Ditto

• Partner with PubSec Sales and Finance on government-related pursuits, contract negotiations, execution, and long-term compliance • Review, draft, negotiate, and support a variety of government contracts and bid documents, including RFPs and RFIs, teaming agreements, statements of work (SOWs), amendments, task orders, teaming agreements, collaboration agreements, distribution, reseller agreements, and subcontracts. • Advise on FAR, DFARS, and related agency regulations, including clause applicability, flow-down requirements, and U.S. federal government data rights provisions, including IP and technical data rights in software developed under government funding • Provide guidance on compliance topics including cost accounting, audits, data rights, cybersecurity obligations, sam.gov administration, and procurement integrity • Develop and oversee compliance efforts and programs, including scalable processes, templates, and training related to government contracting compliance • Collaborate with internal stakeholders to ensure systems are in accordance with all legal, regulatory, and contractual requirements as the business grows • Support state and local (SLED) and international public sector deals as a secondary focus

• own the financial engine of the company • manage three-statement operating model • own revenue and cash forecasting • manage and operate Ditto's Financial OS • partner with VP Finance on capital-raise processes • produce board reporting and administer commission design

• Manage, coach, and develop 4 Account Executives who are selling enterprise transformation, not software features • Collaborate with Solutions team leadership to refine the unified AE/Solutions sales motion and resolve conflicts over resource allocation, deal prioritization, and technical positioning • Build AE capability in consultative selling: business case development, executive engagement, navigating technical procurement, and managing complex buying committees • Develop ADRs to balance account intelligence operations with pipeline generation activities—determining the optimal split between deep account research and outbound engagement • Conduct deal reviews that focus on account strategy, stakeholder mapping, competitive positioning, and technical validation status - not activity metrics • Own the commercial pipeline: ensure adequate coverage, healthy stage distribution, and accurate forecasting • Work with AEs to develop account strategies for 50-75 named Fortune 500 target accounts • Ensure AEs and Solutions team members are collaborating effectively on discovery, technical validation, proof-of-value, and commercial negotiation • Manage complex deal cycles where product co-development and implementation planning are part of the sales process • Support AEs in executive-level conversations, C-suite engagement, and final negotiations on whale deals • Establish sales methodology and playbooks appropriate for consultative enterprise selling • Define ADR focus areas between account intelligence/research and direct pipeline generation based on what drives the most qualified opportunities • Partner with Marketing Lead on account-based marketing campaigns, executive events, and demand generation targeted at named accounts • Partner with Partnership Lead on channel strategy, systems integrator relationships, and OEM partnerships as critical pipeline sources • Develop processes for ADRs to identify trigger events (leadership changes, funding, strategic initiatives) that create buying windows • Ensure ADRs are generating qualified meetings that convert to opportunities at healthy rates • Leverage referral and partnership channels as primary pipeline sources alongside marketing-generated demand and ADR activities • Maintain tight operational alignment with Solutions team leadership on resource allocation, deal prioritization, and joint account planning • Work with Customer Success Lead on handoff processes, implementation scoping during sales cycle, and customer reference development • Collaborate with Marketing Lead on messaging, positioning, case studies, and demand generation for whale accounts • Collaborate with Partnership Lead on channel enablement, partner-sourced pipeline, and joint go-to-market execution • Interface with Product and Engineering leadership to communicate market requirements and manage customer expectations around product roadmap • Participate in CRO staff meetings and contribute to overall revenue strategy

• Be the partner managers actually want to call. You'll work closely with managers across the company — helping them navigate tough conversations, think through team structure, consider compensation, and show up as better leaders. • Build and run our manager development program. You'll own our approach to developing managers — from new manager onboarding to ongoing coaching and training. • Lead performance management and compensation. You'll own our performance review process end-to-end — designing it, running it, and improving it every cycle. • Develop our culture intentionally. You'll help us define what we stand for, identify gaps between values and reality, and build programs that close those gaps. • Run HR programs that scale. As we grow, you'll design and lead HR initiatives — things like engagement surveys, onboarding improvements, compensation frameworks, and more.

• Own the end-to-end product roadmap for Ditto's cloud database • Own the data flow story for Ditto Cloud • Define and maintain customer-facing database SLAs • Own the data migration story • Engage directly with enterprise customers to understand workload patterns • Serve as the go-to voice on the customer data layer inside engineering • Collaborate with GTM and field teams to build enablement assets • Define success metrics for database reliability and drive accountability against them

• Lead and mentor a team of 8–12 engineers across data sync, query engine, and embedded database performance • Own delivery across all three workstreams and break large technical programs into milestones • Build and maintain a strong hiring pipeline in a competitive market • Collaborate with product managers and stakeholders to shape the team’s roadmap

• Build polished, performant user interfaces in React, TypeScript, and modern CSS • Work across the full stack by building and consuming GraphQL and REST APIs • Partner closely with design and product teams to deliver features that meet customer needs • Set technical direction and establish front-end best practices • Extend key experiences to native mobile platforms (iOS and Android)

• Own Ditto's partner motion and sustain active partner relationships • Review and refine the FY27 partner plan • Drive partner-sourced and partner-influenced pipeline • Evaluate partner technical fit and lead partner architecture conversations • Design and launch partner certification program • Own partnership program operations and tooling stack • Collaborate cross-functionally with various teams

• Write high-quality articles on health and term insurance aligned with user intent and Ditto’s tone. • Research topics across health and term insurance—from IRDAI updates to everyday customer questions. • Identify what users actually want to know and create content that adds real value to them. • Combine product expertise + AI tools to draft, refine and publish insightful articles for Ditto’s blog. • Optimise articles for search (structure, keywords, internal linking, SEO best practices). • Collaborate with the SEO, content, and product teams to create and optimize content that boosts organic visibility while staying true to Ditto’s voice—clear, honest, and helpful.

• Write clear, concise & insightful stories on finance, economy, and business topics • Have a knack for simplifying financial concepts and presenting them in an engaging and easy-to-understand manner • Create content for the Finshots Newsletter • Ideate & execute new initiatives to grow the Finshots brand