CGWS - COME GROW WITH US

• Drive the architecture and delivery of a new permission service — from first design doc to production, including data model, policy evaluation engine, enforcement APIs, and token contract • Define BambooHR's AuthN/AuthZ standards — the patterns for authentication flows, token issuance, scoped authorization, and role/attribute-based access control that product teams rely on • Design the API contract for the permission service: how callers request access decisions, how policies are defined, and how enforcement is decoupled from individual product domains • Drive token strategy — JWT issuance, rotation, scoping, revocation, and the relationship between tokens and permissions across both human and machine (API/agent) callers • Partner with product and platform teams to translate domain-specific access control requirements into reusable permission primitives that scale across the organization • Lead architectural reviews for features with AuthN/AuthZ implications; catch design debt before it ships • Collaborate with Security and Compliance to ensure the permission service meets audit, least-privilege, and zero-trust requirements • Set the technical bar for the Token Titans team: mentor engineers, lead RFCs, and ensure implementation quality matches architectural intent

• Build reliable AI systems in production, including prompt/version management, evaluation and regression testing, monitoring for drift/quality, and cost performance optimization • Establish responsible AI practices for the team (privacy, data handling, model risk, human-in-the-loop workflows), and contribute to patterns/standards that scale across services • Defining architectural changes that can be implemented incrementally, while minimizing risk • Defining advancements in architecture that roll the software in the right direction • Collaborate with a variety of stakeholders to determine architectural priorities • Building, fixing, and improving code, especially high-value code • Training team members on basic practices, new techniques, and past mistakes • Helping the team to be able to build code with confidence

• Enhance partner operations, ensuring partner managers and sales teams maximize revenue. • Concentrate on optimizing sales efficiency and effectiveness with strategic consultation, project management, and tactical support. • Spearhead multiple strategic initiatives in collaboration with GTM leaders across departments. • Address tactical needs to ensure seamless integration and support for partner strategies. • Work with established Sales Operations team for optimal results. • Partner with team members to recommend, prioritize, and manage strategic revenue-enabling initiatives. • Diagnose sales system inefficiencies and deliver solutions to enhance partnership motion. • Drive projects to completion ensuring quality and adoption. • Simplify processes through automation and implement new tools. • Provide front-line support to partner teams by responding to sales support tickets and requests. • Manage sales tech stack including implementation and optimization.

• Lead consultative discovery: Engage customers in structured conversations that uncover HR pain points, identify root challenges, and surface opportunities to improve their people operations • Nurture and convert: Actively manage and advance customer relationships with clear accountability for progressing identified HR needs into paid services engagements • Shape the problem and path forward: Help customers clarify, prioritize, and understand the impact of their HR challenges and opportunities, guiding them toward the most relevant solutions • Connect customers to the right services: Position and align BambooHR’s HR services, including HR Consulting, Technical Services, and Managed Payroll, to meet customer needs and expand adoption across the BambooHR services portfolio • Build awareness: Develop and execute targeted approaches to increase visibility and understanding of our services offerings • Collaborate across teams: Partner with Marketing, Sales, and CX to shape messaging, campaigns, and materials that highlight services value • Test and iterate: Run and scale experiments to identify what drives engagement and conversion • Drive engagement quality: Maintain visibility into active opportunities and ensure consistent follow through and progression toward defined outcomes • Recognize patterns and scale what works: Identify repeatable signals in customer needs and help evolve more effective approaches to engagement and conversion • Listen and learn: Gather insights from customers and internal teams to continuously improve our go to market approach and service design • Represent the customer voice: Help shape how BambooHR delivers and evolves HR services based on real feedback and results

• Define and execute the long-term vision and GTM strategy for BambooHR’s broker partnerships ecosystem • Build and scale a high-impact broker channel that drives meaningful pipeline and revenue contribution • Establish the operational framework, segmentation strategy, and partner engagement model needed for sustainable growth • Own channel-sourced pipeline, revenue performance, forecasting accuracy, and overall channel health • Develop KPIs, reporting frameworks, and executive-level business reviews to measure success and guide investment decisions • Continuously evaluate market opportunities, broker trends, and competitive dynamics to evolve the strategy over time • Identify, recruit, and onboard strategic broker firms and high-value partners across key markets • Develop trusted relationships with executive stakeholders at top brokerages and consulting firms • Position BambooHR as a preferred HCM partner within the broker ecosystem • Drive long-term partner engagement, retention, and strategic alignment • Negotiate and influence partnership structures that create mutual growth opportunities • Build, lead, and scale a team responsible for partner acquisition, enablement, and growth • Hire, coach, and develop high-performing channel and relationship leaders • Create clear operating rhythms, accountability measures, and performance expectations tied to pipeline, productivity, and revenue outcomes • Foster a culture of ownership, collaboration, strategic thinking, and execution excellence • Create a predictable, scalable partner-sourced pipeline engine • Partner closely with Sales leadership to ensure strong conversion and alignment on broker-sourced opportunities • Lead forecasting, pipeline inspection, and revenue planning for the broker channel • Improve partner contribution to overall company revenue mix through strategic initiatives and operational discipline • Ensure partners are effectively enabled to position, influence, and accelerate BambooHR opportunities • Partner with Marketing to develop broker-specific campaigns, field events, enablement, and co-marketing initiatives • Collaborate with Product, Operations, and Revenue teams to align solutions and processes to broker and customer needs • Influence pricing strategy, packaging, and positioning for partner-led deals • Serve as the internal voice of the broker channel, advocating for partner and customer needs while shaping broader GTM strategy

• Identify, target, and recruit net-new referral, marketplace, and strategic partners • Build and execute a partner acquisition strategy aligned to revenue and product priorities • Develop a strong pipeline of high-impact partners that drive: • Direct revenue generation • Channel support and distribution • Product ecosystem expansion • Lead end-to-end deal execution, including: • Commercial terms • Revenue share models • Partnership frameworks • Serve as the primary negotiator for all new partner agreements and renewals • Partner closely with Legal to structure and finalize contracts • Ensure agreements align with company financial and strategic objectives • Own partner-sourced pipeline targets and revenue contribution • Track and report on partner performance and ROI • Drive accountability for partners to deliver measurable business impact • Manage and track partner progress utilizing appropriate tools, ensuring clear visibility and communicating impact to all relevant internal stakeholders. • Leverage market insights, competitive intelligence, and customer needs to inform partner strategy • Identify gaps in product, distribution, or capabilities and source partners to fill them • Translate external trends into actionable partnership opportunities • Partner with Product to align on integrations and ecosystem priorities • Collaborate with Sales and Channel teams to ensure partner-sourced opportunities convert • Work with Marketing to support partner launches and GTM activation • Act as a key liaison between external partners and internal stakeholders

• Own and define the UK marketing strategy aligned to company growth objectives. • Operate as a key member of the global marketing leadership team, and serve as a core member of the UK go-to-market leadership. • Establish BambooHR’s local presence by building relationships with key UK and EMEA HR industry associations, communities, and influencer networks—positioning BambooHR as a credible, engaged, and long-term partner in the regional HR ecosystem. • Drive a meaningful share of UK revenue through marketing-sourced and marketing-influenced pipeline. • Own top-of-funnel performance, balancing near-term demand capture with mid- and top-of-funnel investment to improve efficiency and long-term growth. • Build and lead a field marketing strategy—including events, community partnerships, and sales-aligned programs—to support regional GTM efforts and target account engagement. • Partner closely with UK Sales to establish shared planning, pipeline goals, execution cadence, and feedback loops, ensuring marketing directly supports regional revenue priorities. • Identify, define, and localise the BambooHR narrative for the UK market, addressing local buyer needs, cultural context, and competitive dynamics. • Increase brand awareness and consideration among target UK audiences. • Actively address and correct perceptions of BambooHR as a US-centric platform through localised messaging, proof points, and customer stories. • Establish a core local industry presence through field marketing, industry partnerships and events to complement a significant top-of-funnel digital marketing investments.

• Own and drive revenue growth across your category-specific partner portfolio, with a primary focus on increasing rev share, pipeline, and co-sell performance • Develop and execute strategic revenue plans for each key partner, including clear targets for lead generation, deal influence, and closed-won revenue • Drive partner accountability to revenue outcomes, ensuring partners are actively contributing pipeline and aligning to mutual growth goals • Lead Quarterly and Annual Business Reviews (QBRs/ABRs) with a strong focus on performance, ROI, and forward-looking revenue strategy • Own and expand monetization levers within your portfolio, including co-selling, listing optimization, expansion plays, sponsorships, and pay-to-play opportunities • Collaborate with Marketing to drive demand generation, including co-marketing campaigns, events, and sponsorship initiatives that generate measurable pipeline • Create and drive innovative exposure and enablement strategies to increase partner visibility with BambooHR sellers and improve partner attach rates in deals • Serve as the subject matter expert (SME) on your partners’ solutions—clearly articulating their value, use cases, and differentiators to internal teams to support deal success • Monitor, analyze, and report on partner performance, including revenue contribution, pipeline generation, conversion rates, and ROI across all monetization streams • Maintain a deep understanding of your category landscape, including key players, competitive dynamics, and emerging trends to inform partner strategy and prioritization

• Shape and execute go-to-market EMEA strategy for BambooHR, establishing the foundation for scalable growth across the region • Build, lead, and develop a high-performing team of AEs and SDRs, including hiring, coaching, and career development • Design and implement core operating rhythms, including forecasting, pipeline management, and performance reporting • Translate BambooHR’s US sales motion into a repeatable, regionally relevant model across key European markets • Partner cross-functionally with Marketing, RevOps, Enablement, Product, and Customer Success to drive alignment and results • Partner closely with US-based deal desk, legal, and finance teams to support deal structuring, pricing, and contract execution • Ensure smooth handoff and coordination for contract negotiation and closure, maintaining strong visibility and ownership of deal progress through to completion • Engage and develop BambooHR’s partner ecosystem in EMEA to create a holistic customer value proposition and drive incremental demand generation • Act as a cultural and operational bridge between the EMEA market and BambooHR US leadership, representing regional needs while maintaining strong global alignment • Serve as a hands-on sales leader—supporting strategic deals and modeling best practices for the team • Own team engagement and performance management, including retention, development, and performance improvement when needed • Counsel BambooHR senior management on the long-term hiring strategy and organizational design for EMEA as the business scales

• Monitor and manage daily cash operations, forecasting, and fund transfers to ensure smooth financial transactions. • Forecast Average Daily Balance (ADB) and investment income to support strategic decision-making. • Analyze and optimize bank fees to improve cost efficiency. • Maintain compliance with banking regulations, handling KYC requests, NACHA compliance, and treasury policies with precision. • Compile and analyze financial reports to provide insights on treasury operations. • Drive process improvements and help scale treasury functions as our Payroll Services grow. • Jump into ad hoc projects, bringing fresh ideas and solutions to enhance our financial operations.