1.    Build and work a territory from scratch: identify ICP accounts, map buying committees, and generate qualified opportunities through outbound email, LinkedIn, calling etc 2.    Run discovery with technical buyers: understand their environment, compliance drivers, and what’s actually triggering the spend (SOC 2, PCI, cyber insurance renewal, M&A diligence, board pressure, a recent incident) 3.    Qualify hard and early: scope, budget, timeline, and who signs 4.    Coordinate scoping calls between the prospect and our technical team, and translate technical findings into commercial terms 5.    Own proposals, pricing conversations, negotiation, and close 6.    Manage renewals and expand existing accounts into adjacent services 7.    Keep CRM hygiene tight and forecast accurately