Anecdotes

• Research, prospect and qualify potential customers within an assigned North America territory • Own outbound pipeline generation through strategic prospecting into target accounts • Build pipeline by initiating conversations and developing relationships with potential customers through cold calling, personalized/research-backed emails, LinkedIn outreach, and events • Pair closely with an Account Executive to outbound prospect into key target accounts in your territory • Leverage sales and lead generation tools to identify prospects and activate them in multi-touch inbound & outbound sequences • Book discovery meetings for Regional Sales Managers that convert into pipeline opportunities • Run short qualification meetings with potential customers who inquire through the website • Collaborate with marketing on monthly campaigns and inbound/outbound initiatives

• Serve as the primary liaison between anecdotes and our customers, ensuring seamless communication, coordination, and partnership across all interactions. • Act as a trusted advisor to customers as they modernize and scale their GRC programs using the anecdotes platform, providing best practices, industry insights, and strategic guidance. • Develop a deep understanding of each customer’s goals, workflows, compliance requirements, and product configuration to continually deliver measurable value and drive ongoing engagement. • Monitor customer health, product usage, and sentiment to detect risks early, drive proactive engagement, and improve satisfaction and retention. • Lead Executive Business Reviews (EBRs/QBRs) that highlight ROI, adoption trends, maturity progress, and alignment on forward-looking strategies. • Collaborate cross-functionally with Product, Support, and Sales to advocate for customer needs, quickly resolve challenges, and provide feedback that informs product roadmaps and customer-centric improvements. • Manage value realization and lead the process for renewals and expansions, ensuring alignment on outcomes while driving successful negotiations that support long-term partnership growth. • Maintain accurate documentation, account plans, customer insights, and health indicators across internal systems (CRM and CS platform) to support effective account management.

• Research, prospect and qualify potential customers within an assigned North America territory • Own outbound pipeline generation through strategic prospecting into target accounts • Build pipeline by initiating conversations and developing relationships with potential customers through cold calling, personalized/research-backed emails, LinkedIn outreach, and events • Pair closely with an Account Executive to outbound prospect into key target accounts in your territory • Leverage sales and lead generation tools to identify prospects and activate them in multi-touch inbound & outbound sequences • Book discovery meetings for Regional Sales Managers that convert into pipeline opportunities • Run short qualification meetings with potential customers who inquire through the website • Collaborate with marketing on monthly campaigns and inbound/outbound initiatives

• Own end-to-end execution of events, including conferences, executive dinners, roundtables, partner events and more • Oversee the end-to-end event process, from strategic selection and investment proposals to planning, execution, and reporting/analysis. • Oversee all event logistics, including preparation, space allocation, vendor management, technology, staffing, swag, signage, exhibit properties, and ongoing communications. • Collaborate with the broader marketing team to determine the best campaign plan to support events and other marketing activities. • Ensure all activities achieve standards, adhere to current messaging, and remain within branding guidelines. • Closely monitor KPIs and metrics to measure program effectiveness. • Manage budgets effectively, ensure resources are allocated efficiently, and analyze data to optimize programs and demonstrate ROI. • Build and maintain relationships with vendors, agencies, and strategic partners to enhance execution and maximize sponsorship opportunities.

• Identify market opportunities and design marketing strategies • Build and deploy AI agents • Launch dedicated landing pages and automated email sequences • Work on brand projects to enhance brand presence

• Proactively identify and target new prospects through research, networking, and outreach. • Leverage marketing-delivered opportunities to accelerate pipeline growth and close deals. • Build and manage a robust sales pipeline to meet and exceed revenue targets. • Develop compelling value propositions tailored to client needs, showcasing our solutions. • Lead consultative sales discussions and guide prospects through the sales cycle. • Collaborate with internal teams to ensure a seamless client onboarding experience. • Maintain accurate and timely reporting of sales activities in CRM tools.

• Develop and implement a comprehensive content strategy aligned with business goals (brand awareness, demand generation, lead nurturing, thought leadership). • Own the editorial calendar: plan, create, publish, and promote content across channels (blog, website, email, social media, maybe whitepapers / case studies / guides). • Use AI tools as a core part of your content workflow from research and outlining to drafting, optimization, and repurposing. • Write and edit clear, compelling content: blog posts, SEO-optimized articles, email copy, social posts, website copy, video scripts and collaborate with designers when needed. • Collaborate cross-functionally: work closely with product marketing (to understand features, use cases, differentiators), brand (for tone/voice) demand gen / field marketing (for campaigns), sales / customer success if needed. • Translate complex technical / GRC / cyber-security concepts into accessible, audience-friendly content that resonates with decision-makers as well as practitioners. • Track performance of content (engagement, traffic, lead conversion, SEO rankings, email open/click, social metrics), derive insights and iterate. • Stay on top of AI and industry trends to inform content ideas and keep our content relevant.

• Lead the transition of legacy programs into the modern era by providing both strategic advisory and direct technical execution • Analyze diverse customer technical environments (Cloud/SaaS/Hybrid) to transition their compliance programs from manual screenshots to automated data collection • Proactively identify gaps and inefficiencies in customer security and risk posture • Empower customers to defend their automated controls to third-party auditors by leveraging platform data and technical best practices • Champion the use of AI tools to optimize GRC workflows

• Serve as the primary liaison between anecdotes and our customers, ensuring seamless communication, coordination, and partnership across all interactions. • Act as a trusted advisor to customers as they modernize and scale their GRC programs using the anecdotes platform, providing best practices, industry insights, and strategic guidance. • Develop a deep understanding of each customer’s goals, workflows, compliance requirements, and product configuration to continually deliver measurable value and drive ongoing engagement. • Monitor customer health, product usage, and sentiment to detect risks early, drive proactive engagement, and improve satisfaction and retention. • Lead Executive Business Reviews (EBRs/QBRs) that highlight ROI, adoption trends, maturity progress, and alignment on forward-looking strategies. • Collaborate cross-functionally with Product, Support, and Sales to advocate for customer needs, quickly resolve challenges, and provide feedback that informs product roadmaps and customer-centric improvements. • Manage value realization and lead the process for renewals and expansions, ensuring alignment on outcomes while driving successful negotiations that support long-term partnership growth. • Maintain accurate documentation, account plans, customer insights, and health indicators across internal systems (CRM and CS platform) to support effective account management.

• Own the end-to-end relationships with strategic channel and alliance partners, including Guidepoint, Defy, and others • Build strong relationships with key partner stakeholders across sales, partnerships, and leadership • Serve as the primary point of contact between Anecdotes and strategic alliance partners • Develop and execute joint go-to-market strategies with alliance partners • Drive pipeline generation and revenue through partner-led and co-sell motions • Enable partner teams on Anecdotes’ value proposition, use cases, and differentiation • Support joint sales cycles, including deal strategy and closing • Create and maintain partner enablement materials and sales playbooks • Track partner pipeline, performance, and key success metrics • Collaborate closely with internal sales, marketing, and product teams on joint initiatives