● Meet and exceed revenue targets for install base expansion and penetration. ● Develop and execute a focused sales strategy to identify and capitalize on expansion opportunities within existing customer accounts. ● Coach, mentor, and develop a high-performing team of Sales Executives, with emphasis on consultative selling and customer-centric problem solving. ● Establish and maintain clear sales metrics and best practices around pipeline growth, forecast accuracy, customer discovery, and account strategy. ● Drive peer collaboration across the broader sales organization and pre-sales teams to enhance collective performance. ● Lead regular coaching and forecasting reviews with each team member to assess pipeline health, sales activity, and identify barriers to success. ● Build and sustain key customer relationships; partner with account leadership to develop multi-year expansion strategies. ● Foster a customer-first, employee-centric culture where excellence is celebrated and continuous improvement is encouraged. ● Provide regular feedback to senior management on market trends, competitive dynamics, and recommendations for enhancing our go-to-market approach. ● At least 1 year leading diverse teams in sales, presales, or similar organizations. ● Minimum of 5 years selling to C-level executives. ● Must be located in Central to Western US. ● Proven experience leading or selling SaaS/WFM/HCM software solutions to C-level executives. ● Demonstrated success identifying and executing expansion opportunities within installed customer bases. ● Track record of building and scaling high-performing sales teams. ● Proven success working within a matrixed organization and building strong cross-functional relationships. ● Strong interpersonal and coaching skills with high emotional intelligence.