Chainguard

• Build, lead, and mentor a team of CSMs supporting Enterprise customers • Foster a collaborative, high-performance, and customer-centric culture • Provide coaching, performance management, and career development support • Drive accountability through clear goals, metrics, and regular feedback • Partner with Customer Success and cross-functional leaders to define segment-specific strategies • Execute programs tailored to Enterprise customer needs • Design and operationalize engagement models • Maintain visibility into adoption, health scores, and engagement metrics across the portfolio • Guide the team in identifying churn risks and expansion opportunities • Drive proactive outreach and intervention based on data insights • Ensure strong stakeholder relationships across Enterprise accounts

• Own IT help desk end-to-end — equipment provisioning, break-fix, SLO definition, and continuous improvement until ticket deflection through automation hits 60%+. • Manage and mature the productivity stack — Google Workspace, Slack, email delivery, and the SaaS tools employees depend on daily. • Ship an IT strategy and capability roadmap within your first 90 days. Commit to it, execute against it, report on it. • Assess the team honestly and raise the bar — through coaching, process improvement, or personnel changes where necessary. • Rationalize the SaaS stack in collaboration with the Business Applications team and other stakeholders — reduce complexity, cut spend, simplify the employee experience. • Stand up a real service delivery model — define SLOs for the core services the team owns, measure them, and hold the team accountable to them. • Expand the use of AI, automation, and managed services to deflect volume and free the team for higher-leverage work. • Be the cross-functional partner of record for IT — proactively find ways technology can make Engineering, GTM, and G&A teams more effective.

• Operate and develop the Elastic Build service, our Kubernetes + GitHub + Cloud Run pipeline that converts package specifications into real downloadable artifacts, improving reliability, performance, resource usage, and multi-architecture support. • Maintain and improve Melange, our package build tool, with a focus on usability, testing, patch management, and observability. Melange is largely feature-complete; the work here is hardening and instrumentation, not feature addition. • Design and build automation for rebuild and review workflows — keeping a human in the approval chain while removing every step that can be automated. Support shared library transitions using build-time and runtime dependency analysis. • Build monitoring, dashboards, and alerting. Create automated responses to common failure modes so human attention is reserved for novel problems. • Define and deliver a roadmap for build and update services within the OS team. • Document systems thoroughly and reduce single points of knowledge. • Contribute to distro-level package updates and help keep Chainguard OS up-to-date and secure.

• Define and execute sales plans for your assigned territory • Convey value prop and product differentiators to prospects and customers • Forecast, meet, and exceed quota • Through a combination of inbound and outbound leads, develop and manage leads funnel • Manage business and track opportunities through CRM and other supporting tools • Collaborate on and improve all aspects of the sales cycle, including product, support, and sales engineering • Understand the competitive market, being familiar with competing companies and their offerings

• Build and maintain trusted relationships across customer organizations, from practitioner teams to CISOs and executive sponsors. Understand each customer's business objectives, risk priorities, and regulatory environment to align Chainguard's value accordingly. • Lead the business-focused elements of onboarding, including success planning, stakeholder alignment, and value delivery milestones. Partner with Solutions Architects who own technical implementation, ensuring business and technical workstreams stay coordinated. • Lead and facilitate executive business reviews, strategic planning sessions, and escalation conversations. Know when to bring in Chainguard's executive team and how to navigate complex stakeholder dynamics in large financial institutions. • Work closely with your sales counterparts to identify expansion opportunities, mitigate renewal risk, and build multi-year account strategies grounded in demonstrated value. • Represent the voice of the customer internally, translating customer needs into product and roadmap feedback. Influence cross-functional teams including Product, Engineering, and Sales on behalf of your accounts. • Coordinate with Technical Support and Engineering on escalations, serving as the business-facing lead while the SA manages technical resolution.

• Own the global alliance strategy and outcomes for a portfolio of top-tier Global System Integrators (GSIs), with full accountability for partner-sourced and partner-influenced pipeline, revenue impact, and long-term strategic value. • Define and execute multi-year global alliance plans with each GSI, aligned to Chainguard’s enterprise growth priorities, including target industries, strategic accounts, solution plays, and services-led expansion motions. • Build and maintain executive-level relationships across GSI global alliance leadership, industry practice heads, and regional executives to drive strategic alignment, sustained investment, and joint market momentum. • Drive global opportunity creation at scale by aligning GSI go-to-market motions with Chainguard’s regional sales teams across AMER, EMEA, and APJ, ensuring consistent co-sell execution and global coverage. • Sponsor and scale Chainguard Centers of Excellence (CoEs) within priority GSI horizontal and industry practices, enabling repeatable delivery, solution standardization, and global rollout. • Enable GSIs to build differentiated Chainguard-powered offerings through structured enablement, reference architectures, solution validation, and inclusion in partner-led proposals, RFPs, and large-scale digital transformation programs. • Serve as the single-threaded owner for alliance performance, tracking pipeline contribution, bookings influence, certifications, solution readiness, and executive engagement across the global relationship. • Partner closely with internal executive stakeholders across sales, solution engineering, marketing, product, and legal to shape alliance strategy, remove execution friction, and scale partner impact. • Establish operational rigor and forecasting discipline by maintaining accurate global pipeline and revenue visibility in SFDC and alliance dashboards, and by proactively managing risks, dependencies, and execution gaps. • Develop deep domain expertise in cloud-native security and software supply chain risk, including SBOMs, secure-by-default platforms, compliance-driven modernization, and enterprise-scale adoption models. • Act as a trusted strategic advisor to both Chainguard and GSI executive leadership, positioning Chainguard as a foundational component of secure platform modernization and cloud-native transformation initiatives.

• Define and drive the roadmap for the Unified Repository across a rapidly expanding artifact scope. • Build a product-led growth motion that earns developer adoption early and converts to paid over time. • Partner with Engineering, Experience, and GTM to move fast without breaking trust. • Ship the features enterprise customers need to adopt Chainguard with confidence.

• Lead the annual review of compensation bands, benchmarking against market data (Radford/Pave) and providing recommendations to the business. • Own and drive the annual Radford compensation survey submission and data output analysis. • Own compensation planning cycles end-to-end, including bonus and merit cycles, using Pave and/or Workday. • Partner with Recruiting/PBPs to deliver consistent, competitive offer recommendations and serve as a compensation advisor throughout the candidate lifecycle. • Support global expansion efforts by establishing competitive, compliant compensation structures across all jurisdictions in which we operate. • Collaborate with the HRIS team to migrate compensation data from spreadsheets into Workday, improving data integrity and accessibility. • In your first 90 days, you will assess existing compensation bands, support the Radford survey submission, and build relationships with key stakeholders across PBPs, Finance, and Recruiting.

• Own architecture and direction for .NET ecosystem infrastructure, enabling secure, reproducible build, test, and distribution workflows for .NET libraries and SDKs. • Design and maintain automation for building, updating, validating, and publishing .NET artifacts (NuGet packages), including vulnerability scanning, remediation, SBOMs, and provenance. • Build internal developer tools (MSBuild tasks/targets, NuGet tooling, CLIs, code generators) that improve how we build and maintain .NET packages at scale. • Integrate deeply with MSBuild, NuGet, and artifact repositories, solving complex dependency and version-resolution issues in large codebases and mono-repos. • Collaborate with product and engineering leadership to shape the .NET libraries roadmap and deliver on key business outcomes for Chainguard Libraries. • Mentor and unblock other engineers through design reviews, documentation, and hands-on debugging of build and infrastructure issues. • Partner with Platform, Delivery, Sustaining, and Security teams to ensure .NET pipelines and services meet reliability and security expectations.

• Own architecture and direction for .NET ecosystem infrastructure, enabling secure, reproducible build, test, and distribution workflows for .NET libraries and SDKs. • Design and maintain automation for building, updating, validating, and publishing .NET artifacts (NuGet packages), including vulnerability scanning, remediation, SBOMs, and provenance. • Build internal developer tools (dotnet build and MSBuild tasks/targets, NuGet tooling, CLIs, code generators) that improve how we build and maintain .NET packages at scale. • Integrate deeply with dotnet projects, NuGet, and artifact repositories, solving complex dependency and version-resolution issues in large codebases and mono-repos. • Collaborate with product and engineering leadership to shape the .NET libraries roadmap and deliver on key business outcomes for Chainguard Libraries. • Mentor and unblock other engineers through design reviews, documentation, and hands-on debugging of build and infrastructure issues. • Partner with Platform, Delivery, Sustaining, and Security to ensure .NET pipelines and services meet reliability and security expectations.