KNIME

• Ensure every signed contract translates into realized client value by leading a world-class post-sales organization across Customer Success, Professional Services, and Support - driving seamless implementation, strategic adoption, retention, and measurable outcomes globally. • Provide strategic leadership for the Customer Success, Professional Services, and Technical Support functions globally. • Own the global strategy for renewals and expansion to consistently drive Gross Revenue Retention (GRR) and Net Revenue Retention (NRR). • Establish health scoring, early warning systems, and proactive intervention playbooks to reduce churn risk. • Build a scalable, segmented CS model - high-touch for strategic/key accounts and tech-touch for SMB/Mid-Market. • Direct the Professional Services organization for efficient implementation and rapid time-to-value across new and existing clients. • Drive PS revenue, utilization, and margin performance with strong project governance, risk management, and escalation protocols. • Oversee the global Technical Support function, ensuring timely, high-quality problem-solving and industry-leading support ratings. • Define and enforce SLAs, CSAT targets, and resolution benchmarks across all tiers and channels. • Implement support tooling, AI-assisted workflows, self-service resources, and knowledge programs to improve efficiency and deflect low-complexity tickets. • Recruit, develop, and retain leaders and individual contributors across all three functions, fostering a unified Client Delivery culture and clear career paths. • Collaborate with Sales to decrease ramp time, increase win rates, and align on renewal strategy and expansion pipeline. • Partner with Product to surface customer feedback and close the loop on product gaps; engage the VP Solutions on implementation scoping and pre-sales commitments. • Maintain executive-level dashboards tracking NRR, CSAT, time-to-value, ticket volume/resolution, and utilization. • Report regularly to the executive team and board on customer health, retention performance, and delivery capacity.

• Lead the global sales organization to negotiate and close complex enterprise deals, consistently exceeding ARR targets for new business and expansion. • Maintain rigorous pipeline generation, territory planning, and forecasting discipline to ensure healthy coverage and win rates across all segments. • Establish initial footholds within new accounts and divisions, with a repeatable framework for cross-divisional replication. • Recruit, develop, and retain a high-performing global sales organization with clear performance metrics and career paths. • Build a culture of accountability and coaching through regular pipeline reviews, deal coaching, and team QBRs. • Implement sophisticated commercial discovery and value-based selling to translate technical capability into measurable business value. • Partner with Marketing on integrated demand generation and pipeline acceleration; align with Product on positioning, differentiation, and messaging. • Refine ICP and target-account playbooks; drive expansion into new horizontals and customer segments. • Partner with the Senior VP Client Delivery on smooth handoffs and post-sale outcomes, and with the VP Solutions on deal strategy and pre-sales resourcing. • Work with Revenue leadership and Operations on data-driven forecasting, headcount, and sales system optimization. • Represent the voice of the customer and field insights to executive leadership and Product. • Optimize sales processes, methodology (e.g., MEDDPICC), and CRM hygiene; leverage modern AI-enabled sales tools to maximize throughput. • Report on key KPIs including win rate, ACV, sales cycle length, and pipeline coverage.

• Drive global revenue growth by leading a pre-sales organization that translates client business challenges into strategic value propositions. • Lead and develop a world-class global team of Solution Engineers responsible for technical discovery, demonstrations, POC execution, and RFP/RFI responses. • Standardize global POC execution and demo excellence to maximize win rates and shorten time-to-close. • Define SE engagement models, coverage ratios, and capacity planning across enterprise, mid-market, and strategic segments. • Lead a team of Industry Experts (vertical SMEs) across key industries (e.g., Financial Services, Healthcare, Manufacturing, Retail) and embed them in high-value pursuits to elevate credibility and tailor solution narratives. • Build horizontal/vertical solution frameworks, use case libraries, and ROI models; stay ahead of industry trends and regulatory shifts. • Align pre-sales strategy with global sales and marketing objectives to accelerate pipeline velocity and deal progression. • Elevate the commercial impact of demos by shifting the narrative from product features to business value and ROI. • Direct the strategic approach for overcoming enterprise-level technical, security, and compliance objections in high-stakes sales cycles. • Own pre-sales pipeline contribution metrics including influenced ARR, win rate, POC conversion, and deal acceleration. • Partner with Marketing on thought leadership, case studies, business assets, and competitive battlecards. • Channel field insights and competitive gaps into the product roadmap with Product and Engineering. • Collaborate with the Senior VP Client Delivery to align pre-sales commitments with delivery capabilities and avoid scope misalignment. • Mentor and scale a high-performing, commercially minded solutions team tailored to global enterprise accounts. • Build clear career tracks and competency frameworks for both technical (SE) and domain (industry expert) paths. • Deliver onboarding, continuous education, and certification programs to keep the team sharp on product and industry knowledge. • Track pre-sales performance metrics including SE coverage, POC win rates, time-to-technical-win, and field feedback loop velocity. • Oversee tools and assets used by the pre-sales team (demo environments, sandbox infrastructure, asset libraries, RFP tools). • Establish governance around POC scope, resource allocation, and escalation paths.

• Own and scale our global Email Marketing strategy across the full customer lifecycle. • Drive demand generation, nurture programs, product engagement, and customer expansion through data-driven segmentation, automation, and performance optimization. • Collaborate closely with Growth Marketing, Marketing Operations, Data, Product Marketing, and Regional teams to ensure email programs are strategically aligned, technically sound, and performance-focused. • Develop and execute a global, full-funnel email marketing strategy segmented by lead stage, funnel stages and laddering up to PLG, GTM, and ABM initiatives. • Own audience segmentation strategy using behavioral, firmographic, product usage, and intent data. • Identify opportunities to improve lifecycle progression through segmentation, personalization, product and behavioral triggers. • Conduct structured testing (subject lines, content, CTAs, send times, audience splits) to improve engagement and conversion. • Optimize deliverability, list health, and sender reputation, ensuring compliance with global data privacy regulations (GDPR, CAN-SPAM, etc.). • Analyze performance trends and provide monthly reporting with clear, actionable insights.

• Own top-of-funnel conversion from MQL to qualified opportunity • Deliver predictable, high-quality pipeline to the sales organization • Define and enforce SLAs across marketing and sales • Hire, coach, and scale a high-performing Revenue Development team • Establish role specialization, performance standards, and career paths • Partner with Marketing to translate campaigns into effective account-level execution • Build strong alignment with AEs to ensure high-quality handoffs and follow-through • Oversee targeted outreach programs, ABM-style plays, and workshops • Drive ongoing experimentation in messaging, channels, and engagement strategies • Own funnel analytics and continuously improve conversion rates and pipeline quality

• Lead and develop a regional team including Account Managers, Solution Engineers, and Customer Success specialists. • Define and execute regional sales strategies to ensure sustainable revenue growth and customer expansion. • Develop and implement 90-day sales plans and strategic account plans aligned with company goals. • Build and maintain strong relationships with key customer stakeholders and decision-makers. • Participate in customer meetings to understand needs, shape solutions, and deliver value-driven outcomes. • Work closely with Solution Engineers and other KNIMErs on proposals, demos, and use-case reviews. • Contribute customer insights to internal discussions and help align market needs with product and business strategy.

• Review, maintain, and manage KNIME’s standard legal agreements, including NDAs, DPAs, security annexes, and privacy-related provisions. • Negotiate standard license agreements, purchasing agreements, and T&Cs with customers, partners, and vendors. • Support KNIME’s governance activities across information security, data protection, and regulatory compliance. • Involved in ISO 27001 / SOC 2 audit activities, including documentation, internal controls, and audit preparation. • Help drive GDPR-related processes in close collaboration with our Data Protection Officer. • Engage with emerging regulatory topics such as the EU AI Act and help translate new requirements into practical, business-ready next steps over time. • Drive operational efficiency through process optimization, standardization of legal templates, and strong documentation practices. • Help build scalable knowledge management and contribute to smarter, automated Legal & Compliance workflows over time.