Calero

• Own and refine the product backlog, aligning features with business priorities, customer needs, and technical feasibility. • Translate customer requirements into clearly defined problems, broken down as user stories, epics, and acceptance criteria with clear value focus. • Drive ruthless value slicing — deliver features in small, high-impact increments to enable early feedback and reduce rework. • Maintain predictable delivery and transparent road mapping, ensuring alignment between sprint outputs and roadmap commitments. • Define and validate financial data models, ensuring figures (e.g., allocations, pricing, usage metrics) are accurate, consistent, and actionable. • Hands-on configuration of automation/integration tools (e.g., Make, n8n, Zapier) to prototype and test data workflows; comfortably read and interpret API specs to validate feasibility • Be the deep customer advocate and business user proxy: Deeply understand "Jobs To Be Done" in contract management, pricing, usage, and allocations. • Demonstrate and test product capabilities as a business user would, ensuring they solve real problems. • Lead customer workshops, proof-of-concepts, and pilot programs to capture feedback early. • Provide evidence to stakeholders that delivered capabilities are fit for business purpose, not just technically complete. • Define and track KPIs and success metrics for features and releases (e.g., adoption, usage, savings delivered, customer satisfaction). • Report on performance to leadership and stakeholders, ensuring transparency on outcomes, risks, and trade-offs. • Manage scope rigorously to deliver on time and prevent feature creep.

• Own and refine the product backlog • Drive deliverables to enable early feedback and reduce rework • Define and validate financial data models • Be the deep customer advocate and business user proxy • Lead customer workshops and proof-of-concepts • Define and track KPIs and success metrics for features

• Review, draft, redline, negotiate, and manage a broad range of commercial agreements, including SaaS agreements, customer contracts, vendor agreements, NDAs, order forms, amendments, and partnership agreements. • Coordinate incoming contract requests to ensure timely review, prioritization, negotiation, approval, and execution. • Negotiate contractual terms directly with customers, vendors, and partners through written communications and live negotiations. • Partner closely with Sales, Legal, Finance, Security, Product, and Operations teams to facilitate efficient contract execution while managing legal and business risk. • Utilize contract lifecycle management (CLM) systems to track, manage, and organize contracts and related workflows. • Develop, maintain, revise, and apply contract playbooks, fallback language, templates, negotiation guidance, and internal process documentation. • Help ensure consistency in contract language, negotiation positions, approval processes, and contracting workflows. • Identify and escalate legal, operational, financial, and compliance risks as appropriate. • Assist with contracting metrics, reporting, training, and internal stakeholder guidance regarding contracting standards and processes. • Potentially supervise, mentor, and help coordinate the work of additional contracts team members.

• Identify, research, and engage prospective customers within an assigned region • Execute high‑volume outbound prospecting (calls, email, LinkedIn) to generate qualified meetings • Qualify inbound and marketing‑generated leads to ensure alignment with ideal customer profiles • Schedule and coordinate qualified meetings for Regional Account Executives • Lead, coach, and support a team of SDRs to achieve individual and regional pipeline targets • Serve as the primary day‑to‑day mentor for SDRs • Conduct regular 1:1s focused on performance, skill development, and career progression • Lead call reviews, message feedback, and role‑play sessions to improve conversion and consistency • Monitor team activity levels, conversion rates, meeting quality, and pipeline contribution • Ensure consistent adherence to SDR processes, messaging standards, SLAs, and CRM hygiene • Act as the SDR lead and primary sales development partner to 4–5 Account Executives • Develop a deep understanding of regional accounts, whitespace opportunities, and target segments • Track and report on individual and team KPIs, including activity, conversion, and pipeline metrics • Provide structured feedback on campaign performance and lead quality

• Identify, research, and engage prospective customers within your assigned region • Execute high-volume outbound prospecting (calls, email, LinkedIn) to generate qualified meetings • Qualify inbound and marketing-generated leads to ensure alignment with ideal customer profiles • Schedule and coordinate meetings for regional Account Executives • Act as the primary sales development partner to 4–5 Account Executives • Develop a deep understanding of regional accounts, whitespace opportunities, and target segments • Collaborate with AEs on account strategies, outreach plans, and pipeline priorities • Provide consistent feedback on market conditions and prospect engagement • Work closely with Marketing to operationalize campaigns within your region • Leverage platforms such as 6sense to identify in-market accounts and prioritize outreach • Engage with nurture programs, campaign responses, and intent signals to accelerate conversion • Maintain accurate activity tracking and pipeline data in CRM systems • Ensure timely follow-up on leads and adherence to defined SLAs • Continuously refine messaging, targeting, and outreach strategies based on performance data

• Identify, recruit and onboard new referral partners, VARs and MSPs • Achieve new business and revenue targets • Develop and execute channel strategies • Collaborate with marketing team for partner initiatives • Provide sales and logistical support for channel partners • Serve as primary point of contact for partner inquiries

• Design and implement features across a distributed .NET 8 microservice platform (REST APIs, background workers, message bus handlers) • Build and maintain modern front-end applications using React and TypeScript • Apply Clean Architecture and CQRS patterns to backend services • Author and evolve EF Core database migrations in a shared schema model • Write unit, integration, and end-to-end tests • Use AI coding tools actively for scaffolding, refactoring, code review, and exploration while maintaining quality ownership • Participate in code review with a focus on patterns, correctness, and maintainability • Contribute to and uphold architectural standards and shared patterns across teams

• Build, deploy, and optimize multi-channel marketing automation campaigns including email programs, nurture tracks, and lifecycle workflows. • Configure and maintain Pardot automation rules, engagement studio programs, dynamic lists, scoring models, and segmentation strategies. • Manage campaign execution from campaign setup through performance analysis and optimization. • Maintain and optimize the integration between Pardot and Salesforce, ensuring accurate lead flow, campaign attribution, and reporting. • Build and optimize landing pages and forms using Unbounce and WordPress. • Monitor campaign performance using Salesforce and Pardot reporting dashboards. • Support execution of Account-Based Marketing (ABM) campaigns targeting high-value accounts.