- 5+ years of SaaS sales experience, including 3+ years in enterprise (complex orgs, long cycles, multi-stakeholder deals).
- A consistent track record of quota attainment, with evidence of owning outcomes (not just participating in them).
- A strong outbound motion you can describe and measure—your pipeline does not depend on inbound, brand, or luck.
- Experience closing and expanding $100K+ ACV deals; comfort with multi-year agreements and negotiating give/get.
- Demonstrated ability to sell to executives and navigate procurement/legal with structure and confidence.
- Business acumen and curiosity: you learn industries quickly, bring a point of view, and aspire to be a trusted advisor in the workplace/IT ecosystem.
- Comfort operating with ambiguity, strong judgment, and high accountability—you own your number like a founder owns a business.
- Familiarity with technology ecosystems (integrations, adjacent systems, partners) and how they impact deal strategy.