- Carry personal sales quota/MRR + lead combined BDM/SDR team sales quota/MRR; maintain accountability for both.
- Own full sales cycle (qualification → closure) for deals > USD 50K TCV across all service lines.
- Maintain minimum 3× pipeline coverage at all times; escalate to CCO if coverage drops below 2.5×.
- Enforce GP (Gross Profit) floor discipline on all proposals; no deal submitted without CCO pre-approval if below threshold.
- Execute Clay/HeyReach/HubSpot lead generation at scale; drive weekly pipeline velocity and conversion.
- Lead partner identification and qualification; prepare briefs for Presales/Partnerships Director handoff.
- Coach and develop BDM and SDR team: weekly 1-to-1s, live deal reviews, call listening, skills tracking.
- Implement repeatable sales process (deal qualification, discovery/demo flow, proposal templates).
- Maintain BDM/SDR performance scorecards monthly in HubSpot/SharePoint; escalate underperformance within 30 days.
- Respond to qualified inbound proposals within 48 hours; coordinate Pre-sales on solution scoping.
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