HG Insights

• Prospect, identify, and engage new mid-market accounts ($100M–$1B in revenue). • Manage the full new business sales cycle: outreach, discovery, proposal, negotiation, and close. • Qualify leads, conduct tailored product demos, and articulate value propositions to varied stakeholders. • Use AI and cutting-edge sales tools to optimize prospecting, pipeline development, and forecasting. • Continuously learn and adapt to new solutions, customer needs, and evolving market dynamics. • Collaborate closely with Sales, Marketing, and Solution Engineering to accelerate new business opportunities. • Document and share market feedback to influence our go-to-market strategy.

• Own the drafting, review and management of all AMER employment contracts, offer letters, amendments and separation agreements • Ensure all employment documentation is legally compliant, up to date and aligned with US federal and state requirements • Partner with legal counsel where required on complex or non-standard employment arrangements • Own end-to-end US benefits administration including health, dental, vision, 401(k), wellness reimbursements • Manage open enrolment processes, vendor relationships and employee benefits queries • Ensure benefits programmes are competitive, compliant and clearly communicated to all US employees • Design, write and maintain US people policies that are legally compliant and employee-friendly • Proactively track changes in AMER federal and state employment law and update policies • Ensure our US Employee Handbook is current, consistent and reflects our company values • Manage all US immigration processes including H-1B, OPT, STEM OPT, green card sponsorship and I-9 compliance • Serve as the internal point of expertise on immigration matters • Support the full US employee lifecycle from onboarding to offboarding • Be the trusted, go-to person for US employees on all people-related queries and processes • Partner with the global People team to ensure US processes align with global standards • Support HRIS data integrity, reporting accuracy and system adoption

• Own the Customer Lifecycle: Manage a portfolio of growth segment accounts through onboarding, adoption, retention, renewal, and expansion — serving as the primary post-sale point of contact. • Drive Expansion: Proactively identify and pursue in-year upsell and expansion opportunities through account planning, stakeholder engagement, and a deep understanding of each customer's goals. • Partner on Value: Work closely with customer stakeholders to uncover new use cases, align on outcomes, and ensure they're realizing measurable value from HG — building the case for renewal and growth. • Mitigate Risk: Monitor account health and engagement signals to identify at-risk accounts early and execute retention strategies before churn becomes a threat. • Use Data and AI: Leverage AI and modern customer success tools to analyze account health, prioritize outreach, and continuously sharpen your expansion and retention strategy. • Collaborate Cross-Functionally: Partner with Product, Marketing, and Sales to develop account plans, escalate blockers, and bring customer feedback into the business. • Act as a Customer Advocate: Represent the customer's voice internally, helping refine HG's offerings and processes based on real-world feedback.

Marketing Operations Specialist Pune, Maharashtra, India We are looking for a Marketing Operations Specialist to own and optimize end-to-end campaign execution across our marketing tech stack, with a strong focus on Marketo and Salesforce. This role sits at the intersection of marketing, sales, and RevOps, ensuring campaigns are executed accurately, data flows seamlessly, and reporting reflects true performance. You will be responsible for managing campaign builds, ensuring data integrity, enabling scalable processes, and delivering actionable insights through reporting. Key Responsibilities Campaign Execution & Setup - Build and execute marketing campaigns in MAP (emails, nurtures, landing pages, forms, programs) - Manage end-to-end campaign lifecycle from setup to launch and QA - Ensure correct program structures, naming conventions, and tagging for scalability - Coordinate with stakeholders to translate campaign requirements into execution CRM & System Management - Manage sync and alignment between Marketo and Salesforce - Set up and maintain Salesforce campaigns, program statuses, and attribution models - Ensure lead lifecycle stages and campaign flows are correctly implemented Data Management & Governance - Maintain data hygiene, deduplication, and standardization processes - Manage lead routing, scoring, and segmentation logic - Ensure compliance with data policies and best practices Reporting & Analytics - Build and maintain campaign performance reports and dashboards - Track key metrics such as MQLs, pipeline contribution, and conversion rates - Align reporting with defined frameworks (Marketing Sourced vs Influenced, etc.) - Identify gaps and recommend improvements based on data insights Marketing Tech Stack Ownership - Work across the broader martech ecosystem (e.g., enrichment tools, webinar platforms, analytics tools) - Support integrations and troubleshoot system issues - Continuously optimize processes to improve efficiency and scalability Process Optimization & QA - Establish and enforce QA processes for campaign execution - Improve workflows to reduce manual effort and turnaround time - Document processes and maintain operational playbooks Required Skills & Experience - 3–6+ years in Marketing Operations or related role - Hands-on expertise in Marketo and Salesforce - Strong understanding of lead lifecycle management, scoring, and routing - Experience with campaign execution across email and digital channels - Proficiency in reporting and dashboard creation - Strong attention to detail and structured approach to execution Preferred Skills - Experience working in B2B SaaS or data-driven organizations - Exposure to additional tools (ZoomInfo, 6sense, webinar platforms, etc.) - Basic understanding of APIs, integrations, or data flows - Bonus skill: SQL or advanced data handling What Success Looks Like - Accurate and timely campaign execution with minimal errors - Clean, reliable data across MAP and CRM - Clear visibility into marketing performance and pipeline impact - Scalable processes that improve speed, QA, and operational efficiency Why HG Insights - Own end-to-end campaign execution with direct impact on pipeline and revenue - Build expertise in martech and scalable marketing systems - Collaborate cross-functionally to drive data-led GTM decisions - Enjoy a holistic compensation package that rewards performance and potential, encompassing competitive salary, incentives (bonus and equity), comprehensive benefits, and career development. - A “Plan, Do, Check, Act” environment that embraces remote work while empowering ingenuity, collaboration, ownership, and achievement.

• Own Cloud Marketplace Strategy & Execution • Manage and grow HG’s presence across leading cloud marketplaces • Drive marketplace transactions, including private offers and enterprise deal alignment • Ensure HG’s products are effectively positioned within each ecosystem • Drive Co-Sell and Partner Revenue • Build and execute co-sell motions with cloud partner teams • Develop relationships with partner sellers, solution teams, and ecosystem stakeholders • Generate and manage partner-influenced pipeline and revenue • Expand Ecosystem Presence • Strengthen HG’s positioning within cloud partner ecosystems • Align with partner priorities and solution areas to increase visibility and deal flow • Support joint go-to-market initiatives with key partners • Explore Emerging AI & Data Ecosystem Opportunities • Identify opportunities to integrate HG’s data into modern AI-driven and workflow-based use cases • Prototype and test new ideas that expand how customers access and use HG data • Collaborate cross-functionally to bring new ecosystem opportunities to market • Collaborate Cross-Functionally • Partner with Sales, Product, and Marketing to align ecosystem efforts with broader GTM strategy • Share insights from partners and customers to inform product direction and opportunities

Role Description HG Insights is seeking a versatile and experienced Platform Architect. The ideal candidate will bring a strong mix of technical expertise, leadership experience, and a proven track record in building scalable distributed systems. We are looking for a Platform Architect to drive technical excellence, mentor teams, and lead the development of our next-generation products. The role requires someone who can balance strategic thinking with hands-on technical leadership. Responsibilities - Lead and mentor engineering teams across frontend, backend, and infrastructure domains - Drive technical vision and architecture decisions for complex distributed systems - Collaborate with executive leadership on product strategy and technical roadmap - Build and scale engineering teams through effective hiring, mentoring, and development - Establish engineering best practices, processes, and quality standards - Drive innovation in cloud-native architectures and deployment strategies - Lead implementation of cost-effective and performant cloud solutions - Oversee development of scalable frontend and backend systems - Manage site operations and technical infrastructure Qualifications - 20+ years of software engineering experience with at least 5 years in leadership roles - Strong experience in cloud-native technologies, distributed systems - Proven track record of leading full-stack engineering teams - Deep expertise in modern frontend and backend technologies - Experience with cloud platforms and infrastructure management - Strong background in API design and microservices architecture - Experience with monitoring, observability, and performance optimization - Track record of successful product deliveries and team scaling - Bachelor's degree in Computer Science, Engineering, or related field Technical Skills - Cloud Platforms & Technologies: Docker, Kubernetes, Cloud-native architectures - Frontend: React.js, Angular, JavaScript/TypeScript, HTML/CSS - Backend: Java, Go, Node.js, RESTful services - Databases: Experience with both SQL and NoSQL databases - Infrastructure: Experience with monitoring tools, CI/CD pipelines - Architecture: Microservices, distributed systems, high-availability systems Leadership Competencies - Strategic thinking and ability to translate business requirements into technical solutions - Strong team building and mentoring capabilities - Excellent communication skills with both technical and non-technical stakeholders - Experience in agile methodologies and project management - Ability to drive innovation and technical excellence - Strong focus on engineering quality and best practices Location Remote, USA Employment Type Full-time

• Lead a high-performing team responsible for designing, building, and managing the data infrastructure and pipelines. • Define the strategic direction of the Data Engineering function. • Collaborate with cross-functional teams to ensure the scalability, efficiency, and reliability of our data systems. • Ensure data systems are designed for high availability, security, and performance. • Partner with Product, Data Science, Engineering, and Business teams to understand their data needs. • Act as a key liaison between technical teams and business stakeholders, ensuring alignment and transparency. • Stay abreast of emerging technologies and industry best practices in data engineering. • Define and enforce standards, processes, and best practices for data engineering.

• Demonstrate a track record of leading CSM & Solutions team for Global 2000 clients • Guide your teams to effectively partner with C-suite stakeholders (CTO, CIO, CFO) • Drive the design of end-to-end enterprise GTM workflows • Build a team of "consultative experts" • Foster collaboration between Sales, Solutions, and Customer Success

Job Title: Senior Director, Customer Success & Solutions (Enterprise Segment) Department: Customer Experience Location: Remote US or India HG Insights is the gold standard in Technographics. We give business decision-makers actionable intelligence on IT spend, technology installations, and contract timelines for millions of companies worldwide. Customers like Microsoft, Google, and Amazon rely on our data to find their next best customer. We are a team built on precision, velocity, and genuine technical innovation — and we are looking for someone who wants to help us eat our own cooking. Core Responsibilities (The Profile) We’re looking to attract a "Technical Business Leader" who excels in the following areas: - Enterprise Gravitas & Governance: Demonstrate a track record of leading CSM & Solutions team for Global 2000 clients and navigating high-level organizational complexity. Establish AI powered GTM blueprints and best practices that allow enterprise customers to scale their HG implementations globally. - The "CFO Whisperer" Skillset & ROI-Driven Solutioning: Guide your teams to effectively partner with C-suite stakeholders (CTO, CIO, CFO) to map business challenges to technical solutions, ensuring every architectural decision translates into a clear, phased ROI. You must have the ability to translate technical variables (like Data Orchestration or APIs) into tangible P&L impact (like Churn and Revenue). - Modern Tech Fluency & GTM Automation Advisory: Apply deep expertise in how AI agents and data orchestration integrate into a scalable GTM engine. Drive the design of end-to-end enterprise GTM workflows, ensuring that HG solutions integrate seamlessly with existing CRMs, User Portals, and third-party Apps. - The Force Multiplier & Proof of Value (PoV): Build a team of "consultative experts" rather than just managing a group of contributors. Direct the technical execution of PoVs, shifting the team's focus from "does it work?" to "how much value does this create for the business?". - Financial Modeling & Cross-Functional Alignment: Foster collaboration between Sales, Solutions, and Customer Success to build "Business Value Assessments" that quantify the impact of architectural choices on the customer’s bottom line. How to Measure Success To clarify the bar for top-tier candidates, success in this role is defined by the following measurable outcomes: - Retention & Growth: Drive the strategy to maintain 90%+ GRR and unlock 110%+ NRR via strategic expansion. - Operational Velocity: Reduce Enterprise time-to-value and onboarding cycles by ~20% YoY through AI & process innovation. - Predictability: Refine a health-scoring model with high accuracy (~90%) in predicting renewals. - Executive Impact: Cement "Strategic Partner" status by leading high-impact Executive Business Reviews (EBRs) for 100% of our Tier-1 accounts. What We’re Looking For - Experience: 15+ years in technical leadership roles (Enterprise CSM, Solutions Architecture or System Integration), specifically working with Global 2000 companies. - Business Mindset: You understand a P&L statement as well as you understand GTM workflow and org design, and you can effectively explain technical concepts like "Latency" in terms of business metrics like "Customer Churn". - Technical Breadth: Deep knowledge of Platform, API, Agents, MCP, Data Orchestration, and Go-To-Market (GTM) methodologies. - The "Consultant" Edge: Exceptional storytelling and presentation skills. You can walk into a boardroom and turn a skeptical CFO into a project champion, and you can mentor your team to do the same. - Education: A B.S. in Data Science or a related field is desired; an MBA or TOGAF certification is a significant plus.

• Define and implement the rolling 12 month data roadmap, central to HG’s product offerings, focused on an AI first strategy for data acquisition and data quality, evolving insights to meet customer needs, and improvements to customer delivery endpoints such as data feeds and API/MCP. • Be a champion of HG customers to ensure HG’s datasets and insights directly enable and drive ROI for B2B technology use cases such as account prioritization, pipeline acceleration, and territory optimization. • Work with the Office of the CTO on the implementation of vetted AI-driven product opportunities (e.g., automated tech-stack detection, buying-stage prediction, intent topic extraction). • Work with the HG executive team on roadmap definition, progress updates, and alignment to the overall company strategy. • Collaborate with HG Marketing and Customer Success teams to articulate the value of data and AI-driven insights in sales-enablement contexts. • Stay ahead of emerging AI/ML trends and generative-AI techniques, assessing their commercial relevance for HG’s data offerings. • Represent HG externally as a thought leader in data intelligence and applied AI for B2B technology markets.