Ketch

• Own the operational backbone for Customer Success, Professional Services, Support, and Renewals. • Design and implement scalable systems that reduce manual work across onboarding, health scoring, escalations, capacity forecasting and management, services delivery, and the renewal motion. • Build the analyses that surface churn risk, expansion opportunity, services margin, and support efficiency, and turn findings into process and systems changes. • Stand up and maintain the operational infrastructure for our partner ecosystem: partner onboarding, deal registration, co-sell tracking, partner-sourced pipeline reporting, certifications, delivery quality, churn, and psat. Give partner leadership clear visibility into partner performance and program ROI. • Support core sales operations: pipeline hygiene, forecasting cadence, process questions, and CRM workflow improvements. Partner with sales leadership on analyses that inform go-to-market decisions. • Design durable systems, not quick fixes. Do the math: quantify and prioritize business value before investing in automation. Ensure every system captures the data needed to analyze the process it runs. Make responsible, effective use of company assets. • Work with AI tools to accelerate systems design, administration, and integration work that historically required dedicated admins. Build AI-driven analytical tools and self-serve reporting that empower leaders across the business to answer their own questions. Continuously evaluate where AI can replace manual processes, and where it shouldn’t. • Run the analyses that change how we operate, not just report the numbers. Construct the business case for process and systems investments. Tell the story.

• Drive the solution sales cycle: Collaborate closely with Account Executives owning the solution components of the deal, moving opportunities from discovery to closed/won. Own the technical solution responses to RFPs, RFIs, and Security Questionnaires. • Articulate value & vision: Confidently present the Ketch platform and vision to diverse audiences, from C-level executives to security engineers and legal counsel, tailoring the narrative to frame and quantify value for each stakeholder. • Deliver compelling demonstrations: Lead high-impact product demonstrations, whiteboarding sessions, and Q&A forums that clearly visualize how Ketch solves complex data permissioning challenges. • Architect customer solutions: Translate customer business challenges into robust technical designs. Produce detailed solution architecture diagrams that highlight data flows, front-end integrations, backend system integrations, and solution sequencing. Produce assets that describe how users will interact with and benefit from the solution. • Rapid demo builds and prototyping (Front-end): Independently build front-end visionary demos using tools like Webflow, JavaScript, and HTML to visualize the user experience in the customer context. • Integration (Back-end): Prototype back-end integrations with customer internal systems using REST APIs and your understanding of JSON to demonstrate interoperability. • Validate technical fit: When appropriate, design and lead technical workshops and Proof of Value (POV) engagements to validate the solution against specific customer use cases and success criteria. • Scope implementation: Assess the prospect’s delivery capabilities and determine the necessity for Ketch Professional Services or partner involvement, ensuring a seamless transition from sales to deployment. • Customer Success: Own the handover of the solution to the Customer Experience (and when appropriate, the partner) team. • Serve as a Privacy SME: Maintain deep immersion in the evolving data privacy landscape, including global laws (GDPR, CCPA, etc.), regulatory requirements, and enforcement actions. • Mastery of the data ecosystem: Leverage strong familiarity with large-scale database technology (e.g. Snowflake, Databricks, BigQuery) and cloud technologies (AWS, GCP) to advise on data governance and integration best practices. • Mastery of the advertising ecosystem: Maintain an up-to-date understanding of the advertising technology landscape and the impact of privacy on data collection and activation. • Competitive strategy: Maintain an up-to-date understanding of competitive technologies, equipping the sales team with the knowledge to position Ketch effectively in the market. • Cross-functional collaboration: Act as the "voice of the customer" by collaborating with Product Management and Engineering to influence the roadmap, while working with Marketing to develop cross-functional solution guides and technical assets.

• Source and qualify new business opportunities that fit our ICP. Develop roughly 30% of your annual book of business. Advance inbound and partner generated opportunities. Maintain appropriate pipeline hygiene and coverage. • Gain a deep understanding of the target customer’s business, relevant processes and challenges. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the account. • Connect a prospect’s business objectives (both functional and corporate) with the Ketch solution. Do the math. Construct a compelling business case. Pain the picture of a better future. Tell the story. • Conduct effective account discovery. Apply MEDDPICC throughout the sales cycle. Develop pitch and proposal material as appropriate. Make responsible, effective use of company assets. Handle objections. Document activities in Salesforce. Drive opportunities to Closed/Won. • Develop high-level functional and technical understanding of Ketch products. Align product demonstrations to customer needs.

• Source and qualify new business opportunities that fit our ICP. • Gain a deep understanding of the target customer’s business, relevant processes and challenges. • Connect a prospect’s business objectives with the Ketch solution. • Conduct effective account discovery. • Develop pitch and proposal material as appropriate. • Develop high-level functional and technical understanding of Ketch products.

• Serve as the primary technical support resource for European customers • Partner with the Professional Services team on customer implementations • Work directly with customer developers, IT teams, and data engineers • Use tools like Postman to troubleshoot API calls • Investigate and resolve issues across JavaScript, HTML, CSS, and front-end behavior • Document fixes, known issues, and reusable solutions • Provide hand-off and continuity coverage to the US and India support teams • Escalate to engineering when appropriate

• Provide high-quality technical support to Ketch customers. • Partner closely with Professional Services team on technical solutions. • Balance reactive support work with proactive engagement. • Work directly with customer engineering teams, developers, and IT stakeholders. • Serve as a primary technical support resource for US-based customers on East Coast hours. • Own ticket resolution end-to-end across web technologies, APIs, SDK integrations, and platform configuration. • Document fixes, known issues, and reusable solutions for broader teams. • Escalate to engineering when appropriate, while owning customer communication and resolution timelines.

• Pipeline Generation – Source and qualify new business opportunities that fit our ICP. Develop roughly 30% of your annual book of business. Advance inbound and partner generated opportunities. Maintain appropriate pipeline hygiene and coverage. • Relationship Development – Gain a deep understanding of the target customer’s business, relevant processes and challenges. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with multiple buying personas within the account. • Value Framing – Connect a prospect’s business objectives (both functional and corporate) with the Ketch solution. Do the math. Construct a compelling business case. • Sales Execution – Conduct effective account discovery. Apply MEDDPICC throughout the sales cycle. Develop pitch and proposal material as appropriate. Make responsible, effective use of company assets. Handle objections. Document activities in Salesforce. Drive opportunities to Closed/Won. • Product Knowledge – Develop high-level functional and technical understanding of Ketch products. Align product demonstrations to customer needs.

• Own the customer lifecycle end-to-end independently, serving as a single point of contact for the customer. • Lead solution design, configuration, onboarding, adoption, and ongoing success to accelerate time-to-value and drive long-term customer outcomes. • Act as a technical escalation partner and subject-matter advisor, collaborating with Product and Engineering on fixes and improvements. • Translate product usage into business outcomes, lead strategic customer conversations (QBRs), and maintain customer health to support retention and expansion. • Triage and resolve customer issues to minimize downtime and meet SLAs, providing in-timezone coverage to support the global support team.

• Own the customer lifecycle end-to-end independently, serving as a single point of contact for the customer. • Lead solution design, configuration, onboarding, adoption, and ongoing success to accelerate time-to-value and drive long-term customer outcomes. • Act as a technical escalation partner and subject-matter advisor, collaborating with Product and Engineering on fixes and improvements. • Translate product usage into business outcomes, lead strategic customer conversations (QBRs), and maintain customer health to support retention and expansion. • Triage and resolve customer issues to minimize downtime and meet SLAs, providing in-timezone coverage to support the global support team.

• Carry a personal quota and close enterprise deals, modeling best practices for the team from discovery through negotiation to close. • Recruit, develop, and retain high-performing Account Executives. • Drive AE-led outbound pipeline generation with clear activity expectations and accountability. • Build and refine the sales playbook: discovery frameworks, competitive positioning, objection handling, pricing strategy, and new hire onboarding. • Develop a strong functional and technical understanding of Ketch products and how they differentiate from competitive offerings. • Monitor enforcement actions, new regulations, and market trends to sharpen positioning and urgency in the sales cycle.