Absorb Software

• Own and scale post-sales operations (forecasting, segmentation, lifecycle, KPIs) to drive retention and growth • Lead and optimize the CX tech stack to ensure data integrity, adoption, and seamless workflows • Build scalable customer lifecycle processes across onboarding, adoption, renewals, and expansion • Drive automation and AI initiatives to improve efficiency and customer engagement • Lead cross-functional programs, turning strategy into executable plans with measurable results • Partner across Product, Sales, and Marketing to enhance customer experience and alignment • Develop reporting and dashboards to track customer health, performance, and key trends • Turn customer data and feedback into actionable insights that inform strategy and reduce churn • Lead enablement to equip teams with the tools, training, and playbooks needed to succeed • Build and scale customer advocacy programs to support growth and brand credibility • Lead and develop a high-performing team, fostering a culture of accountability and continuous improvement

• Own and deliver the enterprise bookings target, ensuring predictable, high-quality revenue growth • Lead and optimize a team responsible for $50K–$500K deal sizes, with a focus on scaling mid-to-top-end deal performance • Drive pipeline health, conversion improvements, and deal velocity across inbound and outbound motions • Establish forecasting discipline, ensuring accuracy and transparency across regions and teams • Lead and coach 4 Director-level leaders overseeing 20+ Account Executives • Develop leadership bench strength and succession plans across all levels • Build a high-performance, accountable, and metrics-driven sales culture • Implement and operationalize formal coaching structure and expectations • Refine and execute enterprise GTM strategy across NAM and EMEA markets • Partner cross-functionally with Product to influence product roadmap and ensure new logo enterprise perspective is strongly and accurately represented in product roadmap • Optimize inbound and outbound motions, ensuring clear segmentation, territory design, and coverage models • Drive data-informed decision-making across performance management, compensation design, and resource allocation • Improve sales processes, coaching strategies and cadence, and AE skills to increase win rates • Personally engage in strategic, high-value deals to accelerate closures and mitigate risk • Elevate deal qualification, executive alignment, and value-based selling across the organization • Build executive relationships with key customers and prospects

• Own and deliver the enterprise bookings target, ensuring predictable, high-quality revenue growth • Lead and optimize a team responsible for $50K–$500K deal sizes, with a focus on scaling mid-to-top-end deal performance • Drive pipeline health, conversion improvements, and deal velocity across inbound and outbound motions • Establish forecasting discipline, ensuring accuracy and transparency across regions and teams • Lead and coach 4 Director-level leaders overseeing 20+ Account Executives • Develop leadership bench strength and succession plans across all levels • Build a high-performance, accountable, and metrics-driven sales culture • Implement and operationalize formal coaching structure and expectations • Refine and execute enterprise GTM strategy across NAM and EMEA markets • Partner cross-functionally with Product to influence product roadmap and ensure new logo enterprise perspective is strongly and accurately represented in product roadmap • Optimize inbound and outbound motions, ensuring clear segmentation, territory design, and coverage models • Drive data-informed decision-making across performance management, compensation design, and resource allocation • Improve sales processes, coaching strategies and cadence, and AE skills to increase win rates • Personally engage in strategic, high-value deals to accelerate closures and mitigate risk • Elevate deal qualification, executive alignment, and value-based selling across the organization • Build executive relationships with key customers and prospects

• Lead positioning, messaging, and narrative architecture across the product portfolio, with a sharp focus on differentiation and AI-forward storytelling. • Own product launches end-to-end — from pre-launch validation and beta strategy through tiered GTM execution and post-launch performance measurement. • Build deep buyer, competitor, and category insight that informs product roadmap, pricing, and GTM priorities. • Define pricing and packaging strategies that reflect customer value and unlock new revenue motions. • Design and deliver enablement programs that equip Sales, Customer Success, Partnerships, and Marketing to confidently sell, support, and expand our solutions. • Build the content engine our GTM teams rely on every day — pitch decks, demo scripts, battle cards, ROI models, objection handlers, and customer proof. • Partner with Revenue Enablement to scale onboarding, certification, and ongoing skill-building tied to launches and product evolution. • Measure enablement effectiveness through win rates, ramp time, deal velocity, and competitive performance. • Define and operationalize GTM motions — segmentation, ICP, channel mix, and campaign architecture — across new and existing markets. • Partner with Product, Sales, Marketing, and Customer leadership to align on revenue targets, growth priorities, and category strategy. • Lead cross-functional GTM planning for major launches, market expansions, and strategic bets. • Translate market signals into GTM decisions and inform the long-range plan. • Manage and mentor a marketing designer, elevating brand consistency and visual quality across every GTM asset. • Partner with the designer to raise the bar on campaigns, sales collateral, web, social, and event presence while operationalizing design and developing AI workflows to improve efficiency. • Champion design-as-strategy, making sure how we show up in market is as strong as what we say. • Lead the GTM narrative for our AI capabilities so customers, prospects, and partners clearly understand the value of AI-powered learning. • Identify, pilot, and scale AI tools that transform the product marketing function — competitive research, content generation, enablement delivery, and measurement. • Be a visible advocate for the broader AI transformation across the company — modeling new ways of working and helping teammates adopt them.

• Resolving the issues through phone, chat, and email communication channels in a fast paced environment. • Provide excellent client support by engaging clients, providing clear internal and client-facing communications, conducting investigations, and aiding in quick resolution. • Troubleshoot and perform in-depth investigations to work towards determining the root cause of client/feature issues, next steps, and deliver solutions based on client needs and concerns. • Manage customer expectations regarding estimated response times for issue resolution. • Extensively research and document customer technical issues. • Successfully act as the advocate and voice for the client while simultaneously acting as the voice of the company to ensure that all communications and interactions are delivered clearly and professionally as issue statuses change and resolutions are confirmed.

• Attend and perform Technical On-line Demonstrations for potential clients. • Create and customize trial portals to help demonstrate the importance and use of the LMS. • Build out use cases for prospects and solve any integration questions that they would have. • Troubleshoot any issues that a prospect encounters in the LMS. • Respond to technical questionnaires and/or functionality questionnaires. • Assist the proposals team in responding to RFIs by answering any use case or technical questions a prospect might have. • Attend on-site demos with Account and Sales Executives.

• Resolving the issues through phone, chat, and email communication channels in a fast paced environment. • Provide excellent client support by engaging clients, providing clear internal and client-facing communications, conducting investigations, and aiding in quick resolution. • Troubleshoot and perform in-depth investigations to work towards determining the root cause of client/feature issues, next steps, and deliver solutions based on client needs and concerns. • Manage customer expectations regarding estimated response times for issue resolution. • Extensively research and document customer technical issues. • Successfully act as the advocate and voice for the client while simultaneously acting as the voice of the company to ensure that all communications and interactions are delivered clearly and professionally as issue statuses change and resolutions are confirmed.

• Build trust and strong business relationships with key decision makers in Absorb’s most opportune accounts • Generate strategic account plans to execute strategies which will lead to upsell/cross sell opportunities • Work with internal resources (Leadership, Solutions Engineers, Account Development reps) to develop and execute expansion plans from Discovery to Closed Won • Monitor your pipeline to ensure appropriate actions are taken at appropriate times to continue to facilitate the sale to closed won • Work collaboratively with the support and technology teams to become an expert in Absorb LMS and the overall learning management landscape • Demonstrate Absorb LMS functionality and provide pricing options that align to customer objectives and assist Absorb’s continued growth • Work with existing Customer Success resources to identify risk and mitigate churn wherever possible • Use customer and prospect contact activities tools and systems, and update relevant information held in these systems • Monitor and report on market and competitor activities and provide relevant reports and information

• Build trust and strong business relationships with key decision makers in Absorb’s most opportune accounts • Generate strategic account plans to execute strategies which will lead to upsell/cross sell opportunities • Work with internal resources (Leadership, Solutions Engineers, Account Development reps) to develop and execute expansion plans from Discovery to Closed Won • Monitor your pipeline to ensure appropriate actions are taken at appropriate times to continue to facilitate the sale to closed won • Work collaboratively with the support and technology teams to become an expert in Absorb LMS and the overall learning management landscape. • Demonstrate Absorb LMS functionality and provide pricing options that align to customer objectives and assist Absorb’s continued growth • Work with existing Customer Success resources to identify risk and mitigate churn wherever possible • Use customer and prospect contact activities tools and systems, and update relevant information held in these systems • Monitor and report on market and competitor activities and provide relevant reports and information

• Identify high-impact opportunities to apply AI across marketing and build production-ready solutions (not concepts or decks) • Own end-to-end delivery: ideation, prototyping, validation, and deployment • Develop and maintain AI-driven workflows (e.g., content generation, lead scoring, competitive intel, reporting) • Evaluate emerging AI tools and lead build vs. buy decisions • Establish scalable frameworks, documentation, and adoption best practices • Act as the internal expert on applied AI, influencing strategy and upskilling teams • Own and evolve the marketing data stack (warehouse + integrations across CRM, automation, ads, and web analytics) • Build automated reporting that delivers actionable insights to stakeholders • Lead deep-dive analyses on pipeline, channel performance, attribution, lead quality, and ROI • Improve data quality, measurement frameworks, and reporting coverage • Manage data orchestration (APIs, workflows, automation pipelines) • Lead and develop a high-performing team of two analysts • Transition key work from external consultants to in-house capability • Partner closely with Marketing leadership to drive strategic initiatives • Deliver clear insights, recommendations, and materials to support executive decision-making