Build multi-million ARR relationships across Smartcat's highest-potential enterprise customers - expanding existing accounts into multi-department, multi-workflow, global relationships, and selectively hunting new enterprise logos with long-term expansion potential - while driving NRR, expansion ARR, and Smartcat's path to $100M+ ARR. Own Expansion ARR and NRR across a defined portfolio of enterprise accounts, building and executing a clear plan to multi-million ARR per account cluster Proactively source upsell, cross-sell, package expansion, and agent capability expansion across new workflows, departments, business units, and geographies Own a select number of new enterprise logos where Smartcat sees long-term, durable ARR potential Build multi-threaded relationships across business leaders, technical stakeholders, finance/procurement, and VP/SVP/C-level executives Lead deals through procurement, legal, security, and AI/data governance reviews while holding the line on value over discounting Maintain forecast rigor: own your number, call risk early, and avoid sandbagging or hero-forecasting By Day 30: Learn Smartcat's agentic platform, Multi-Agent Systems, and AI/governance value story in depth Get up to speed on your account portfolio: current relationships, whitespace, buying centers, and expansion potential Build working relationships with your Forward Deployed Engineer, Customer AI Engineer, Product, Marketing, and RevOps partners By Day 60: Be leading executive-level conversations independently around AI value, ROI, and outcomes Have identified and begun pursuing specific upsell, cross-sell, and expansion opportunities across your portfolio Have a shortlist of new enterprise logo targets with a clear rationale for long-term ARR potential By Day 90: Be executing a clear, account-cluster-level plan toward multi-million ARR, with active expansion motions underway Be multi-threaded across business, technical, and finance/procurement stakeholders in your top accounts Own an accurate, rigorous forecast with risk called early and clearly A validated track record of quotas and performance history, with references that hold up to scrutiny Sustained performance over time across roles - including how you've learned from losses, not just wins Demonstrated fluency across modern enterprise sales approaches (Challenger, value-based selling, MEDDPICC, consultative/executive narrative selling), applied situationally rather than dogmatically Experience navigating complex enterprise organizations - procurement, legal, security, and governance reviews - to reach real decision-makers A track record operating with humility as a force multiplier: confident without ego, coachable, quick to share credit, focused on outcomes over recognition Comfort delivering uncomfortable truth - challenging customers, disqualifying weak opportunities, calling risk early with data and conviction