Own the annual and quarterly revenue plan for net new ARR, expansion and renewals, and present it to the CEO and board each quarter.

Decide which new verticals to enter first, in what order, and with what ideal customer profile for each.

Set pricing and packaging for the Go1 appliance and Go.OS with product and finance, including how the fixed-fee model scales from a single credit union to a multi-site health system.

Build a forecasting cadence the CFO and board can rely on, with pipeline coverage, win rate and sales cycle tracked by segment.

Hire, coach and manage leaders for sales, customer success, marketing and revenue operations.

Write the sales playbook: qualification, mutual action plans, security and compliance review kits, and ROI models a CFO or chief risk officer can sign off on.

Set compensation plans and quotas that reward multi-year contracts and expansion, not only first-year bookings.

Personally lead the largest and most strategic deals, especially first logos in each new vertical.

Run deals with many stakeholders, where IT security, compliance, procurement and sometimes regulators or examiners review the purchase.

Coordinate with operations so hardware delivery, installation and onboarding dates match what sales commits to customers.

Raise net and gross revenue retention across the 200+ existing customers through expansion into new use cases and departments.

Build channel partnerships with core banking providers, health IT vendors, systems integrators and resellers that reach institutions we can't cover directly.

You've sold a product that includes hardware or an appliance, and know how delivery, installation and refresh cycles affect contracts and forecasts.

Relationships with community bank and credit union leadership, or with groups like state bankers' associations and credit union leagues.

Experience with public sector, defense or other buyers that require formal procurement and security accreditation.

You've built channel or reseller programs with core banking providers or systems integrators.

You've worked at a company that was profitable while growing quickly, and know how to invest in growth without losing that discipline.

12 or more years in B2B go-to-market roles, with at least 5 years leading sales or the full revenue function as a CRO, SVP of Sales or similar.

A record of taking a company from roughly $10M to $50M+ ARR in a high-growth environment, ideally including a stretch at a startup of under 150 people.

Experience selling to regulated buyers, especially banks and credit unions, and ideally also healthcare, insurance or defense. You know how vendor risk management, security questionnaires and examiner scrutiny shape a deal.

Enterprise and mid-market selling with long cycles, six-figure-plus contracts and buying committees that include IT, security, compliance and finance.

Enough technical depth in AI and infrastructure to hold your own with a CIO or CISO, and to explain on-premises deployment in plain language to a CEO or board.

Hands-on command of SaaS metrics (NRR, GRR, CAC payback, pipeline coverage) and the ability to build a forecast that holds.

You've hired and led managers across more than one function, not only sales.

You'll still sell. Founders and customers should see you leading key deals, not reviewing them from a distance.

You use AI tools in your own work and in the revenue team's day-to-day.