CGWS - COME GROW WITH US

• 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.

• Write code for back-end processes, RESTful public web APIs, and, of course, our industry-leading website • Research technologies and engineer complete solutions to problems • Propose and implement performance optimizations and scaling strategies • Work with the rest of the team to integrate your projects into the application • Contribute to the ongoing improvement of our systems and processes • Integrate AI into your daily tasks using IDEs (or plugins) such as GitHub Copilot and Windsurf. Leverage ChatGPT to streamline your workload by brainstorming and refining ideas, and planning projects. • Mentor junior engineers and provide technical guidance. • Join our fast-paced team as we innovate at the speed of AI. AI is integrated into our products, development processes, and IDEs. We utilize AI tools like OpenAI, Claude Sonnet, and Gemini in our daily work.

• Define the end-to-end partner lifecycle across Marketplace, Referral, and Reseller programs. • Design the onboarding strategy — including how we shrink time-to-revenue and accelerate activation. • Create scalable workflows, use cases, and partner journeys that drive measurable growth. • Identify friction points and proactively redesign processes to improve speed, clarity, and partner experience. • Establish clear operational standards and success metrics across all partner types. • Evaluate handoffs from partner acquisition through onboarding, activation, and revenue realization. • Build activation frameworks that drive early wins and repeatable success. • Translate partner strategy into clear requirements for Operations and Enablement teams. • Define and standardize KPIs across partner programs. • Manage and develop a team of two, setting clear priorities aligned to strategic goals.

• Build and lead a high-performing team of Performance Engineers and SDETs. • Define the vision and roadmap for performance engineering, load testing, and automated testing across BambooHR’s product ecosystem. • Drive a unified quality engineering strategy that blends performance, reliability, observability, and automation. • Mentor and develop engineers, creating growth paths and fostering a culture of accountability, innovation, and craftsmanship. • Own the performance engineering discipline, including system-level performance, scalability, latency, and capacity modeling. • Oversee load, stress, and chaos/performance experiments aligned to product SLAs and SLOs. • Partner with Platform and DevEx Engineering to strengthen observability tooling, metrics, and dashboards. • Build frameworks and processes to proactively detect performance issues before they reach production. • Lead development of scalable, maintainable test automation frameworks for UI, API, and integration testing. • Evolve testing practices to shift-left quality signals into CI/CD pipelines. • Establish standards for test coverage, automation ROI, and quality metrics. • Collaborate with engineering teams to embed automated quality practices into daily workflows. • Partner with Engineering to ensure performance and automation platforms integrate seamlessly into development ecosystems. • Work with Product Management to define performance requirements, benchmarks, and quality gates. • Coordinate with SRE/Platform teams to align on capacity planning, infrastructure improvements, and production insights.

• Build platforms for driving intelligent decisions, interacting with machine learning models, and powering interactions such as conversational interfaces • Collaborate with data scientists, data engineers, data analysts, software engineers, IT specialists, and stakeholders to expand effective use of AI applications • Research and prove out new approaches and algorithms through prototypes • Ensure high-quality system delivery and continually improve workflows and methods