Grammarly

• Lead, coach, and develop a team of Coda AEs to consistently exceed revenue and activity targets across all segments • Own the Coda sales strategy and GTM execution, partnering with ATU leadership, Product, CS, and Marketing to drive a cohesive, high-performance sales motion • Build and maintain a team culture grounded in accountability, psychological safety, and continuous improvement — where sellers feel supported, and their work has clear impact • Drive rigorous pipeline management and forecasting discipline, maintaining accuracy and visibility for senior leadership • Define and standardize onboarding, sales methodology, and enablement for the Coda AE team to reduce ramp time and improve consistency • Champion enablement: identify skill gaps, partner with the enablement function, and ensure the team has the tools, training, and frameworks to run complex, multi-value-prop deals • Serve as the senior commercial presence on key deals — guiding team strategy, supporting C-suite conversations, and helping navigate late-stage complexity • Partner cross-functionally with Coda Product, Marketing, and CS leadership to shape the product narrative, surface customer insights, and influence roadmap priorities • Represent the Coda sales team in BU leadership discussions, providing a grounded sales perspective on go-to-market decisions • Hire, onboard, and retain exceptional Coda AE talent, building a bench ahead of growth and planned leave coverage

• Drive Superhuman's upmarket expansion by consistently achieving higher average contract values through strategic deal structuring and comprehensive solution selling. • Navigate complex sales cycles with Mid-Market organizations, managing multiple stakeholders and approval processes. • Execute a value-based selling approach, positioning Superhuman's solutions based on customer impact and ROI. • Build advocates and cultivate multi-threaded relationships at senior levels, including C-Level and VP. • Own pre-sale contract conversations and negotiations. • Experiment with new processes and adapt to changing customer environments. • Collaborate with cross-functional teams (Sales Development, Customer Success, Sales Engineering, Product) to achieve sales outcomes. • Develop strategic account plans to ensure customer success and growth. • Maintain a high level of rigor in pipeline management, forecasting, and account planning. • Develop and execute outbound sales strategies specifically tailored to Mid-Market accounts to identify and engage new prospects.

• New Logo Acquisition: Own the full sales cycle for net-new enterprise accounts — from prospecting and pipeline generation through to contract close. Build and execute targeted outbound strategies to penetrate 5,000+ employee organizations, engaging multiple stakeholders across departments and levels. • Account Expansion: Grow revenue within your landed enterprise accounts through strategic upselling and cross-selling. Identify whitespace, build expansion plans in partnership with Customer Success, and drive adoption that converts initial deployments into company-wide rollouts. • Renewal Management: Ensure on-time renewals by consistently demonstrating value and ROI, proactively identifying and mitigating churn risks, and building retention strategies that protect and grow the base. • Executive Relationship Management: Build deep, multi-threaded relationships across your accounts — from end-users and champions to procurement leaders and C-suite executives. You are a trusted advisor at every level, not just a vendor. • Complex Deal Navigation: Manage long, multi-stakeholder sales cycles with confidence. Coordinate internal resources — Solutions Engineering, Legal, Finance, Leadership — to move deals forward and close on time. • Pipeline Generation: Develop and own outbound campaigns that consistently fill your pipeline with qualified enterprise opportunities. You don’t wait for inbound; you create your own momentum. • Cross-Functional Collaboration: Partner closely with Customer Success, Implementation, Marketing, and Product to deliver a seamless experience — and bring the voice of the enterprise customer back into the business to improve our product and go-to-market.

• Define and shape AI-powered workflows: Own the end-to-end design of key workflows in Superhuman Mail, helping users focus on what matters most so they can move faster through their day. • Own design from concept to implementation: Drive design work through every stage of the process: crafting well-executed ideas and sketches, interactive prototypes, high-fidelity designs, and final implementation. • Conduct research and competitor analysis: Perform qualitative and quantitative research to understand customers, and competitor analysis to understand the landscape. Leverage customer insights to enhance the product experience and amplify user engagement. • Set the bar for craft: Elevate the design culture at Superhuman by pursuing remarkable quality in your design craft and producing consistent, high-quality work. • Influence product strategy: Partner with product, research, and data to set the vision for your team, and build a roadmap of projects that improve company objectives and metrics. Engage with stakeholders across the company, effectively communicating design updates to leadership for feedback and approval. • Ensure quality delivery: Work with engineering to ensure that high-quality, delightful experiences get built and delivered on time. Advise product and engineering teammates through a deep understanding of design and interaction patterns. • Be part of a supportive team: Work alongside a collaborative group of designers who give thoughtful feedback, share ideas openly, and help each other grow.

• Design best-in-class mobile email experiences: Own the end-to-end design of Superhuman Mail on iOS and Android, including inbox management and email composition, calendar UX, and integration of AI-assisted workflows like Auto Drafts and Write With AI. • Make powerful features feel effortless on mobile: Translate Superhuman's desktop power into mobile-native interactions that feel fast, fluid, and intuitive. • Set the bar for craft: Drive mobile design quality, from interaction concepts and systems design to highly polished execution. • Invent new mobile interaction patterns: Explore paradigms beyond traditional mobile email: gesture-driven triage, AI-powered composition, real-time workflows, and more. • Prototype, test, and iterate rapidly: Use prototypes to explore, validate assumptions, and learn what truly helps users manage email and stay productive on the go. • Influence product strategy: Partner deeply with PMs and engineers to shape mobile product direction, tradeoffs, and sequencing in a fast-evolving landscape. • Be part of a supportive team: Work alongside a collaborative group of designers who give thoughtful feedback, share ideas openly, and help each other grow.

• Work with product, marketing, engineering, analytics, and finance teams to craft monetization experiences • Define and shape end-to-end monetization workflows • Conduct qualitative and quantitative research to understand customer needs • Elevate the design culture and produce high-quality work that supports revenue growth

• Conduct thorough deal reviews to evaluate deal structure, terms, discount requests, and revenue implications • Configure quotes and manage deal approvals in CPQ systems, ensuring accuracy and efficiency from submission to close • Collaborate cross-functionally with Finance, Legal, and Revenue Operations to resolve deal blockers and obtain necessary approvals • Provide guidance and recommendations to sales teams on deal structuring, pricing options, and non-standard term requests • Develop creative solutions that meet customer needs while protecting company interests • Assist in the Order Management review, ensuring the accuracy of our booked revenue • Maintain data integrity and ensure seamless information flow between Deal Desk, Finance, and other revenue systems • Support end-of-quarter activities and high-priority deals with urgency while maintaining quality and attention to detail • Identify opportunities to improve deal desk processes and workflows as the function scales to support business growth • Build strong relationships with sales teams, establishing yourself as a trusted advisor and responsive partner • Support ad-hoc projects that enhance deal desk processes and improve the operational efficiency of our sellers