Cerby

• Build end-to-end GTM workflows across targeting, enrichment, scoring, routing, sequencing, and reporting • Reduce manual work while improving speed, consistency, and data quality • Implement ICP rules, intent signals, and decision logic that hold up at scale • Connect Hubspot, Salesforce, enrichment tools, outbound platforms, and automation into a single operating system • Ensure GTM execution scales without breaking deliverability or data integrity • Build dashboards that surface funnel health, lead quality, and pipeline performance, and identify where leads drop off so you can fix the system, not the symptom • Translate business requirements into technical workflows across Marketing, SDR, Sales, RevOps, and CS • Create scripts or automations when off-the-shelf tools fall short, debug broken workflows and integration issues, and maintain clean documentation so systems scale beyond you

• Own the relationship with enterprise-level accounts in your territory. • Meet or exceed monthly, quarterly, and annual sales quotas set by the company. • Define and complete territory and account plans for assigned territory. • Conduct outbound pipeline generation independently along with Partners (VARs, Resellers, MSPs). • Close a deal sourced within the first 120 days in your role. • Conduct compelling presentations and product demonstrations tailored to prospective clients. • Maintain a well-organized sales pipeline using CRM software.

• Manage a squad of engineers through regular 1:1s, structured feedback, and individualized growth plans. • Own performance management end-to-end: set clear expectations, deliver honest and timely feedback, run performance reviews, and address underperformance proactively. • Partner with engineers on career pathing—helping ICs grow toward senior, staff, or leadership roles based on their goals and the company’s needs. • Identify and close skill gaps through targeted development opportunities: training, mentorship, stretch projects, and learning programs. • Build and maintain psychological safety within the team—an environment where engineers speak up, take ownership, and learn from failure without fear. • Lead engineering hiring for your squad: define role requirements, partner with people, conduct structured interviews, and make hiring decisions. • Build a compelling candidate experience that reflects Cerby’s engineering culture and mission. • Proactively manage retention risk by understanding what motivates each team member and addressing concerns before they become attrition. • Own delivery predictability and team velocity: ensure the squad ships consistently against committed OKRs and sprint goals. • Optimize team rituals—standups, sprint planning, retrospectives—for efficiency, clarity, and continuous improvement. • Communicate team status, risks, and dependencies clearly and proactively to engineering leadership and cross-functional stakeholders. • Define and track team OKRs aligned with company and product goals, and report on progress with transparency. • Serve as the primary point of contact for engineering leadership and cross-functional partners on people and delivery topics.

• Build and own onboarding curricula, learning paths, and ongoing training programs for Sales, Marketing, and Customer Success • Produce content across multiple formats: e-learning, video, job aids, and live sessions • Design scenario-based training rooted in real situations across the customer lifecycle so teams practice execution, not just absorb information • Own product training for new features, launches, and pricing, translating technical identity security concepts into content every customer-facing team can use • Build and manage the GTM asset library: pitch decks, one-pagers, battlecards, demo scripts • Close the loop between Sales, Marketing, Customer Success, and Product so field intelligence directly influences messaging and assets • Measure program effectiveness against real outcomes: ramp time, team confidence, and revenue impact

• Support day-to-day operations of Cerby’s automation platform, ensuring reliability and performance. • Analyze and debug failed automation executions using logs, browser tools, and internal dashboards. • Collaborate with engineering and support teams to troubleshoot automation issues and escalate where needed. • Monitor alerts and automation queues to resolve errors and delays proactively. • Review and adjust XPath, selectors, or flow parameters to adapt to app UI changes. • Contribute to automation testing and quality assurance cycles. • Document known issues, root causes, and solutions in a support knowledge base. • Monitor and respond to customer support tickets within agreed Service-Level Agreements (SLA). • Participate in customer calls to understand their issues better and provide solutions.

• Work closely with the Customer Delivery team to build, support, and maintain reliable and robust Cerby RPA flows. • Monitor, detect, and resolve incidents with automation workflows. • Collaborate with the Technical Support team to troubleshoot and resolve issues. • Work with Cerby’s product and engineering team and collaborate with them to prioritize new RPA system improvements and resolve customer-facing incidents. • Analyze user activity and feedback to guide the implementation of new automations and improvements. • Write, improve & maintain knowledge base articles for internal and public documentation.

• Own the technical direction of your squad’s roadmap • Design scalable, reliable, and maintainable system architectures • Make key technical decisions balancing speed and long-term sustainability • Lead technical discovery and solution design for complex initiatives • Drive refactoring and tech debt prioritization as part of our ongoing operations • Champion the adoption of AI-augmented development practices • Translate and collaborate on the product requirements to have clear technical plans • Scope complex tasks and coordinate team efforts • Identify and evaluate risks early and proactively mitigate • Ensure predictable delivery and alignment with OKRs • Improve development workflows and engineering velocity • Act as a technical mentor and coach to engineers • Lead code reviews, promote best practices • Foster a culture of ownership, accountability, and continuous improvement • Collaborate closely with the Engineering Manager on team health, processes, and performance • Partner with Product Managers to shape technical feasibility • Align with other Tech Leads to maintain architectural consistency • Communicate trade-offs clearly to non-technical stakeholders

• Lead the full project lifecycle from kickoff to go-live across multiple customers, developing and managing project plans, timelines, and deliverables • Serve as the primary delivery lead and trusted advisor during onboarding, facilitating discovery sessions and translating customer goals into milestones • Lead integrations with identity systems like Okta, Azure AD, Ping Identity, CyberArk, and custom disconnected app workflows • Develop and maintain onboarding playbooks, implementation guides, FAQs, training materials, and internal documentation

• Build and maintain Cerby’s marketing operations practice end-to-end • Implement, own, and continuously improve marketing automation across HubSpot and Salesforce • Design scalable, reliable marketing tech infrastructure • Work deeply and directly with SDRs, AEs, and RevOps • Define and implement measurement frameworks and dashboards • Own data quality and accuracy across all sales and marketing systems • Collaborate deeply with Sales, Demand Gen, Product Marketing, and RevOps • Lead the development of a next-generation marketing operations stack

• Own and strategically manage a portfolio of customers, prioritizing high-value accounts • Guide customers through the full lifecycle with a focus on outcomes • Develop and execute customer growth plans by identifying expansion opportunities • Lead recurring business reviews and executive conversations • Collaborate with Sales, Onboarding, Solutions, Product, Engineering, and Support to accelerate customer success and revenue impact • Build deep expertise in the Cerby platform