Crunchbase

• Develop and lead integrated ABM and demand generation strategies that drive awareness, engagement, pipeline, and revenue across target enterprise accounts and priority segments • Design programs that engage enterprise buying groups and personas for our data set, including executive, technical, operational, and functional stakeholders • Build marketing motions that support long-cycle enterprise sales opportunities and multi-touch engagement strategies • Translate account, persona, and vertical insights into targeted marketing programs that improve account penetration and sales conversion • Build, launch, and optimize multi-channel marketing campaigns across digital, paid media, email, content syndication, events, publications, web, and content marketing channels • Own campaign planning, audience segmentation, messaging alignment, execution timelines, and performance metrics and reporting • Support website, landing page, and conversion optimization strategies to improve campaign performance and engagement • Lead pipeline generation reporting and performance analysis across enterprise marketing programs • Track and analyze campaign influence, sourced pipeline, account engagement, lead-to-opportunity conversion, funnel progression, and stage conversion metrics • Pull and interpret campaign and pipeline data from Salesforce and related systems to identify trends and communicate performance insights to leadership • Partner closely with Revenue Operations and Lifecycle teams to align lead scoring, pre-sales funnel stages, handoff processes, and account progression strategies across the customer journey

• Define and lead the company’s IT strategy, ensuring internal systems, infrastructure, and technology operations operate efficiently and scale effectively • Establish long-term operational roadmaps for enterprise systems, endpoint management, networking, collaboration platforms, and employee technology experience • Drive modernization and optimization of internal technology ecosystems through automation, integration, and operational design • Lead strategic planning for IT architecture, business continuity, disaster recovery, and operational resilience • Establish operational standards, governance models, and lifecycle management practices across enterprise technology systems • Oversee enterprise technology vendors, procurement strategy, and platform investments to ensure operational efficiency, scalability, and cost effectiveness • Ensure internal technology operations support organizational productivity, security, and long-term business objectives • Define and lead the company’s enterprise cybersecurity and risk management strategy • Establish scalable security governance frameworks, policies, and operational controls that protect company systems, data, and users • Oversee enterprise compliance and certification programs and other applicable security and regulatory standards • Partner with executive leadership to proactively identify, assess, and mitigate operational and cybersecurity risks • Lead organizational security strategy across identity management, endpoint security, access governance, incident response, and third-party risk management • Ensure the company maintains audit readiness and operational compliance through scalable controls, processes, and documentation practices • Drive company-wide security awareness and risk management practices that strengthen organizational resilience • Define and lead the company’s enterprise AI enablement strategy, driving adoption of AI technologies across business functions to improve operational scale, efficiency, and decision-making • Partner with executive leadership to identify high-impact opportunities for AI, automation, and intelligent workflow transformation across the organization • Establish governance frameworks, operational standards, and best practices for responsible and secure AI usage • Drive modernization of internal systems and workflows through AI-powered tooling, automation, and process redesign • Evaluate and implement emerging technologies that improve organizational effectiveness and reduce operational friction • Partner cross-functionally to ensure AI initiatives align with business priorities, security standards, and long-term operational strategy • Promote organization-wide AI fluency and enablement through tooling, education, and operational guidance • Define the strategy for employee technology experience across a distributed workforce, ensuring scalable, secure, and efficient operational support • Oversee initiatives that improve employee productivity, onboarding experiences, collaboration, and operational enablement through technology and automation • Oversee operational support for remote employees and a small onsite office environment, ensuring alignment with company standards and business continuity needs • Define the strategic roadmap for enterprise technology, cybersecurity, and internal operational systems • Serve as a key cross-functional leader partnering with Product, Engineering, Finance, Legal, People, and executive leadership to align technology investments with company priorities • Lead organizational planning for enterprise systems, operational scalability, security posture, and AI transformation initiatives • Build, mentor, and develop high-performing teams while fostering a culture of innovation, accountability, and operational excellence

• Commercial Contracting & Revenue Support: Independently review, draft, and negotiate a high volume of complex commercial agreements, including SaaS (outbound and inbound), Data-as-a-Service (DaaS), Enterprise and strategic customer agreements, Cloud, reseller, and partnership agreements, Vendor and professional services agreements, Marketing and advertising agreements. • Partner closely with Sales and Revenue leadership to structure deals that align with company's risk tolerance and strategic priorities. • Advise internal stakeholders on legal, financial, and operational risk in commercial transactions and clearly communicate trade-offs. • Support RFPs and customer due diligence processes, including negotiation of security and compliance terms. • Data Privacy, Security & Regulatory Compliance: Provide guidance on privacy and data protection laws (e.g., GDPR, CCPA/CPRA and evolving U.S. state privacy laws) as they relate to product features, customer agreements, and marketing initiatives. • Partner with Security and Product teams to support customer responses to data protection and information security questionnaires. • Assist in the development, implementation, and maintenance of internal compliance policies and processes. • AI Governance & Emerging Technology: Advise on legal and regulatory considerations related to AI-enabled products and internal AI use, including: Data usage rights and training data considerations, IP ownership and licensing issues, Transparency and disclosure requirements, Contractual allocation of AI-related risk, Draft and negotiate AI-specific contractual provisions (e.g., model usage, output ownership, indemnification, acceptable use, and compliance representations). • Legal Operations & Process Improvement: Contribute to the continuous improvement of legal templates, playbooks, and clause libraries to enhance scalability and consistency. Identify recurring negotiation themes and recommend process or policy adjustments to reduce friction and accelerate deal cycles. Support implementation and optimization of contract lifecycle management (CLM) and other legal technology tools.

• Build and scale a product-centered community: Design and launch a structured community program aligned to product and business goals • Evaluate, select, and implement the appropriate community platform • Establish advisory councils, product councils, beta groups, and early access cohorts • Develop and nurture engagement across Slack, Discord, LinkedIn, Discourse, Circle, and emerging platforms • Foster high-quality discussions that generate meaningful product insights • Act as the voice of the community within the Product organization • Translate qualitative feedback into structured, actionable insights • Partner closely with Product, Design, and Engineering to influence prioritization • Run tight feedback loops on new features and iterations • Communicate roadmap updates and product decisions clearly back to the community • Serve as a product evangelist within the community • Host live demos, roadmap previews, AMAs, office hours, and onboarding sessions • Create excitement around product evolution grounded in real progress • Increase user activation, feature adoption, and retention • Support expansion through product fluency and education • Spin up scrappy prototypes, AI-powered workflows, and lightweight experiments to test ideas live • Use AI tools to rapidly mock up features, flows, and product concepts • Build alongside users during live conversations to validate hypotheses • Ensure community insights translate into measurable product and revenue impact

• Identify and Eliminate Operational Friction : Identify manual, repetitive, or brittle workflows across the organization • Redesign processes using AI, automation, and system-level improvements • Reduce low-leverage work to create space for higher-value thinking • Improve interoperability, reliability, and observability across internal systems • Build and Ship Internal AI Applications : Rapidly design, prototype, and launch AI-driven internal applications • Turn rough ideas into working solutions that can be tested and validated quickly • Use lightweight, iterative development approaches to accelerate time-to-value • Continuously refine and improve tools based on real-world usage and feedback • Drive Practical AI Adoption : Push the organization toward applied, usable AI — not experimentation for its own sake • Evaluate emerging AI tools and technologies for pragmatic internal use cases • Help teams rethink how work gets done in an AI-enabled operating model • Ensure AI implementations drive measurable efficiency, speed, or quality improvements • Partner Across the Business : Work directly with business leaders to understand operational pain points • Translate ambiguous needs into structured product and technical solutions • Operate comfortably across Product, Engineering, and business functions • Align solutions with company-wide goals and measurable outcomes

• Own the team’s technical outcomes by ensuring the right technical discussions happen, risks are surfaced, standards are upheld, and the team is empowered to build what is right for our business and customers • Guide architectural decisions and ensure systems are scalable, reliable, and maintainable as product complexity grows • Establish and uphold standards for performance, quality, and observability across the stack • Lead technical design discussions and code reviews to ensure sound engineering decisions, without requiring direct ownership of implementation • Ensure strong operational practices, including monitoring, incident response, and continuous improvement of system reliability • Drive pragmatic tradeoffs between speed, quality, and scope, making risks and constraints explicit • Support AI-enabled product experiences, partnering with backend and data teams to integrate AI-driven features into performant, user-friendly interfaces. • Partner with Security and Compliance teams to ensure infrastructure meets regulatory requirements (e.g., SOC 2, GDPR) and internal security standards. • Build and lead a high-performing engineering team, setting clear expectations for ownership, execution, and collaboration • Provide regular, actionable feedback and coaching to support individual growth and strong performance • Hire and retain talented engineers, contributing to a thoughtful and consistent hiring process • Create an environment where engineers can operate with increasing autonomy while maintaining accountability for outcomes • Identify and address performance issues directly and constructively • Foster a team culture that values pragmatic decision-making, continuous improvement, and shared ownership of results • Partner closely with Product and Design to deliver business outcome, not just execute on requirements • Translate product goals into clear engineering plans, making the tradeoffs between scope, speed, and technical quality explicit • Align stakeholders on priorities and sequencing, ensuring the team is working on the most impactful problems • Take ownership of delivery outcomes, even when dependencies or ambiguity span multiple teams • Collaborate with adjacent engineering teams to manage dependencies and maintain system coherence across the product • Contribute to broader engineering initiatives (e.g., architecture, quality, developer experience) through participation in guilds and working groups • Advocate for the team’s needs and create visibility for the team’s impact across the broader organization

• Build and manage relationships with venture capital firms, accelerators, and incubators, with a focus on high-value partners • Develop and implement a tiered engagement model across the program network • Define and evolve value propositions tailored to different partner segments • Lead ongoing engagement with priority firms, including business reviews, roadshows, and strategic discussions • Serve as the primary point of contact for venture ecosystem partners • Design and execute programs that drive portfolio company onboarding and engagement on Crunchbase • Develop activation assets such as onboarding materials, webinars, and co-branded content • Partner with firms to run activation campaigns across their portfolios • Collaborate with Product to inform tools that support activation and data contribution • Track and optimize the activation funnel from firm engagement through product adoption • Redesign program benefits and structure to increase sustained partner engagement • Evaluate and onboard new program participants while maintaining quality standards • Build and maintain program documentation, playbooks, and internal processes • Coordinate cross-functionally with Product, Marketing, Sales, Data, and Legal to execute initiatives • Manage timelines, dependencies, and stakeholder communication for program initiatives • Define and track key performance indicators, including partner engagement, data contribution, and founder activation • Build and refine attribution models connecting program activity to product usage and revenue outcomes • Report on program performance and impact to leadership • Use data to inform program improvements and prioritize high-impact opportunities

About Crunchbase Crunchbase is a predictive solution that provides intelligence on private companies, powered by the unique combination of live private company data, AI, and market activity from over 80 million users. We predict private market movements that matter to help investors, dealmakers, and analysts make the right decisions. We are committed to fostering a positive, diverse, and inclusive culture by hiring for potential and embracing individuals with diverse perspectives, backgrounds, experiences, and skill sets. We value transparency and openness, believing that an inclusive environment strengthens our teams and enhances our products. Crunchbase has a remote-first approach, and is open to hiring in residents of these states: California, Colorado, Illinois, Florida, Georgia, Massachusetts, Missouri, Nevada, New Jersey, New York, North Carolina, Oregon, Pennsylvania, South Carolina, Texas, Virginia, Washington, and Maine. Our inclusive remote-first culture, competitive pay, and employee wellness benefits set us apart! About the Role: As a Sales Development Rep, you will play a pivotal role in the growth and success of our sales. In this role, you will have the opportunity to exhibit your passion for sales and technology, providing the autonomy to meet and exceed metrics and quotas for an SDR. The ideal candidate will be responsible for generating new business opportunities by conducting independent research on potential clients, emails, and social media, and setting up meetings for the sales team. This role also offers the opportunity to build closing skills by selling to inbound leads from our website. You will play a key role in identifying potential sales opportunities and driving our company's growth. What You'll Do: - Partner with assigned AEs to jointly implement outbound messaging, and targeted sales strategies (phone, email, linkedin, etc.) to identify, qualify, and generate net new meetings and business opportunities. - Generate leads and build relationships by nurturing warm prospects and finding new potential sales outlets. - Manage and maintain a pipeline of interested prospects and engage sales executives for next steps. - Close inbound leads from website who are solely interested in purchasing a defined number of Business licenses. - Use CRM software to track and measure all sales activities and to manage your sales pipeline effectively. - Collaborate with sales and marketing teams to develop strategies for generating more opportunities. - Attend industry events, conferences, and webinars to network and generate leads. What We're Looking For: - 3+ years of experience in an SDR role, preferably in the tech industry, with a track record of achieving sales quotas. - Bachelor’s degree in Business Administration, Marketing, or a related field preferred. - Proficient with Google Office Suite and other software tools. - Understanding and use of Salesforce, Outreach.io, Zoominfo, Gong, and LinkedIn Sales Navigator. - Understanding of both inbound and outbound channels. Salary Range: The salary range for this role is an OTE split of 70% base with a 30% variable within the following range of $102,000-$120,000. On top of this, we also offer equity in the form of stock options. What Crunchbase Offers: At Crunchbase, we’re building a culture where talented people can grow, innovate, and make an impact. We invest in our team so everyone has the support, tools, and trust to do meaningful work and thrive — personally and professionally. Here’s what you can expect: - Competitive compensation and equity — rewarding you for your contributions and ownership mindset - Remote-first flexibility — work primarily from home within our list of approved states, with opportunities for in-person collaboration - Comprehensive health benefits for you and your family, including medical, dental, and vision coverage (PPO, HDHP, and HMO options) - Continuous learning support through generous reimbursement for professional development and skills growth - 401(k) and Roth plans with an annual financial adviser check-in to help you plan your future - Wellness resources — including a monthly stipend to support physical and mental health - Work-from-home enablement — internet stipend and home office setup allowance - Charitable giving match through our Town Hall awards and community impact initiatives - A mission-driven, transparent team of creative thinkers and builders passionate about helping companies connect and grow At Crunchbase, we value team members who are passionate and enthusiastic about what we're building here. We believe there is no "perfect" candidate, and want to encourage applying even if all the requirements listed aren’t met. If you're passionate about Crunchbase and looking to learn and grow, then we look forward to reviewing your application! Crunchbase does not discriminate on the basis of race, creed, color, ethnicity, national origin, religion, sex, sexual orientation, gender expression, age, height, weight, veteran status, military obligations, or marital status. We will consider for employment qualified applicants with arrest and conviction records. Every day our team is honored to work with entrepreneurs and innovators from every corner of the globe, and we aim to build a team that reflects the diversity of our customers. Each individual at Crunchbase brings their own perspectives, work experiences, lifestyles, and cultures with them, and we believe that a more diverse team creates more innovative products, provides a better service to its customers, and helps us all grow and learn as individuals. #LI-MD1

• Partner with assigned AEs to execute targeted outbound messaging and sales strategies that generate net new meetings and pipeline • Generate leads and build relationships by engaging warm prospects and identifying new opportunities • Manage and maintain a pipeline of interested prospects, partnering with AEs to drive next steps • Close inbound leads from the website focused on purchasing a defined number of Business licenses • Use CRM tools to track activity, measure performance, and manage your pipeline effectively • Collaborate with sales and marketing teams to refine outreach strategies and increase opportunity generation • Consistently meet or exceed assigned metrics and quotas, with flexibility in how you achieve results • Attend industry events, conferences, and webinars to network and source new leads • Stay current on product offerings and industry trends to effectively engage prospects • Perform other related duties as needed

• Independently review, draft, and negotiate a high volume of complex commercial agreements, including: SaaS (outbound and inbound), Data-as-a-Service (DaaS), Enterprise and strategic customer agreements, Cloud, reseller, and partnership agreements, Vendor and professional services agreements, Marketing and advertising agreements • Partner closely with Sales and Revenue leadership to structure deals that align with company's risk tolerance and strategic priorities. • Advise internal stakeholders on legal, financial, and operational risk in commercial transactions and clearly communicate trade-offs. • Support RFPs and customer due diligence processes, including negotiation of security and compliance terms. • Provide guidance on privacy and data protection laws (e.g., GDPR, CCPA/CPRA and evolving U.S. state privacy laws) as they relate to product features, customer agreements, and marketing initiatives. • Partner with Security and Product teams to support customer responses to data protection and information security questionnaires. • Assist in the development, implementation, and maintenance of internal compliance policies and processes. • Advise on legal and regulatory considerations related to AI-enabled products and internal AI use, including data usage rights and training data considerations, IP ownership and licensing issues, transparency and disclosure requirements, contractual allocation of AI-related risk. • Draft and negotiate AI-specific contractual provisions (e.g., model usage, output ownership, indemnification, acceptable use, and compliance representations). • Support the development of internal AI governance policies, including acceptable use, vendor evaluation, and risk assessment frameworks. • Partner cross-functionally to evaluate AI vendors and embedded AI technologies from a contractual and compliance perspective. • Leverage AI-enabled tools within Legal to improve contract intake, template population, redline comparison, issue spotting, clause extraction, research, and knowledge management—while ensuring responsible and secure use. • Contribute to the continuous improvement of legal templates, playbooks, and clause libraries to enhance scalability and consistency. • Identify recurring negotiation themes and recommend process or policy adjustments to reduce friction and accelerate deal cycles. • Support implementation and optimization of contract lifecycle management (CLM) and other legal technology tools. • Develop practical guidance and training materials for Sales and other internal stakeholders on contracting best practices. • Provide practical legal advice to Product, Marketing, Finance, and People teams on commercial and operational matters. • Collaborate with outside counsel as needed on specialized or escalated matters. • Support claims, disputes, and general corporate matters as assigned.