Success requires comfort navigating complex, multi-stakeholder buying committees (CEO, COO, CFO, CCO, IT/Operations leadership) at the DSO support-organization level, as well as sustained discipline through long, multi-stage sales cycles (typically 6-12+ months) involving competitive RFPs, security and IT review, and multi-location implementation planning. This role owns the full new-logo sales cycle - from self-sourced prospecting through executive-level negotiation and close - and is measured primarily on net-new logos acquired and net-new ARR booked, not on managed-account growth or renewals.