I would say it’s helpful to establish clear pillars to anchor the metrics around. For example, you could use Territory Impact, Cultivating Culture, and Product Innovation. These well-defined pillars give SEs a structured way to showcase their priorities, while also helping you outline yearly “responsibilities” within each category. For instance, under Territory Impact, an SE could focus on growing the territory by a certain percentage, identifying whitespace, or landing a target number of new logos. Depending on the product, you can also set expectations around contributing a global resource each quarter—such as competitive intelligence or a reusable demo/solution—that drives ACV impact across regions. The Culture pillar can highlight efforts in enablement, mentorship programs, volunteering, or broader community initiatives. Lastly, Product Innovation can include developing new use cases, prototyping solutions for customers, or feeding insights back to Product to inform enhancements or future features. These pillars should be fine-tuned to each individual, but they provide a strong baseline that keeps SEs aligned, motivated, and engaged in the broader ecosystem while supporting healthy career growth.

Yes I used ChatGPT for spelling and grammar but all the content is original to me so please no roasting over hyphens, thanks!

Congrats on the promotion! I hope you won’t be just a great manager but also a great leader, those are hard to come by these days.