• Drives sales thru the Sales Pro team to grow commercial sales and overall NAPA Commercial Value Proposition. • Communicates monthly wholesale strategies and tactics to the Sales Pros, assigning goals and holding the sellers accountable. • Builds high performing teams and ensuring NAPA's vision, values, and culture exceed expectations for employees, customers, and key stakeholders to drive NAPA’s profitability. • Leads and motivates Sales Pro team to achieve and exceed sales quota of assigned accounts. • Leverages NAPA Wholesale promotions, programs, and initiatives. • Tracks sales metrics and prepares reports for senior management to communicate progress and identify areas for improvement. • Collaborates with store teams, customers, and executive leadership for successful outcomes. • Oversees debt collections and manages expenses within budgets.

• Own annual and quarterly bookings, recurring revenue, pipeline, and forecast commitments for the Higher Education business • Develop and execute go-to-market strategy for public, private, community college, and system-level institutions • Drive new customer acquisition while expanding existing strategic accounts across the Instructure portfolio • Deliver consistent forecast accuracy through disciplined pipeline inspection and operational rigor • Identify new growth opportunities, market trends, and competitive strategies to accelerate business performance • Lead, coach, and develop Regional Vice Presidents, Directors, and front-line sales leaders • Build a high-performance culture focused on accountability, collaboration, coaching, and execution • Recruit and retain top enterprise sales talent and develop emerging organizational leaders • Establish clear operating rhythms, performance expectations, and leadership development plans • Foster an inclusive, customer-focused culture that empowers teams for exceptional results • Build executive relationships with presidents, provosts, CIOs, instructional leaders, and procurement executives • Serve as executive sponsor for strategic customers and high-impact opportunities • Collaborate with Marketing to amplify demand generation and market awareness • Contribute to pipeline reviews, forecast calls, and executive business planning • Ensure consistent adoption of sales methodology, CRM, and best operational practices

• Achieve and consistently exceed sales targets through exceptional team leadership and selective individual contributions • Build a culture of account-based execution excellence • Implement and maintain high-quality forecasting discipline • Drive improvements in ACVs, win rates, sales cycle efficiency, and ramp time through coaching and enablement alignment • Proactively identify, define, and drive strategic initiatives • Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions Engineering • Influence product roadmap, messaging, and market strategy • Act as a cross-functional liaison to prioritize initiatives that impact win rates, deal velocity, and the enterprise customer decision process • Operate as a thought leader within the Enterprise program • Demonstrate executive presence in internal forums and customer conversations • Set clear expectations for account-based execution, multi-threading, deal hygiene, and enterprise sales fundamentals • Hold the team accountable to activity, impact, and results • Implement structured, data-informed performance management to elevate or exit reps based on consistent trends • Mentor AEs to become exceptional operators.

• Achieve and consistently exceed sales targets through exceptional team leadership and selective individual contributions. • Build a culture of pipeline generation excellence, ensuring outbound rigor and consistent accountability across the team. • Implement and maintain high-quality forecasting discipline, ensuring predictability and transparency into pipeline health and revenue expectations. • Proactively identify, define, and drive strategic initiatives that improve productivity and sales execution. • Serve as a key partner to Marketing, Product, RevOps, Enablement, and Solutions for tight alignment on GTM motions.