Future U Podcast

• Own the day-to-day operation of our centralized logging/SIEM — investigate alerts, create and tune detections, improve signal quality, and build the runbooks to act on them. • Drive vulnerability management end to end — scanning, triage, and remediation to closure across our stack. • Harden our cloud environment and CI/CD pipelines, establish security configuration baselines and guardrails, and manage them through Infrastructure as Code. • Partner with engineering teams to review new systems and architectural changes, identifying security risks early and helping build secure solutions by default. • Own secrets management, endpoint/EDR, and data-protection controls. • Own the security-critical IT surface — partnering with our existing IT function, not depending on it day-to-day. • Manage endpoint hardening. • Harden our core SaaS/business apps — identity provider, Google Workspace, GitHub, and the rest. • Own and continuously improve our security compliance platform (Vanta) — automate evidence collection, strengthen integrations, and improve its operational value. • Build toward compliance obligations as the business requires; turn policy into enforced reality by implementing the technical controls behind it, co-maintained with GRC + Legal.

• Conceptualize and deliver creative, elevated event experiences that resonate with higher education stakeholders • Own end-to-end execution of field marketing initiatives, from planning and logistics through on-site coordination, post-event engagement, partnership management, and debriefs while operating within a defined budget • Develop and manage tight event and production cycles, including roadmaps, prep decks, run-of-show documents, and executive briefings, to keep stakeholders aligned and accountable • Create attendee communications and pre- and post-event content that reflect CollegeVine’s brand voice and support strong follow-through • Collaborate cross-functionally across Growth, Sales, Marketing, and Operations to align on goals, targeting, messaging, and execution • Partner closely with Sales on outbound and follow-up programs, including persona-based messaging, calls to action, and feedback loops aligned with broader GTM efforts • Identify, evaluate, and recommend high-impact opportunities such as conferences, speaking engagements, and curated partner or executive events • Maintain and improve event experiences, documentation, workflows, and playbooks to turn successful programs into repeatable, scalable GTM motions • Interpret performance data and translate insights into clear recommendations and next steps

• Design conference booth materials, presentations, and event collateral, including print-ready file prep and merch sourcing • Create social media graphics and multimedia content for marketing and Sales • Create and update web content to accomplish marketing goals • Produce editorial and long-form document layouts (reports, 1-pagers, case studies) • Collaborate with Marketing and Sales on branded content and demo materials • Take ownership of work from brief to final output, proactively clarifying goals and seeing projects through to completion

• Own complex projects end-to-end in a fast-moving environment. • Take ownership of a product area end-to-end. • Sweat the details and bring a strong taste for what makes an experience feel effortless. • Design the abstractions and flows that make complexity disappear. • Work directly with enrollment leaders, admissions teams, staff, and students. • Set the success metrics for your area and hold the bar on quality, reliability, and outcomes.

• Directly manage, coach, and develop a team of SPAs, from daily activity to long-term career growth • Run team cadences - pipeline reviews, call shadowing, 1:1s, and performance check-ins • Execute the outbound and inbound playbook set by the Director of Sales Development, and surface feedback to sharpen it • Monitor individual and team metrics (activity, conversion, pipeline generated) and coach to close gaps • Partner with Marketing to ensure timely, well-qualified lead follow-up • Partner with Account Executives to ensure clean handoffs and tight feedback loops on lead quality • Help onboard and ramp new SPAs, ensuring they hit productivity milestones quickly • Identify and roll out tooling, templates, and automation to increase team efficiency • Foster a team culture of accountability, curiosity, and continuous improvement • Report on team performance and flag risks/opportunities to the Director of Sales Development

• Drive end-to-end strategic initiatives from exploring new markets to accelerating growth in existing product lines. • Build strategic frameworks to evaluate customer segments, GTM approaches, and geographic expansion opportunities. • Form hypotheses, run analyses, and turn ambiguous challenges into concrete recommendations. • Build scalable systems, tooling, and processes for sales, marketing, and agent development. • Contribute to pricing/monetization, sales comp, revenue forecasting, and GTM org design. • Improve operational rigor and predictability across the GTM motion. • Lead high-impact projects across core operations, strategic finance, KPIs/board reporting, and growth. • Support commercial strategy, pricing, packaging, and broader GTM initiatives. • Build processes that improve execution and visibility as the company scales. • Leverage data, LLMs, automation, and tooling to surface insights and streamline workflows. • Build models, dashboards, or lightweight internal tools that improve decision-making and execution.

• Own the entire sales development function: strategy, hiring, process, tooling, and performance • Build, coach, and scale a high-performing team focused on outbound and inbound pipeline generation • Design and iterate on messaging, and targeting strategies for the higher education market • Partner closely with the CRO on pipeline targets, forecasting, and GTM strategy • Collaborate with Marketing on pipeline plays, lead flow, event strategy, and campaign-to-pipeline conversion • Collaborate with Account Executives to ensure seamless lead handoff and feedback loops • Establish the systems, metrics, and cadences that drive accountability and continuous improvement • Recruit and develop top talent — create a team culture that attracts ambitious people and accelerates their careers • Leverage AI tools and automation to maximize team efficiency and outbound coverage • Represent the sales development function in GTM leadership discussions, contributing to company-wide go-to-market planning

• Own and manage a pipeline of many active opportunities across your territory of higher education institutions. • Run the full sales cycle — outbound prospecting, discovery calls, demos, proposals, negotiations, and close. You'll also have some support on pipeline generation from our business development team. • Sell into department leaders (Directors, AVPs, VPs) who own budget and can make purchasing decisions. • Develop deep fluency in the problems facing your higher education department and position our AI platform as the solution. • Maintain disciplined CRM hygiene — accurate pipeline, timely updates, and reliable forecasting • Share what's working (and what's not) with the team to help refine the playbook in real time • Represent CollegeVine at higher education conferences, association events, and campus visits

• Sourcing, managing and executing strategic partnerships with university partners • Work closely with senior commercial leadership and the broader GTM team to drive business development, partnerships, and growth • Rapidly understand complex customer workflows and pain points • Translate domain needs into valuable technical solutions • Drive the identification, development, and execution of high-impact strategic partnerships aligned with company priorities • Demonstrate customer empathy and be the face of CollegeVine, managing relationships from end-users to executive stakeholders • Identify the most valuable problems to solve with university partners. Partner with GTM and commercial leaders to surface solutions. Take ownership and accountability for the success of each engagement

• Drive Partner Value & ROI: Ensure partners are seeing measurable impact from our platform. Build compelling ROI narratives, identify when value isn't being realized, and proactively address gaps. • Uncover New Use Cases: Conduct deep discovery into institutional processes, identify opportunities for AI across departments, and work with Forward Deployed Engineers to scope and deliver new solutions. • Build Trusted Advisor Relationships: Engage with C-level and departmental leaders across universities, becoming their go-to thought partner on AI strategy and digital transformation. • Drive Multi-Stakeholder Alignment: Navigate complex institutional environments, building consensus among diverse stakeholders and inspiring urgency for expanded adoption. • Collaborate Cross-Functionally: Partner with product, engineering, and operations teams to ensure successful delivery and surface partner feedback that shapes our roadmap. • Ensure Product Adoption & Health: Monitor usage patterns, troubleshoot issues quickly, and identify at-risk partners before problems escalate. • Provide Market Insight: Share customer feedback and industry trends with leadership and product teams to shape future strategy and innovation.