KnowBe4

Role Description We are looking for an SMB Renewal Specialist to take full ownership of the renewal process for our Small and Mid-Sized Business customer base. In this role, you will be the primary driver behind keeping our customers on board, working closely with CSMs and Account Managers to identify account risks early and close renewals that reflect the true value of our platform. This position is ideal for someone who is highly organized and feels at home leading renewal and pricing conversations. You’ll need to balance a helpful, customer-first mindset with the discipline required to hit your targets and contribute to the company's success in a fast-moving environment. What You'll Do - Portfolio Management: Manage all renewal opportunities for your assigned accounts and research customer health to identify risks or expansion opportunities before the contract ends. - Team Collaboration: Partner with SMB CSMs and Account Managers to plan renewal strategies that secure the best outcome for both the customer and the company. - Discovery & Negotiation: Speak directly with customers to understand their needs, resolve objections, and negotiate terms that prevent churn while maintaining fair contract standards. - Pricing & Quoting: Draft and send accurate pricing quotes that follow company policy, ensuring customers have everything they need to sign off. - Pipeline Tracking: Maintain a clear 30, 60, and 90-day view of upcoming renewals, providing regular updates to the Regional Director on what is expected to close. - Salesforce Administration: Keep every record updated in Salesforce. You’ll be responsible for completing deal sheets and ensuring all data is accurate for every opportunity. - Meeting Targets: Focus on reaching and exceeding your assigned bookings targets and quotas each month and quarter. Qualifications - 1+ years of experience in renewals, account management, or sales support. - Reliable organizational skills. - Clear communication style. - Problem-solving mindset. - Team-first attitude. Bonus Points If You Have - Hands-on experience with Salesforce. - Experience working with SMB (Small to Medium Business) accounts. - A basic understanding of subscription-based contracts and pricing. Benefits - Company-wide bonuses based on monthly sales targets. - Employee referral bonuses. - Adoption assistance. - Tuition reimbursement. - Certification reimbursement. - Certification completion bonuses.

• Define and lead KnowBe4's global Talent Management strategy, integrating learning & development, performance management, succession planning, hi-potential programs, and career development into a cohesive, data-driven function • Own the end-to-end performance management lifecycle — goal-setting frameworks, mid-year and annual review cycles, calibration processes, and performance improvement pathways — ensuring consistency and fairness across all geographies • Design and execute a global hi-potential identification program, partnering with People Business Partners and senior leaders to build a robust internal talent pipeline; lead succession planning for critical and leadership roles across the organization • Build and sustain career development frameworks — including career pathing, competency models, and internal mobility programs — that give employees clear growth trajectories and managers the tools to have meaningful development conversations • Oversee the design and delivery of all manager and employee development programs, including onboarding, leadership development, management effectiveness, compliance training, and functional upskilling, ensuring programs are relevant, measurable, and globally accessible • Own and optimize the Learning Management System (LMS) and all talent technology platforms; drive full integration with Workday (performance, learning, and succession modules) to create a seamless, unified talent experience and eliminate off-system workarounds • Champion the adoption of agentic AI and intelligent automation within talent management workflows — including AI-driven learning recommendations, automated performance check-in nudges, skills gap analysis, succession scoring, and personalized development pathways — to scale impact and reduce manual effort • Audit and rationalize existing talent programs, tools, and processes; eliminate redundancy, standardize fragmented approaches across teams and regions, and establish clear governance and decision rights to reduce operational complexity • Establish a talent analytics capability that tracks leading and lagging indicators across the talent lifecycle — engagement, time-to-productivity, internal mobility, succession bench strength, and program effectiveness — delivering actionable insights to executive leadership • Collaborate with People Business Partners, Finance, and senior leadership to align talent programs with business strategy, organizational design changes, and workforce planning priorities • Represent Talent Management at executive-level meetings; prepare and present materials for leadership team and Board reviews on talent pipeline health, program outcomes, and strategic initiatives • Lead, develop, and inspire a team of learning, enablement, and talent professionals — providing clear direction, development opportunities, and a culture of continuous improvement and accountability • Provide genuine recommendations as to the hiring, firing, promotion, and discipline of subordinate employees to which the Company gives significant weight

• Design end-to-end technical solutions that meet business requirements, ensuring scalability, reliability, and security across the entire application landscape. • Lead the architectural strategy for integrating key business applications, including Salesforce (CRM), Netsuite (ERP), Workday (HCM/Finance), and leveraging Mulesoft for enterprise-level integration and API management. • Architect and govern the strategic implementation and integration of AI/ML capabilities within core SaaS platforms (e.g., Salesforce Einstein, Workday AI), ensuring data readiness, governance, and ethical application of models for predictive analytics and automation. • Create and maintain comprehensive technical documentation, including architecture diagrams, data flow maps, integration specifications, and solution blueprints. • Partner effectively with Product Managers, Delivery teams, and Business Stakeholders to translate strategic initiatives into concrete, actionable technical designs. • Research and evaluate new technologies and tools to enhance the existing architecture and drive innovation across the organization. • Participate in security reviews and compliance audits related to system architecture and data flow. • Mentor junior technical staff on architectural best practices and system complexities.

• Lead the design, implementation, and continuous improvement of a global total rewards strategy that is competitive, equitable, and aligned with KnowBe4's compensation philosophy across all operating regions • Build and mature international compensation frameworks, replacing US-centric processes with globally consistent, scalable structures that reflect local market conditions and regulatory requirements • Own the full integration and optimization of total rewards data and workflows within Workday, ensuring real-time data integrity, automated workflows, and a seamless employee experience across all geographies • Drive the adoption of AI and advanced analytics tools to automate compensation analysis, surface pay equity insights, model scenario impacts, and reduce manual, error-prone processes • Establish and lead an ongoing global compensation benchmarking program: define benchmark methodology, identify positions below market, and develop a structured multi-year roadmap to close identified gaps in alignment with budget and business priorities • Partner with FP&A, CFO, and Executive Leadership to design and administer compensation programs including base pay, short- and long-term incentives, bonuses, commissions, and RSUs that drive company performance • Conduct regular pay equity analyses across geographies and demographic groups; develop and present action plans to address identified gaps • Simplify and reduce complexity in total rewards operations — rationalizing policies, eliminating redundant processes, and establishing clear governance and decision-making frameworks • Review job descriptions and provide recommended pay ranges in accordance with market data, KnowBe4's compensation philosophy, and budget guidelines • Work with budget owners on annual headcount and compensation budget planning, including total compensation package modeling for new and existing roles • Ensure Total Compensation dashboards within Workday are accurate, current, and well-utilized, with effective employee training and communications • Manage participation in global compensation surveys; analyze and apply findings to maintain market competitiveness • Develop executive presentations and board materials on total rewards strategy, benchmarking results, and gap remediation progress • Lead the HR Analytics function, providing business leaders with data-driven workforce insights and measurement frameworks to support strategic decisions • Perform ad-hoc analysis and projects to support operational and strategic business decisions

• Build and operationalize a modern, AI-forward competitive intelligence function, including workflows, source libraries, monitoring systems, and reporting cadences. • Collect, synthesize, and structure competitive and market intelligence across competitors, pricing, product, partnerships, talent, and broader market signals. • Create and maintain competitor profiles, battlecards, trackers, dashboards, and intelligence repositories for internal use. • Deliver timely and actionable insights to field and corporate stakeholders to improve positioning, inform decisions, and support execution. • Build systems to monitor and analyze trends in cybersecurity, Human and Agentic Risk Management, AI/ML, adjacent markets, regulatory developments, emerging threats, and technological advancements. • Partner closely with the Senior Analyst, Competitive Intelligence & Strategy on ecosystem, corporate development, and broader market analyses. • Conduct continuous competitive research by monitoring earnings calls, analyst reports, third-party tools (e.g., AlphaSense, Crayon, Gong), field intelligence and the use of AI to uncover strategic insights that inform deal strategy and sales enablement. • Conduct detailed analyses of cybersecurity competitors, including product features, pricing models, market positioning, strategic direction, and customer perceptions. • Collaborate closely with product marketing, sales, and product management teams to support competitive positioning and strategic initiatives. • Perform competitive research to gain firsthand insights into competitor sales tactics, messaging, product demonstrations, and customer experience. • Provide timely alerts and briefings to internal stakeholders on competitive moves, market shifts, or disruptive industry trends. • Lead competitive win-loss analysis projects, identifying patterns, insights, and actionable recommendations to improve win rates. • Present competitive intelligence findings clearly and persuasively to executives and cross-functional teams to inform strategic planning. • Drive workstreams within high-priority strategic initiatives across the company, taking ownership from problem definition through execution and delivery. • Support and help lead cross-functional projects spanning go-to-market strategy, partnerships and alliances, international expansion, and other critical business priorities. • Translate strategic priorities into actionable plans, track progress, and ensure initiatives move forward with pace and accountability. • Partner closely with stakeholders across Sales, Product, Marketing, Finance, and Operations to align on priorities and drive execution. • Structure complex business problems, develop hypotheses, and translate analysis into clear, actionable recommendations. • Build executive- and board-ready materials, including strategic updates, analyses, and decision-support content. • Identify and evaluate growth opportunities across markets, customer segments, and routes to market, and support execution where relevant. • Translate market dynamics into clear strategic implications and recommended actions.

• Acquire Enterprise-sized new logo accounts within assigned territory to meet and exceed monthly sales quota. • Build and maintain a pipeline of Enterprise-sized business opportunities by deploying strategic prospecting techniques, following lead cadence best practices, and conducting walkthroughs of our suite of products. • Articulate the value proposition of KnowBe4’s full suite of products and educate the customer how each product will improve their business’s human firewall. • Manage the full sales cycle of Enterprise-sized business opportunities by identifying key decision makers, potential roadblocks and persistently follow up on next steps to accurately forecast open opportunities. • Act strategically in offering subscription levels, multi-year deals and/or negotiating discounted pricing to increase ARR. • Maintain accurate and thorough records of daily sales statistics via Salesforce. • Collaborate with the assigned Channel sales representative to seamlessly close new logos through our Partner business channels.

Role Description Join our high-performing LATAM sales team in São Paulo and drive explosive growth by building deep, trust-based relationships with business leaders who value long-term partnerships and personalized service across Brazil, where cybersecurity awareness is rapidly becoming a business imperative. As Regional Account Executive (SMB/MM), you'll be the revenue engine behind our regional expansion, mastering both new logo acquisition and strategic account expansion to maximize every opportunity in your territory. You'll own the complete sales cycle from prospecting through closing, while building a robust pipeline that consistently exceeds monthly quotas. The successful candidate combines proven SMB/MM sales expertise with strategic account management skills, genuine passion for cybersecurity, and the ability to thrive in our fast-growing Brazilian market. What You'll Do - Drive New Logo Acquisition: Identify, prospect, and close SMB/MM business accounts within your assigned territory through strategic outbound efforts, inbound lead conversion, and partnership collaboration to consistently exceed monthly new logo quotas. - Master Account Expansion: Promote and sell KnowBe4's complete product suite to existing customers, identifying upsell and cross-sell opportunities that maximize account value through increased subscription levels, additional seats, and multi-product adoption. - Build Pipeline Excellence: Create and maintain a robust pipeline of SMB/MM opportunities using diverse prospecting methods, lead cadence best practices, and compelling product demonstrations that showcase our complete cybersecurity solution portfolio. - Own the Sales Process: Articulate KnowBe4's value proposition with precision, understanding each organization's buying needs, key decision makers, and potential roadblocks to accelerate sales cycles and increase win rates. - Execute Strategic Deal Management: Act strategically in structuring subscription levels, multi-year agreements, and pricing negotiations that maximize Annual Recurring Revenue while ensuring customer success and long-term growth. - Cross-Functional Collaboration: Partner seamlessly with Channel sales representatives, Customer Success Managers, and Renewal Specialists to orchestrate account growth strategies and support renewal processes that expand customer commitment. Qualifications - Minimum 2+ years of demonstrated success selling to SMB and Mid-Market businesses with track record of quota achievement and territory growth in competitive markets. - Background in Software-as-a-Service sales with understanding of subscription business models, recurring revenue metrics, and cloud-based solution positioning. - Familiarity with IT, Security, or Cybersecurity industry concepts and genuine passion for helping organizations strengthen their human firewall against emerging threats. - Fluent in Portuguese with strong English skills, enabling seamless communication with local customers and global KnowBe4 teams. - Balanced approach combining aggressive new business prospecting with strategic account expansion, thriving on both new logo acquisition and existing customer growth opportunities. - Stats-driven professional who uses metrics to optimize performance, forecast accurately, and make strategic decisions that drive consistent quota over-achievement. - Motivated, energetic individual who excels with minimal supervision while maintaining strong collaborative relationships across internal teams and channel partners. - Flexibility to work across different customer segments, sales channels, and market conditions while maintaining high performance standards and professional growth mindset. Benefits - Company-wide bonuses based on monthly sales targets. - Employee referral bonuses. - Adoption assistance. - Tuition reimbursement. - Certification reimbursement. - Certification completion bonuses.

• Develop and execute on global social media strategy; channel-by-channel for organic and paid including identified goals, audiences, content balance and measure of success for channels including LinkedIn, Facebook, X, and YouTube. • Manage our social agency, guiding the day-to-day operations of calendar and content creation, approvals and scheduling, and paid campaigns. • Create and oversee engaging social media campaigns to support marketing efforts, including Demand Gen, Product Marketing, Events, and International Marketing. Work cross-functionally with other teams to support their initiatives. • Collaborate with the Marketing team to maintain a consistent brand voice and message across all social channels. • Work closely with our PR team and Evangelists to plan out engaging thought leadership and SME content. • Own Community Management for our active social channels. • Craft landing pages and lead generation forms for our content to distribute through relevant social channels. • Analyze performance to evolve/optimize overarching strategy. Actively recommend new ways to improve engagement on all social media platforms and initiatives. • Stay on top of trends in Social Media strategy, channels, design, applications, and tools to keep us ahead of the curve. • Oversee and manage internal documentation of social best practices and guidelines. • Lead agile project management initiatives to enhance social media campaign efficiency.

• Plan and manage partner marketing activities within budgetary guidelines and deadlines • Execute strategic partner marketing programmes with extreme ownership, attention to detail and commitment to tracking success • Identify and create quarterly plans with partners best fit for joint marketing based on programme metrics • Partner with regional sales, channel sales, and field marketing to offer consultative support as the partner marketing expert, advocating for the power of through-marketing • Nurture and build strong relationships with internal stakeholders including channel sales, partner programme office, field marketing and other marketing team members • Stay in the know about channel and marketing best practices

• Own the end-to-end identification and execution of a full-funnel keyword strategy, targeting high-intent keywords, head terms, and "question-based" queries to drive qualified organic traffic. • Actively monitor keyword performance and implement on-page optimization tactics to secure "Position 1" rankings • Regularly analyze competitor keyword profiles to identify missed opportunities and recapture market share • Develop and execute strategies to ensure brand authority within AI-generated answers and LLMs and conversational search platforms. • Identify audience-aligned prompts and optimize site architecture to ensure brand content is selected as the "preferred answer" for generative search responses • Utilize AI personas to simulate diverse user journeys, refining how the brand is perceived and synthesized by various AI models and LLMs. • Manage site structure, 404/redirect mapping, and crawlability while optimizing Core Web Vitals to ensure a frictionless, high-speed user experience. • Implement sophisticated Schema Markup to provide explicit context and authorship signals to modern AI crawlers. • Partner with content teams to develop optimized content • Execute precise optimizations for page titles, meta-descriptions, H1-H4 tagging, and internal linking structures to maximize relevance and ranking power. • Monitor and report on traditional rankings and GEO using Conductor, GA4, GSC, and emerging AI-tracking platforms. • Deliver monthly executive summaries tracking Share of Voice (SOV), conversion patterns, and the overall ROI of organic search efforts. • Act as the primary bridge between Marketing, Product, and Engineering to evangelize SEO/GEO best practices, ensuring all digital initiatives are built to scale within an evolving, AI-first search landscape.