Related skills
forecasting b2b saas pipeline management solutions engineering territory design📋 Description
- Own regional revenue across Commercial and Mid-Enterprise to hit targets.
- Hire, coach, and develop AEs to improve selling, deals, and forecasting.
- Run a disciplined cadence: 1:1s, pipeline reviews, forecast calls.
- Drive sales excellence with Command of the Message, MEDDICC, value-based selling.
- Partner with Marketing, SDR, Solutions Engineering, Product, and CS to accelerate pipeline.
- Shape territory and segmentation strategy for coverage and productivity.
- Improve deal velocity by removing blockers and coaching strategy.
- Maintain forecast accuracy via pipeline management and data hygiene.
- Champion culture of accountability, collaboration, and continuous improvement.
- Represent field voice to leadership on product, pricing, enablement, and GTM.
🎯 Requirements
- 3–5+ years leading Commercial/Mid-Enterprise AE teams; 7–10+ in B2B SaaS.
- Proven track record of exceeding quotas and scaling revenue in fast-growth SaaS.
- Ability to coach sellers through complex, multi-stakeholder deals.
- Deep familiarity with value-based selling (Command of the Message, MEDDICC).
- Experience partnering with Solutions Engineering to unblock deals.
- Strong operating rigor: territory design, pipeline, forecasting, KPIs.
- Excellent communication, executive presence, and ability to influence stakeholders.
- Hands-on, high-velocity leadership with accountability.
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