AuditBoard

• Build and manage the systems that surface insights about how our sales teams execute and where opportunities exist to improve performance. • Analyze and synthesize insights from win/loss interviews, deal reviews, and field feedback. • Partner with RevOps to identify trends in pipeline progression, stage conversion, and deal outcomes. • Identify patterns in competitive losses, buyer objections, and deal execution gaps. • Translate insights into clear recommendations for improving sales productivity and execution. • Surface repeatable “winning patterns” that can be scaled across the organization. • Monitor adoption and impact of initiatives designed to improve sales execution. • Identify opportunities to improve adherence to sales process and methodology (e.g., MEDDICC), and support enablement efforts that reinforce consistent, high-quality execution across the sales cycle. • Partner with Sales Leadership to reinforce process excellence, ensuring reps are effectively applying defined sales stages, deal inspection standards, and best practices. • Design and deliver targeted enablement programs focused on improving sales execution. • Develop supporting content such as playbooks, frameworks, and training materials. • Reinforce key sales behaviors and methodologies (MEDDICC) through structured learning experiences. • Facilitate training sessions and workshops that help reps and leaders improve deal strategy and execution. • Ensure enablement programs address real performance gaps identified through field insights. • Collaborate with Sales Leadership, Legal, RevOps, and Marketing to identify productivity opportunities across the sales cycle. • Partner with RevOps to ensure insights are grounded in accurate data and performance trends. • Work closely with Product Marketing to incorporate competitive insights and product messaging into enablement programs. • Ensure feedback from the field is captured and incorporated into global enablement priorities.

• Provide expert guidance to the Sales field and Customer Success in the areas of deal structuring, pricing, redlining and contract management. Participate in deal reviews with Sales/Sales Leadership to help drive Account-Level strategy on pricing/deal structuring. • Ensure deals are structured and processed efficiently and align with company policies. • Review, interpret, and confirm contract terms and conditions; work closely with finance and legal teams to ensure all contracts are accurate. Verify compliance with internal policies • Responsible for drafting, modifying, and finalizing contracts including new, add-on, and upsell business for Cloud Subscription Services. • Review and approve deals for Optro customers and prospects. • Anticipate issues and initiate actions to resolve them using professional judgment and concepts, company policies, and procedures. • Deal with day-to-day queries from Sales, and Account Management teams on Optro’s quoting tools and/or CRM system. Participate in testing, as requested, to support quoting tool enhancements. • Support Sales enablement through new hire training initiatives and ad hoc training requests as needed. • Independently drive efficiency and process improvements. Support commercial projects on an as-needed basis.

• Strategic Commercial Planning: Drive our go-to-market planning process to ensure we are investing in the right places at the right time. • Data-Driven "Moneyball" Insights & Analytics: Oversee strategy and analytics to provide actionable insights into pipeline health, conversion rates, and rep productivity. • Cross-Functional Alignment: Serve as the connective tissue between Commercial, Operations, Product, and Finance. • Operational Excellence & Process Optimization: Understand different SaaS monetization approaches to measure bookings, revenue, and capacity. • Team Leadership: Over time, lead and evolve the strategy and analytics ("Moneyball") team as we scale.

• Act as a bridge between engineering, product, and customer success. Proactively collaborate with SMEs across the organization to extract deep technical knowledge and translate it into accessible content. • Write and maintain high-quality Help Center content, including user guides, troubleshooting articles, how-to tutorials, and FAQs. • Find creative solutions to scale documentation efforts. This includes leveraging AI-assisted writing tools and automation to improve speed-to-market and consistency without sacrificing quality. • Organize and structure Help Center content to ensure it is easily navigable and searchable, directly impacting product adoption and ticket deflection. • Ensure all documentation aligns with Optro’s brand voice and tone, maintaining a consistent "source of truth" for all users.

• Execute full-cycle sales, including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build and maintain a viable pipeline • Expanding business opportunities in existing + new customer accounts within your assigned territory – this role will have a split of cross-sell/up-sell and net new business acquisition • Develop multi-year account plans, territory plans, and tailored strategies to position AuditBoard’s multi-pillar platform sales across multiple business units and economic buyers • Build trusted relationships with CxOs by deeply understanding their priorities and delivering solutions that align with their strategic objectives. Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs • Identify prospective customers' pain points, educate them on AuditBoard’s value, highlight our differentiators, effectively demo the product via video conference / onsite, and guide prospects through the sales process with 25%-30% travel, including client and partner meetings as well as events and conferences • Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Auditboard into their organization • Work closely with SDRs, Product Solutions (SEs), and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set expectations for customers • Develop the partner ecosystem (Big 4 Accounting and boutique firms) to aid in business development efforts

• As an Enterprise Account Executive, you will be responsible for selling Optro products to both large publicly traded and private organizations. • Execute full-cycle sales, including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build a viable pipeline. • Expanding business opportunities in existing + new customer accounts within your assigned territory – this role will have a split of cross-sell/up-sell and net new business acquisition. • Strategize multi-pillar platform sales across multiple business units and economic buyers. • Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs. • Identify prospective customers' pain points, educate them on Optro’s value, highlight our differentiators, effectively demo the product via video conference / onsite and guide prospects through the sales process with 25%-30% travel. including client and partner meetings as well as events and conferences. • Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Optro into their organization. • Work closely with SDRs/BDRs, Product Solutions, and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set customer expectations. • Develop the partner ecosystem (Big 4 and boutique firms) to aid in business development efforts.

• As an Enterprise Account Executive, you will be responsible for selling AuditBoard products to both large publicly traded and private organizations. • Execute full-cycle sales, including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build a viable pipeline. • Expanding business opportunities in existing + new customer accounts within your assigned territory – this role will have a split of cross-sell/up-sell and net new business acquisition. • Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs. • Identify prospective customers' pain points, educate them on AuditBoard’s value, highlight our differentiators, effectively demo the product via video conference / onsite and guide prospects through the sales process with 25%-30% travel. including client and partner meetings as well as events and conferences. • Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Auditboard into their organization. • Work closely with SDRs/BDRs, Product Solutions, and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set customer expectations. • Develop the partner ecosystem (Big 4 and boutique firms) to aid in business development efforts.

• Design, build, and maintain scalable data pipelines that ingest and transform data across Salesforce, Gainsight, Rocketlane, Zendesk, Snowflake, product telemetry, and other core systems • Strategic partner with Customer Ops & Analytics, Enterprise Data Engineering and Product Operations teams to be a thought leader to design scalable data solutions. • Develop reliable data models that power renewal forecasting, churn prediction, customer health scoring, professional services metrics, support performance, and product usage • Implement CI/CD, data testing, and documentation best practices to ensure scalable, secure, and auditable transformations • Optimize warehouse performance and data architecture for speed, cost efficiency, and reliability • Partner with Product and Engineering to design telemetry schemas and ensure meaningful product instrumentation, while building pipelines that translate product usage data into actionable insights for both Product teams and Post-Sales teams • Architect data structures that support AI/ML use cases including churn prediction, renewal forecasting, workflow automation, and sentiment analysis • Implement monitoring and validation frameworks to proactively detect data inconsistencies • Familiarity with using Python for basic to advanced data processing tasks • Develop and document data or system models, flow diagrams and architecture guidelines

• Manage 1 team member and assist with coaching, mentoring, and business escalations • Execute and enforce company renewal booking policies • Verify order and contract details for accuracy and completeness • Ensure timely and accurate recording of order information into Sales and Accounting systems, and communicate any issues or delays to relevant stakeholders • Provide knowledgeable and efficient support on renewal-related inquiries • Collaborate with management and other teams on cross-functional projects to improve renewals processes, systems, and customer experiences • Assist with the coordination and contracting of combined deals, concessions, and product swaps • Generate, maintain, and analyze renewal order metrics reporting

• Identify and prioritize automation opportunities across CS, Renewals, Professional Services, Support, and Customer Education • Build and scale automations that support post-sale segments with limited or no account ownership, in addition to high-touch programs. • Design AI-powered workflows using tools such as Workato, automation platforms, LLM-based tools, REST APIs and internal systems • Develop standardized automation playbooks to scale repeatable solutions • Research, identify, evaluate, and recommend third-party automation and AI tools aligned to business needs • Configure and deploy automation workflows within existing systems (Salesforce, Gainsight, Zendesk, Rocketlane, etc.) • Develop documentation, enablement materials, and change management strategies to drive adoption • Build a library of “AI use cases” and reusable prompts / GEMs • Track automation ROI, including time saved, cost avoided, and efficiency gains • Ensure responsible and compliant use of AI, working with Security, Legal, and IT to address data governance, access controls, and risk management.