AppZen

• Creating a smooth transition from sales for new customers, and aligning with the customer’s executive sponsor during implementation; overseeing key milestones during implementation in partnership with Implementation Success Manager (ISM). • Post go-live, conducting cadence calls to monitor and assess program health, along with project-managing the adoption of new/existing features & functionality. • Regularly analyzing and communicating business value to customer executives and their teams, typically in the form of Business Reviews. • Partnering with sales to identify opportunities to increase customer value–resulting in upsell/cross-sell/expansion.

• Driving resolution of AppZen’s most complex and high-impact customer escalations. • Partnering with CSMs and ISMs to unblock go-lives, stabilize at-risk accounts, and protect customer confidence. • Coordinating across Support, Engineering, Product, and the AppZen Executive Team to deliver timely, durable outcomes. • Monitoring escalated accounts for recurring issues and systemic risks, and driving preventive actions.

• Own the Deal Desk process end-to-end, including request intake, pricing support, approvals, contract creation support, and follow-ups required to advance opportunities. • Modify and manage quotes and order forms, ensuring accuracy and compliance with bookings policies. • Lead the day-to-day deal approval process in Salesforce, including managing SLAs, tracking requests, and routing approvals to unblock deals. • Manage deal exceptions and escalations end-to-end, coordinating rapid internal alignment on non-standard requests while protecting commercial guardrails and future ARR. • Partner with Finance, Legal, and Professional Services to ensure smooth deal execution and consistent internal alignment. • Partner with Sales to develop deal strategies and winning negotiation positions, structuring commercial terms that accelerate close velocity while protecting long-term renewal and expansion ARR. • Communicate deal value through clear, detailed proposals and stakeholder updates to support timely decision-making. • Align to assigned territories and attend forecast calls to support pipeline execution and deal progression. • Identify recurring issues, bottlenecks, and quality gaps in deal execution; recommend process improvements and opportunities for automation.

• Own a strategic enterprise territory primarily focused on Fortune 1000 organizations • Drive net-new enterprise logos and expand AppZen’s footprint within large, complex accounts • Develop and execute deep account plans to penetrate multiple business units and buying centers • Build and maintain a pipeline of 4x quota, weighted toward high-value enterprise opportunities • Manage 6–12+ month enterprise sales cycles with average deal sizes of $150K+ • Lead executive-level discovery and value conversations with CFOs, Controllers, VPs of Finance, and Procurement leaders • Navigate complex, global buying committees and procurement processes • Deliver compelling, executive-ready presentations and demos to C-suite stakeholders • Orchestrate internal resources (Sales Engineering, Product, Leadership) to support complex deals • Co-sell with strategic partners and resellers to accelerate enterprise adoption

• Own and develop a strategic enterprise territory across Germany/DACH • Drive net-new business and expand AppZen’s footprint within large, complex organizations • Build and execute detailed account plans across multiple business units and buying centers • Maintain a strong pipeline focused on high-value enterprise opportunities • Manage long sales cycles (6–12+ months) with large deal sizes • Lead value-based, executive-level conversations with CFOs, Finance Directors, and Procurement leaders • Navigate complex procurement processes and global buying committees • Deliver compelling presentations and product demonstrations to senior stakeholders • Collaborate cross-functionally with Sales Engineering, Product, and Leadership • Partner with regional system integrators, resellers, and strategic partners

• Own the regional field marketing strategy in close partnership with sales leadership, translating territory goals into integrated marketing plans that drive qualified pipeline and accelerate deals • Act as the strategic marketing voice in regional QBRs, pipeline reviews, and account planning sessions, contributing meaningfully to territory planning and investment decisions • Design and execute a portfolio of regional programs, from flagship conferences and executive roundtables to intimate VIP dinners, partner activations, and account-based plays • Build repeatable program frameworks and scalable playbooks that the broader field marketing team can leverage • Manage a significant regional marketing budget with full accountability for ROI, knowing how to prioritize spend and double down on what's working • Track, analyze, and report on program performance, pipeline influence, and marketing-sourced revenue in Salesforce; bring insights that shape future investment decisions • Partner with Demand Gen, Content, and Product Marketing to bring integrated campaigns to life in the field • Rally stakeholders, align priorities, and drive execution across a matrixed organization • Identify gaps and opportunities in the field marketing engine and proactively drive improvements to processes, tooling, and best practices • Help mentor and develop junior members of the field marketing team, sharing playbooks and raising the overall craft

• Plan and execute regional marketing programs including conferences, executive dinners, roundtables, partner events, and hosted experiences • Collaborate closely with regional sales teams to identify target accounts, align on priorities, and build programs that drive qualified pipeline • Manage end-to-end event execution - from strategy and budgeting to logistics and post-event follow-up • Drive both in-person and digital demand generation initiatives to support pipeline growth • Track, measure, and report program performance and ROI in SFDC • Manage regional event budgets and ensure programs are executed efficiently and effectively • Identify opportunities to improve processes, tools, and best practices as we continue building a best-in-class field marketing engine

• Develop deep expertise in AppZen’s products, platform, and use cases • Deliver compelling, customer-specific demonstrations and presentations • Articulate business value aligned to German and European finance and compliance requirements • Identify and address critical customer business and technical challenges • Take technical ownership of opportunities across the entire sales cycle • Partner with Account Executives on qualification, discovery, and deal strategy • Lead responses to RFI/RFPs, security questionnaires, and data protection inquiries (e.g., GDPR-related) • Plan and manage proof-of-concepts and pilot engagements to successful completion