DevRev

• Build the Public Sector Technical Motion • Partner with Public Sector sales leadership to establish the technical go-to-market strategy. • Define how DevRev's platform maps to government mission use cases. • Develop repeatable solution patterns for federal agencies and defense organizations. • Shape how DevRev positions its platform in regulated environments. • Lead Complex Technical Sales • Act as the primary technical authority for public sector opportunities. • Support strategic deals across Federal Civilian, Defense, and other public sector segments. • Design and deliver compelling product demonstrations aligned to mission outcomes. • Guide customers through technical architecture and integration discussions. • Create Mission Focused Demonstrations • Build demo environments and synthetic datasets that reflect real government workflows. • Examples may include: • Defense readiness and operational workflows. • Public sector case management and mission operations. • Knowledge retrieval across institutional documentation. • Secure AI workflows with structured and unstructured data. • Influence Product and Architecture • Serve as the voice of the public sector customer internally. • Provide product feedback on compliance, architecture, and deployment requirements. • Work closely with product and engineering to align capabilities with government needs. • Support Compliance and Secure Deployments • Assist in defining DevRev architecture for regulated environments. • Partner with internal teams on FedRAMP strategy and security requirements. • Help customers understand secure deployment models and data governance considerations. • Build the Future SE Organization • Recruit and mentor future public sector SEs. • Establish technical playbooks and demo standards. • Define the SE operating model for public sector growth.

• Prospect and identify potential customers across Australia and New Zealand through outbound outreach. • Research target accounts, key decision-makers, business priorities, and industry trends. • Qualify inbound and outbound leads to determine sales readiness and business fit. • Book high-quality discovery meetings for Account Executives. • Execute multi-channel outbound campaigns using phone, email, LinkedIn, and other digital platforms. • Develop a strong understanding of DevRev's platform and effectively communicate its business value. • Maintain accurate CRM records and track prospect engagement and pipeline activities. • Collaborate closely with Sales, Marketing, and Customer Success teams to improve campaign effectiveness and conversion rates. • Share customer insights and market feedback to help shape product development and go-to-market initiatives.

• Ticket lifecycle management (powered by Computer) • Drive adoption across your portfolio • Maintain a regular meeting cadence with your accounts • Identify and flag expansion opportunities • Know your customer for AI strategies using DevRev

• Strategy & Execution: Develop and execute the partner sales strategy for the Enterprise/Commercial segment, driving pipeline, revenue, and ecosystem growth. • Partner Recruitment & Enablement: Identify, recruit, onboard, and enable SIs, consulting firms, ISVs, and VARs to maximize partner performance and joint success. • Revenue Growth & Target Management: Set, monitor, and achieve partner revenue targets; collaborate with partners and internal teams to accelerate deal conversion and drive consistent growth. • Cross-Functional Collaboration: Work with product, marketing, engineering, and legal teams to design and implement effective partnership programs. • Partner-Centric Mindset: Treat partners as valued customers, understanding their goals and delivering solutions that create mutual value. • Market Insight & Representation: Monitor industry trends, competitive landscape, and emerging technologies; represent the company at events, conferences, and partner forums. • Performance Tracking: Measure and analyze partner performance, report results to leadership, and optimize strategies for maximum impact. • Autonomous & Resilient: Work independently, embrace risk, navigate ambiguity, and drive initiatives with passion and ownership. • Partner Champion: Build strong, trusted relationships with partners and customers, engaging face-to-face as needed, with the flexibility to travel up to 40% to key meetings, events, and industry conferences.

• Strategy & Execution: Develop and execute the partner sales strategy for the Enterprise/Commercial segment, driving pipeline, revenue, and ecosystem growth. • Partner Recruitment & Enablement: Identify, recruit, onboard, and enable SIs, consulting firms, ISVs, and VARs to maximize partner performance and joint success. • Revenue Growth & Target Management: Set, monitor, and achieve partner revenue targets; collaborate with partners and internal teams to accelerate deal conversion and drive consistent growth. • Cross-Functional Collaboration: Work with product, marketing, engineering, and legal teams to design and implement effective partnership programs. • Partner-Centric Mindset: Treat partners as valued customers, understanding their goals and delivering solutions that create mutual value. • Market Insight & Representation: Monitor industry trends, competitive landscape, and emerging technologies; represent the company at events, conferences, and partner forums. • Performance Tracking: Measure and analyze partner performance, report results to leadership, and optimize strategies for maximum impact. • Autonomous & Resilient: Work independently, embrace risk, navigate ambiguity, and drive initiatives with passion and ownership. • Partner Champion: Build strong, trusted relationships with partners and customers, engaging face-to-face as needed, with the flexibility to travel up to 40% to key meetings, events, and industry conferences.

• Build the ANZ partner ecosystem - Identify, recruit, and onboard strategic partners including SIs, consulting firms, ISVs, and cloud alliance partners aligned to DevRev's ideal customer profile. • Drive partner-sourced and partner-influenced revenue - Own pipeline targets and ARR contribution from the partner channel. Develop joint go-to-market plans with top partners. • Enable and activate partners - Deliver technical enablement, sales training, and marketing support to ensure partners can independently position, demo, and close DevRev. • Co-sell with partners - Work alongside DevRev's direct sales team and partner sales reps to progress joint opportunities through the pipeline. • Manage partner economics - Structure commission frameworks, deal registration, and incentive programs to motivate partner engagement. • Develop joint marketing initiatives - Collaborate with marketing to run co-branded campaigns, events, and demand generation activities in ANZ. • Own the partner relationship lifecycle - From recruitment through onboarding, activation, and growth. Track partner health metrics and QBRs. • Represent the ANZ market internally - Feed regional insights on partner needs, competitive dynamics, and market opportunities back to global leadership.

• Strategy & Execution: Develop and execute the partner sales strategy for the Enterprise/Commercial segment, driving pipeline, revenue, and ecosystem growth. • Partner Recruitment & Enablement: Identify, recruit, onboard, and enable SIs, consulting firms, ISVs, and VARs to maximize partner performance and joint success. • Revenue Growth & Target Management: Set, monitor, and achieve partner revenue targets; collaborate with partners and internal teams to accelerate deal conversion and drive consistent growth. • Cross-Functional Collaboration: Work with product, marketing, engineering, and legal teams to design and implement effective partnership programs. • Partner-Centric Mindset: Treat partners as valued customers, understanding their goals and delivering solutions that create mutual value. • Market Insight & Representation: Monitor industry trends, competitive landscape, and emerging technologies; represent the company at events, conferences, and partner forums. • Performance Tracking: Measure and analyze partner performance, report results to leadership, and optimize strategies for maximum impact. • Autonomous & Resilient: Work independently, embrace risk, navigate ambiguity, and drive initiatives with passion and ownership. • Partner Champion: Build strong, trusted relationships with partners and customers, engaging face-to-face as needed, with the flexibility to travel up to 40% to key meetings, events, and industry conferences.

• Build outreach to existing rolodex and new opportunities. • Relentless manage customer followup and pipeline. • Work with the Growth team to increase product awareness. • Nurture and follow up with customers. • Guide customers through implementation plans. • Work with Product and Engineering to share feedback. • Create content and refine scripts to support customer journey. • Maintain pipeline data and account information.

• Lead Generation: Identifying and reaching out to potential customers. • Qualifying Leads: Evaluating the suitability of leads for sales engagement. • Setting Meetings: Arranging meetings between leads and Sales Representatives. • Product Knowledge: Understanding and communicating the company's product value. • Sales Goals: Meeting or exceeding set sales targets. • Data Management: Logging activities and customer data in a CRM system. • Team Collaboration: Working with sales and marketing teams

• Customer-facing: 30% working directly with customers. • Coding & Integration: 70-80% hands-on technical implementation • Build & Deploy Solutions: Design, develop, and launch AI agents, integrations, and automations that connect DevRev with customers' existing tech stacks and workflows. • Integrate Systems: Connect DevRev with SaaS and non-SaaS platforms through APIs, webhooks, and real-time communication architectures for seamless data flow. • Optimize AI Performance: Apply prompt engineering, fine-tune semantic search engines, and leverage generative AI techniques to enhance agent accuracy and user experience. • Own Data Insights: Write SQL queries, perform data analysis, and build dashboards to surface insights that drive customer decision-making. • Prototype & Iterate: Develop rapid proofs-of-concept, conduct live technical demos, and refine solutions based on customer and stakeholder feedback. • Lead Cross-functional Collaboration: Maintain constant communication loops with customers, engineering, product, customer success, support, and revenue teams to ensure alignment. • Guide Technical Adoption: Learn and master new tools, then guide customers through critical workflows like code repository integrations and advanced configurations.