Know the buyer.
Make the agreement work.

Understand the buyer’s goals, operational constraints and decision context.

• Customer goals and commercial fit
• Stakeholder and technical questions
• Online and in-person discovery

Full-process ownership across venue and partner relationships.

Connect what the product does to the reason this buyer should care.

• Relevant product demonstrations
• Technical and commercial translation
• Founder and specialist coordination

13 demos in a 60-day sprint; PRGE 2025 and 2026 participation.

Build a proposition that reflects the account and can be worked through in detail.

• Account-specific offers
• Publisher and licensing proposals
• Stakeholder alignment and term coordination

Historical publisher cohort: 60+ approached, 11 positive replies, 4 calls and 9 tailored proposals.

Find the practical route through the objection and keep the opportunity viable.

• Objection handling
• Commercial trade-offs
• Operationally workable pilots

Claw City: revised the rewards proposition and practical redemption workflow to help reach agreement.

Take responsibility for the agreement and keep the relationship connected afterward.

• Commercial agreements
• Partner and customer follow-through
• Account context and next actions

Approximately 20 closed relationships; approximately 40 Rook placements representing $320K in equipment value.

Work against a clear target while helping others execute well.

• Monthly target accountability
• Coaching junior colleagues
• Cross-functional commercial coordination

Exceeded a target of 10 new commercial relationships every month; trained two junior BDRs.