Blackthorne

• Manage day-to-day Salesforce administration (users, fields, workflows, validation rules, etc.) • Maintain data integrity and system reliability across the GTM stack • Build and optimize workflows, automations, and processes • Support pipeline management, forecasting, and reporting needs • Partner with sales leadership to improve process efficiency and visibility • Help translate business requirements into scalable system solutions • Contribute to the design of scalable GTM systems and processes • Evaluate and support integrations across the revenue tech stack • Identify opportunities to improve data flow and operational efficiency • Gradually take ownership of reporting, pipeline structure, and RevOps processes • Evolve into a strategic partner to Sales and GTM leadership • Transition from execution-focused work to system and strategy ownership

• Develop and own the content strategy and editorial calendar, aligned with pipeline goals, product launches, campaigns, and SEO/AEO priorities. • Define content themes, formats, and distribution strategies that drive awareness, engagement, and conversion. • Conduct keyword and topic research to identify high-impact content opportunities. • Map content to buyer journey stages and ICPs, covering top, middle, and bottom of funnel. • Own production of written content assets: blog posts, eBooks, email copy, landing pages, and sales enablement materials. • Serve as the editorial gatekeeper for quality, brand voice, and strategic alignment across all marketing content. • Collaborate with the Content Creator, who oversees social media and video, on themes and messaging, as well as content repurposing. • Iterate on and own the team’s repeatable AI content workflows, creating playbooks and enablement as needed. • Use AI tools as a power user to produce high-quality content at a pace and volume that would be impossible manually. • Maintain a quality bar that makes AI-generated content indistinguishable from (or better than) human-only content. • Evaluate and adopt new AI tools as they emerge. • Own organic traffic growth strategy through SEO and AEO best practices. • Optimize existing content for improved rankings and conversion. • Collaborate with our paid media strategist to align organic and paid content efforts. • Monitor and report on organic traffic, keyword rankings, AEO visibility, content performance, and conversions. • Provide strategic content direction for website pages, making sure messaging drives conversions. • Write and optimize landing page copy, CTAs, and conversion-focused content. • Contribute to the team’s website visitor-to-lead conversion goals by improving on-page copy, content offers, and SEO-driven entry points. • Partner with the Sr. Demand Gen Manager on landing page content and the web developer on implementation. • Collaborate with the Content Creator, Sr. Demand Generation Manager, and Director of Marketing on webinar themes, topics, and session formats. • Write talk tracks, session outlines, and speaker prep materials that keep webinar content focused, on-message, and aligned with campaign and pipeline goals. • Own promotional content for webinars: email sequences, landing page copy, social copy, and ad copy that drive registration and attendance. • Develop post-webinar content assets, turning sessions into blog posts, gated assets, and other formats that extend pipeline impact beyond the live event. • Partner with Demand Gen to produce campaign content (emails, landing pages, webinars, gated assets) on brief and on schedule. • Work with Customer Marketing to refine and distribute customer stories, case studies, and proof points. • Support Product Marketing with content for product launches, feature announcements, and GTM materials. • Collaborate with the PR specialist on thought leadership content and media-facing materials.

• Own end-to-end planning, execution, and optimization of demand gen campaigns across email, webinars, paid media, ABM, and digital channels. • Build and manage the campaign calendar in collaboration with the Director of Marketing and broader marketing team. • Develop audience segmentation strategies and targeted campaign tactics aligned with ICP and buyer journey stages. • Design and execute lead nurture programs that move prospects through the funnel from MQL to opportunity. • Drive toward the Marketing team’s target of sourced new revenue. • Analyze campaign performance data to identify what’s working and double down; quickly deprioritize what’s not. • Build and maintain conversion assets across the funnel: landing pages, forms, and email sequences. • Continuously optimize each asset to improve conversion rates at every stage, from first website visit to Sales handoff. • Build and own Blackthorn’s ABM strategy and execution, targeting high-value accounts with personalized, multi-channel campaigns. • Partner with Sales to identify and prioritize target account lists based on ICP fit, intent signals, and pipeline potential.

• Own day-to-day content strategy and creation for LinkedIn and YouTube, with opportunities to expand into additional platforms over time • Create platform-native content, including short-form video, visuals, and storytelling posts • Develop a recognizable and consistent brand presence across social channels • Experiment with tone, format, and narrative • Monitor engagement and performance, using insights to refine content direction • Consult on executive social media strategy • Plan and execute webinars in partnership with the Director of Marketing and campaign stakeholders • Shape webinar concepts, formats, and narratives (panels, interviews, POV sessions, roundtables) • Own promotional content and campaigns to drive attendance and engagement for live webinars • Develop post-event content that extends the impact of each session well beyond the live moment, including repurposed assets across social, email, blog, and web • Build repeatable webinar series over time • Create engaging, agile, and high-impact video content across channels (LinkedIn, YouTube, short-form clips, behind-the-scenes, storytelling formats) that brings the Blackthorn brand to life • Help define how the Blackthorn brand shows up through content and media across owned channels • Translate company strategy, product value, and customer insight into clear, compelling narratives • Apply and evolve brand voice and tone through real-world content • Bring forward creative ideas, content series, and new formats — and test what resonates • Develop hypotheses around content formats, narratives, and channels • Launch experiments with clear goals and success metrics • Analyze results and turn insights into actionable recommendations • Help evolve content direction based on real-world performance

• Create detailed, comprehensive, and well-structured test plans and test cases • Review tickets (bugs, enhancements, new features) and other technical documents to engage in each phase of the software development lifecycle • Create, run, repair, manual, and automated tests using frameworks like Playwright • Plan and build automated testing frameworks that integrate with development workflows - determining what to automate (regression tests, API endpoints, critical user flows) and when to run which tests • Estimate, prioritize, plan, coordinate, and perform quality testing activities • Collaborate closely with cross-functional scrum teams and across the larger company • Demonstrate best practices in everything you do, including meaningful test coverage and striving to ensure maintainability • Mentor junior QA team members and advocate for quality standards • Design and maintain test data strategies, including creating hundreds of thousands of Salesforce records for performance testing, managing data versions, and ensuring clean test environments • Design and execute performance testing strategies to identify system bottlenecks, load limits, and optimization opportunities using appropriate testing tools • Integrate automated tests into CI/CD pipelines (GitHub Actions, Cumulus CI, MetaDeploy) to provide fast feedback on code changes and act as deployment gates