Absorb Software

• Own the positioning, messaging, and go-to-market inputs for a portfolio of product bets, in close partnership with a dedicated GTM Lead. • This role blends strategic thinking, customer insight, and AI-augmented execution to ensure each product bet is brought to market with clarity, differentiation, and measurable impact. • You will act as the voice of the market and customer, influencing product direction and enabling successful execution across the full go-to-market lifecycle. • Partner with the GTM Lead to support end-to-end go-to-market strategy for assigned product bets • Own positioning, messaging, and market insight inputs that shape GTM direction and execution • Collaborate on defining success metrics (pipeline, adoption, expansion, usage) and contribute to achieving them • Act as the subject matter expert on the product bet across internal teams • Continuously provide insight and recommendations to optimize bet performance post-launch • Partner closely with the GTM Lead to align on strategy, priorities, and execution plans for each product bet • Collaborate with Product, Marketing, Sales, and Customer teams to ensure consistent and effective execution • Influence product roadmap by bringing forward market, customer, and competitive insights • Support integrated campaign development by ensuring messaging and positioning are clearly defined and actionable • Act as a connector between teams to ensure the voice of the customer and market is reflected in GTM decisions • Develop and deliver enablement that drives deal velocity and win rates • Translate positioning into practical sales narratives, objection handling, and competitive differentiation • Continuously gather feedback from Sales and iterate on enablement based on what is working in-market • Ensure all enablement aligns with broader GTM strategy and campaign execution

• Increase the net dollar retention of your book of business through proactive upsells, cross sells, and strong relationship management that protects and grows existing revenue. • Lead client contract renewals with a focus on expanding Annual Recurring Revenue and strengthening long-term partnerships. • Identify, develop, and close new opportunities within assigned accounts to support a land and expand strategy. • Create accurate proposals, statements of work, and other client facing documents that support your sales process and drive deal momentum. • Build meaningful, trusted relationships with key contacts to deepen engagement and position Absorb as a strategic partner. • Manage your sales pipeline with accuracy and accountability, reporting monthly and quarterly to ensure full visibility across the business. • Become an expert in Absorb’s subscription models so you can confidently address client questions and guide renewal and expansion conversations. • Participate in team meetings and collaborative projects that help improve sales processes and overall performance. • Develop strong internal partnerships across Customer Success, Support, Product, and Leadership to ensure the full client lifecycle is supported. • Stay current on product releases, training sessions, and industry insights to maintain strong product knowledge and credibility with customers.

• Increase the net dollar retention of your book of business through proactive upsells, cross sells, and strong relationship management that protects and grows existing revenue. • Lead client contract renewals with a focus on expanding Annual Recurring Revenue and strengthening long-term partnerships. • Identify, develop, and close new opportunities within assigned accounts to support a land and expand strategy. • Create accurate proposals, statements of work, and other client facing documents that support your sales process and drive deal momentum. • Build meaningful, trusted relationships with key contacts to deepen engagement and position Absorb as a strategic partner. • Manage your sales pipeline with accuracy and accountability, reporting monthly and quarterly to ensure full visibility across the business. • Become an expert in Absorb’s subscription models so you can confidently address client questions and guide renewal and expansion conversations. • Participate in team meetings and collaborative projects that help improve sales processes and overall performance. • Develop strong internal partnerships across Customer Success, Support, Product, and Leadership to ensure the full client lifecycle is supported. • Stay current on product releases, training sessions, and industry insights to maintain strong product knowledge and credibility with customers.

• Drive campaigns, communications, and programs that keep customers engaged, informed about new features, and aware of the full value of the platform. This is not just newsletters — it’s a strategic function that directly impacts retention and expansion. • Build and scale Absorb Academy as the flagship customer education experience — built entirely on our own LMS. Create certification programs, onboarding paths, and advanced training that drive product adoption and serve as a live showcase of our platform’s capabilities. • Own the programs, content, and touchpoints that drive product adoption across the customer base. Partner with Product to identify usage gaps, build adoption playbooks, and ensure customers realize the full value of their investment. This is the foundation of gross retention. • Build a community of customer champions. Create case studies, reference programs, and advocacy initiatives that support sales and marketing while deepening customer relationships. • Partner with GTM and Sales to identify expansion opportunities surfaced through usage data and customer engagement. Create the materials and moments that turn satisfied customers into bigger customers.

• Drive campaigns, communications, and programs that keep customers engaged, informed about new features, and aware of the full value of the platform. This is not just newsletters — it’s a strategic function that directly impacts retention and expansion. • Build and scale Absorb Academy as the flagship customer education experience — built entirely on our own LMS. Create certification programs, onboarding paths, and advanced training that drive product adoption and serve as a live showcase of our platform’s capabilities. • Own the programs, content, and touchpoints that drive product adoption across the customer base. Partner with Product to identify usage gaps, build adoption playbooks, and ensure customers realize the full value of their investment. This is the foundation of gross retention. • Build a community of customer champions. Create case studies, reference programs, and advocacy initiatives that support sales and marketing while deepening customer relationships. • Partner with GTM and Sales to identify expansion opportunities surfaced through usage data and customer engagement. Create the materials and moments that turn satisfied customers into bigger customers.

• Work with your account management reps, ensuring each has a deep understanding of the client’s needs and how Absorb can aid in achieving their goals and ultimately grow net dollar retention. • Manage and report key weekly/monthly operational metrics for team and individual performance. • Collaborate with the marketing team to identify campaigns to drive qualified leads and grow the account managers pipelines. • Develop a trusted advisor relationship with senior client stakeholders and executive sponsors to look for additional sales opportunities within the account. • Recruit, hire and nurture a world-class account management team. • Lead account management team and support client communications leveraging tools including but not limited to Salesforce, Gainsight, Inbox AI, Atlassian Suite, and Zendesk. • Actively contribute to department-wide initiatives by participating in cross-functional projects, sharing subject-matter expertise, and supporting strategic priorities that enhance operational effectiveness and team collaboration.

• Work with your account management reps, ensuring each has a deep understanding of the client’s needs and how Absorb can aid in achieving their goals and ultimately grow net dollar retention. • Manage and report key weekly/monthly operational metrics for team and individual performance. • Collaborate with the marketing team to identify campaigns to drive qualified leads and grow the account managers pipelines. • Develop a trusted advisor relationship with senior client stakeholders and executive sponsors to look for additional sales opportunities within the account. • Recruit, hire and nurture a world-class account management team. • Lead account management team and support client communications leveraging tools including but not limited to Salesforce, Gainsight, Inbox AI, Atlassian Suite, and Zendesk. • Actively contribute to department-wide initiatives by participating in cross-functional projects, sharing subject-matter expertise, and supporting strategic priorities that enhance operational effectiveness and team collaboration.

• Lead the team that converts pipeline into customers and expands revenue within the existing customer base. • Own product marketing, product evangelism, solution engineering, and analyst relations. • Ensure every sales conversation, product launch, and customer touchpoint tells a compelling, consistent story. • Drive win rates by making the buying experience as compelling as the product itself. • Build Absorb’s presence in the enterprise learning market through thought leadership, speaking, and community engagement. • Own relationships with analysts like Forrester and Gartner to drive placements and recognition. • Partner with Customer Enablement and Sales to position new products to existing customers and create materials that drive upsell and cross-sell conversations.

• Implement marketing website components, layouts, and pages to a high standard of HTML semantics, CSS quality, accessibility, performance, and visual polish. • Translate Figma designs into production web output, partnering with designers to refine responsive behavior, spacing, type, hierarchy, motion, and interaction details before and during implementation. • Own the quality bar for production web output, including reviewing work produced by other team members and helping establish standards, patterns, and reusable components. • Build custom interactive components – including Web Components and vanilla JavaScript modules – where the intersection of design craft and engineering is required. • Implement simple motion and animation as part of component and page work (e.g., CSS transitions, menu fade-ins, hover and focus states, lightweight interactions). • Contribute to our Next.js applications and shared component library (via Webflow DevLink) to keep design and behavior consistent across the marketing site and custom web apps. • Diagnose and resolve front-end issues using browser DevTools, including layout, rendering, performance, accessibility, and cross-browser problems. • Optimize Core Web Vitals and page load performance, including responsive image strategies, resource hints, render-blocking mitigation, script loading, and minimizing layout shift. • Implement accessibility best practices, including semantic HTML, heading structure, focus management, keyboard interaction, reduced-motion considerations, and appropriate ARIA usage. • Implement and QA A/B tests, personalization experiences, and conversion optimization experiments in partnership with marketing stakeholders. • Help reduce fragile one-off implementations by creating durable, reusable patterns and clear standards across components, layouts, and interactions. • Partner with the Content and Demand Gen teams as a technical resource for advanced layout, component, and interaction questions. • Contribute to the architecture and reusable patterns that underpin the marketing stack, including component design, CSS variable systems, and interaction patterns. • Make pragmatic trade-off decisions that balance design intent, engineering quality, timeline, and business impact.

• Own and optimize Zuora Billing, including product catalog management, pricing, subscriptions, invoicing, and payment processes. • Manage and troubleshoot the Salesforce–Zuora integration to ensure accurate data flow across the quote-to-cash lifecycle. • Improve billing operations through automation, process enhancements, and data quality initiatives that reduce manual effort. • Partner closely with Finance to support billing accuracy, revenue recognition, forecasting, and month-end activities. • Serve as the billing systems expert, resolving complex issues and collaborating with Sales, Customer Success, Support, and Finance teams. • Analyze billing data, monitor system performance, and identify trends, risks, and opportunities for operational improvement.