HiveMQ

• Drive partner-sourced and influenced pipeline tied to quarterly and annual revenue goals. • Build, manage, and forecast a partner deal pipeline with strong visibility into opportunity stages. • Accelerate deals through co-selling, technical alignment, marketplace readiness, and issue resolution. • Build and execute strategic account plans for Tier 1 partners across GSIs/SIs, VARs, ISVs, and traditional tech providers. • Lead account mapping to identify joint targets with partner field teams and HiveMQ sellers. • Develop industry-aligned partner strategies for Automotive, Manufacturing, Energy, and other industrial verticals. • Onboard and enable new and existing partners on HiveMQ’s technology stack, use cases, and differentiators. • Prepare partners for co-selling (solution positioning, demos, certifications, competitive knowledge). • Deliver ongoing partner enablement, workshops, training modules, and readiness programs. • Drive in-field GTM activities, including co-selling, workshops, vertical campaigns, and joint prospect engagements. • Identify and execute co-marketing opportunities with strategic partners to drive awareness and lead generation. • Track and report sourced revenue, influenced revenue, partner pipeline, and activity metrics. • Maintain partner data and pipeline accuracy in Salesforce (SFDC). • Use Crossbeam for account mapping, overlap analysis, and ecosystem insights. • Participate in and help run partner QBRs and governance cadences.

• Help our customers unlock AI for their factories, turning fragmented industrial data into a Unified Namespace that powers real-time operations from edge to cloud • Build and evolve genuinely complex frontends, including the visual graph editing surface (xyflow + elkjs on top of Chakra) where customers model, discover, and govern their industrial data • Deal with the hard edges of real-time and distributed system behavior at scale: extending event sourcing, navigating on-premise to serverless deployment setups, handling gRPC observer reconnection, job status polling, gateway agent sessions, and more • Take ownership of features end to end, including UX and product decisions

• Map and document end-to-end GTM workflows to identify gaps and inefficiencies • Analyze current processes across the Go to Market teams • Design and implement standardized, scalable processes • Lead initiatives to improve operational efficiency • Serve as a trusted advisor to Sales on pricing and deal structuring • Enforce policies and approval workflows for compliance • Evaluate, implement, and optimize tools across the Revenue Operations tech stack

• Own the end-to-end inbound and PLG funnel infrastructure - from first product signal or form fill to the right next step - ensuring every lead is enriched, scored, and routed into the right GTM motion without manual triage. • Build automated paths for transactional and mid-market demand that don't require AE time: self-serve, low-touch sequences, and AI-assisted qualification that moves leads toward close independently. • Deploy agentic AI systems across marketing functions - research, lead qualification, personalized follow-up, meeting booking. • Design and operate lead qualification models that route leads to the right GTM motion based on first- and third-party signals, product usage, firmographics, behavioral data, and more. • Build pre-AE qualification and nurture infrastructure so leads that reach a rep are warm, educated, and ready - not raw inbound that eats selling time. • Build and maintain the orchestration layer across HubSpot, Salesforce, Clay, Default, Slack, G-suite, and more that connects demand to revenue at every segment. • Build agentic AI support layer across marketing and sales functions. • Deploy AI agents that do the research, qualification, and follow-up work that doesn't scale manually. • Define what the transactional path to close looks like at HiveMQ when an AE isn't the right answer.

• Define and drive product strategy for the Data Streaming layer of our platform • Work with customers, our sales team, along with partners & alliances team to identify key integration opportunities • Own the product scope and sequencing for the next-generation Core Broker • Champion AX as a first-class design target alongside UX and DX • Understand how Streaming connects to PLG, SLG, and make deliberate choices about market competition • Drive measurable business outcomes across adoption, usage, revenue, and customer satisfaction metrics • Communicate value effectively through data-backed storytelling to stakeholders • Partner deeply with engineering leadership to ensure technical feasibility and delivery excellence • Collaborate with GTM organizations including Sales, Customer Success/Support, Alliances, and Product Marketing • Advocate for customer needs by framing capabilities in terms of outcomes and priorities • Validate product-market fit through continuous discovery and feedback loops

• Own the deal alongside the AE • Translate HiveMQ's technical capabilities into measurable customer outcomes • Deliver C-suite and VP-level narratives with confidence • Lead co-design sessions with customers across edge, broker, data, and cloud layers

• Design and evolve the architecture of our autonomous agent swarm — defining agent boundaries, data flows, and the feedback loops that allow bees to self-correct and deliver features end-to-end. • Build and own the infrastructure that powers our AI-native pipeline, including several AWS services like Lambda functions, DynamoDB, SNS/SQS. • Lead with rigorous technical specs — if the logic isn't in the spec, it doesn't exist — translating complex product requirements into precise, agentic-ready designs that serve as the single source of truth for AI-powered implementation. • Steer and evaluate coding agents and LLM models, reviewing their output against a high-quality mental model to ensure correctness, performance, and security. • Extend and maintain our TypeScript/Fastify backend and React micro-frontend architecture, improving observability, reliability, and test coverage across the stack. • Define and enforce guardrails, monitoring systems, and self-healing mechanisms that keep autonomous agents operating safely in production. • Collaborate with Engineering and Product leadership to shape the long-term vision of AI-native development at HiveMQ. • Stay at the forefront of AI tooling, agent frameworks, and LLM capabilities, continuously refining how the hive thinks and builds.

• Architect, build, and maintain the HiveMQ platform software for IoT deployments • Create self-healing software systems • Develop and implement concurrent and performant algorithms • Refactor existing codebases and extend APIs • Improve test coverage and address security vulnerabilities • Identify and eliminate performance bottlenecks

• Develop consistent, compelling narratives across the buyer journey • Partner with the CRO and sales leadership to understand pipeline challenges, create tools, and enable the GTM to accelerate deals. • Translate HiveMQ's platform capabilities into language that resonates with both technical and business buyers. • Collaborate with the broader PMM team on go-to-market launches, contributing the sales-side assets, internal readiness materials, and external messaging that bring new capabilities to market. • Write content that moves the needle - blog posts, solution briefs, customer-facing presentations, simple demos, and campaign assets. • Build a trusted, durable relationship with sales leadership and field teams. Be the PMM they call - responsive, practical, and fluent in how they sell.

• Own our communications function end to end • Build AI-powered systems, guardrails, and workflows that scale our voice across teams, channels, and tools • Drive thought leadership: blogs, bylines, podcasts, and speaking content • Manage press releases, announcements, and key external communications • Maintain and evolve boilerplates, messaging docs, FAQs, and positioning one-pagers • Support high-impact campaigns with strong copy and narratives that convert • Partner directly with executives on key narratives and external presence • Design and build AI-enabled workflows to scale comms • Develop and maintain rubrics, guardrails, and context packs for AI tools • Continuously test and refine agents to increase quality and reduce manual review • Monitor content across the org and course-correct when it drifts from our messaging.