivering accurate and credible business reporting to GTM leadership. • Partner with Business Development, Solution Engineering, Advisory, Marketing, and Zip's Partner network to build and accelerate pipeline across the territory. • Identify structural gaps in coverage, capacity, and capability — and close them quickly through hiring, coaching, or process changes.

• Own and manage the complete sales cycle, including prospecting, lead qualification, solution positioning, proposal development, negotiation, and closure. • Identify and develop new business opportunities within banks, NBFCs, insurance companies, financial institutions, and fintech organizations. • Build and maintain strong relationships with CXOs, business heads, operations leaders, and technology stakeholders. • Develop strategic account plans to drive long-term customer growth and retention. • Understand customer challenges related to document management, compliance, workflow automation, and digital transformation. • Position Document Management System (DMS) solutions that align with business objectives and regulatory requirements. • Conduct product presentations, demonstrations, and value-based discussions with prospective clients. • Collaborate with pre-sales and solution teams to design tailored enterprise solutions. • Consistently achieve and exceed revenue, pipeline, and sales targets. • Expand market presence by identifying emerging opportunities across BFSI segments. • Drive account penetration, cross-selling, and upselling opportunities within existing customers. • Monitor market trends, competitor activities, and customer needs to refine go-to-market strategies. • Work closely with product, implementation, and customer success teams to ensure smooth project transitions and customer satisfaction. • Maintain accurate sales forecasts, pipeline visibility, and CRM updates. • Lead commercial discussions and contract negotiations with enterprise customers. • Develop compelling business cases and ROI-driven value propositions. • Support marketing initiatives, industry events, and customer engagement programs to generate new opportunities.

• Develop and execute regional and national go-to-market strategies to achieve aggressive revenue and market share goals. • Lead, coach, and develop a team of senior sales professionals, creating a culture of accountability, collaboration, and continuous improvement. • Drive organizational change and scalability by designing repeatable processes, productivity frameworks, and performance standards. • Influence cross-functional strategy by partnering closely with Marketing, Product, and Customer Success to align market feedback with company priorities. • Cultivate executive-level relationships with key customers, prospects, and partners to accelerate business growth and strengthen Abnormal’s market position. • Oversee forecasting and performance metrics, ensuring accuracy, predictability, and operational excellence in revenue reporting. • Expand the partner ecosystem, developing strategic relationships with new and existing channel partners to maximize regional impact. • Represent the voice of the field in strategic planning sessions with senior leadership, contributing to company-wide growth initiatives and budgetary decisions.

• Conduct new-customer acquisition and advisory calls: proactively identify and reach out to potential customers via various channels (email, phone, industry events/trade shows, etc.) (in collaboration with the team). • Analyze the prospective customer's challenges and needs. We will provide the necessary materials and onboarding. • Assist in building digital sales processes: develop and implement digital sales channels to scale our sales process, including lead research using software, expanding the sales funnel, etc. (in collaboration with the team). • Documentation: prepare and follow up on individual conversations and track key metrics to optimize activities.