• Building and owning long-term enterprise accounts and managing full sales cycles for complex, multi-million-dollar engagements in regulated industries • Developing and executing account strategies across FinTech institutions, healthcare systems, AI-native companies, data center operators, and government entities • Navigating multi-stakeholder environments and engaging with senior government officials, board members, executives, and regulatory teams • Building and managing a pipeline from $250K pilot engagements to $5M–$20M+ multi-year infrastructure and platform contracts • Embedding with customer teams to understand operational challenges, regulatory constraints, and strategic objectives • Identifying and qualifying AI use cases across payments, lending, clinical care, drug discovery, AI agents, compute infrastructure, and citizen services • Partnering with Solution Architects to design pilot programs that demonstrate measurable value while meeting compliance requirements • Leading executive presentations, technical demonstrations, and proof-of-concept engagements • Guiding customers from pilot to enterprise deployment and identifying expansion opportunities across verticals • Monitoring industry and regulatory developments across focus sectors • Sharing customer insights with product and engineering teams to shape roadmap priorities • Contributing to market positioning through industry engagement and thought leadership activities