Cyara

• Own customer outcomes and ensure each customer receives value from Cyara’s solutions throughout their lifecycle • Act as a program manager throughout the entire customer journey • Understand customer pain points and how they can be solved with Cyara’s technology • Build adoption and value plans with customers • Deliver insights to identify areas for improvement, optimization and expansion • Organize and host regular customer check-in meetings, onsite visits and Executive Business Reviews • Identify new opportunities within our existing customer base

• Conducting outbound prospecting activities to identify and engage potential customers through phone calls, emails, LinkedIn, and other digital channels • Building relationships with prospective customers and generating interest in Cyara's solutions • Qualifying leads against established criteria and identifying potential sales opportunities • Researching target accounts and gathering relevant information to support meaningful customer conversations • Working closely with Account Executives to ensure a smooth handover of qualified opportunities • Supporting sales and marketing campaigns designed to generate pipeline and increase brand awareness • Maintaining accurate and up-to-date prospect information within our CRM system • Learning how to communicate Cyara's value proposition confidently and effectively to prospective customers • Becoming an active part of the sales process by partnering with the sales team to increase conversion rates from qualified opportunities • Continuously developing your sales, communication, and product knowledge through coaching, training, and ongoing feedback

• Develop and execute the APAC growth strategy • Identify and capitalize on opportunities across target industries, geographies, and customer segments • Own regional commercial performance, including new business acquisition, customer expansion, retention, and overall revenue growth • Partner closely with Sales, Customer Success, Solutions Consulting, and Marketing leaders • Expand Cyara’s presence within the regional partner ecosystem • Lead and develop a high performing regional organization spanning Enterprise Sales, Customer Success, Solutions Consulting, and Strategic Alliances • Provide market intelligence, customer insights, competitive analysis, and regional perspectives

• Develop a comprehensive plan for achieving assigned quotas within a fiscal period • Regularly update and maintain planning tools to facilitate cross-functional discussions, deal reviews, and engagement with Executives • Efficiently manage your time and calendar to ensure the completion of essential tasks and responsibilities • Recognize expectations and proactively address any obstacles • Assess opportunities in the pipeline to derive accurate forecasts for a given time period • Identify the correct buyers for Cyara's solutions and services • Execute company campaigns, meet outbound call and email targets with high-quality leads • Articulate the value proposition of Cyara as a company, emphasizing its competitive advantages • Recognize negotiation opportunities and effectively use trading and bargaining techniques with customers • Demonstrate the ability to overcome obstacles and secure contract agreements and purchase orders • Exhibit in-depth knowledge, accuracy, and skill in positioning Cyara as a company and its solutions • Understand relevant competitors, their strategies, and how Cyara compares • Address competitor advantages raised by buyers and successfully sell against competitors

• Provides high-level administrative support to the CEO and as needed, the broader Executive Leadership Team (ELT) • Serves as an extension of the CEO, managing follow-ups, tracking action items from leadership meetings • Develops and edits presentations, executive briefs, agendas, talking points, and other supporting materials to ensure leaders are well-prepared for key meetings and communications • Supports internal communications including organizational announcements, board-related materials, and other business-critical documentation • Supports the onboarding and integration of new executive leaders • Plans and coordinates company-wide events including All Hands meetings, executive offsites, leadership meetings, and strategic planning sessions • Acts as a central coordination point across the leadership team • Partners with the executive team and department leaders on special projects, culture and engagement initiatives, and other business needs

• Own the end-to-end GTM technology stack strategy and roadmap • Lead complex Salesforce implementations and ongoing system enhancements • Own the implementation strategy and optimization of CPQ (Configure, Price, Quote) systems • Drive integration strategy across GTM platforms • Evaluate and manage the broader GTM tech stack • Partner with IT and business systems teams to manage vendor relationships • Directly manage, develop, and mentor a team • Act as a cross-functional connector between sales, finance, legal, and customer success • Provide oversight and direction for the Deal Desk function • Own the planning and execution of RevOps enhancement and optimization sprints • Continuously assess and improve revenue processes across the lead-to-cash cycle • Define and maintain a reporting framework that gives leadership clear visibility into pipeline health

• Own and lead pre-sales technical activities for assigned opportunities, including discovery, tailored demos, technical presentations, workshops, and proof-of-concepts. • Collaborate with Sales and Sales leadership to understand customer requirements, align technical execution to account strategy, and support revenue goals. • Conduct in-depth discovery sessions to uncover customer pain points, business drivers, decision criteria, and technical requirements. • Architect and propose solutions that integrate Cyara's platform with customers' existing technology stacks, ensuring seamless operation and optimization of their CX strategies. • Develop and present customized demonstrations of Cyara's platform that clearly connect customer challenges to business value. • Respond to technical inquiries, manage objections effectively, and provide expert guidance throughout complex sales cycles. • Represent Cyara in customer-facing events, including customer conferences, webinars, trade shows, and executive-level engagements. • Partner cross-functionally with Product, Implementation, Customer Success, and other internal teams to share customer feedback, resolve issues, and support smooth transitions from pre-sales to delivery. • Create and contribute to technical sales materials, documentation, best practices, case studies, and internal enablement resources that strengthen the Solution Architect team. • Mentor junior Solution Architects and share thought leadership, advanced strategies, and winning techniques across the team.

• Develop and implement the technology strategy that aligns with Cyara’s business goals and objectives. • Focus on driving technical excellence, scalable product delivery, and embedding AI capabilities across our platform. • Lead and manage global engineering teams to deliver high-quality product outcomes.

• Looks for opportunities and implements solutions to improve, streamline, and automate legal operations, as well as simplify workflows and create efficiencies for our growing legal team. • Owns the management of legal systems, tools, and processes, including knowledge, contract, and compliance management systems. • Serves as one of the front-line legal contacts for certain business groups, such as sales and operations, and builds an effective relationship with those groups to ensure the ability to determine how to triage their legal needs quickly and efficiently. • Develops and executes our communication plans, playbooks, guidelines, and policies for company-wide and department-specific legal initiatives. • Creates training materials and self-service tools for sales, operations, and other internal clients Identify, manage, and report on key operational metrics for the legal team that will better inform decision-making, department roadmaps, budgeting, and hiring plans. • Works with attorneys to provide legal advice on a broad range of topics such as licensing, general commercial law, policy guidance, privacy, data security, contract interpretation, and vendor relationships. • Reviews, drafts, and negotiates NDAs, SOWs, RFPs, technology agreements, amendments, and other documents related to agreements with our customers and vendors. • Works closely with internal stakeholders (including Sales, Customer Support, Consulting, and Finance teams) to ensure alignment between business needs and contract terms. • Triaging document flow to manage feedback from required parties and managing prioritization. • Collaborating on contract feedback with external counsel, internal departments, and key stakeholders to keep the process moving and keep parties informed. • Assist with scheduling of meetings with external constituents. • Manage contract completion including routing for e-signature and following up on outstanding documents. • Maintaining a contracts repository so that in process and completed work is easily accessible to the appropriate parties. • Advising internal departments on process improvement. • Look for opportunities to improve the contracting process.

Effectively engage with global stakeholders, providing market insights, talent trends, and compensation inputs to support decision-making.