Lobster

• Development of the partner business as a Partner Sales Executive • Identification and development of strategically relevant partners • Management of the entire partner sales cycle from initial contact to contract signing • Building a network of consultancies, implementation partners, technology partners, and multipliers • Responsibility for expanding a partner portfolio and developing these partners into active revenue drivers • Definition of go-to-market plans with partners • Tracking relevant KPIs across the partner funnel

• Manage and grow customer relationships • Manage and strategically develop a defined portfolio of existing customers • Build and maintain long-term, trust-based customer relationships • Coordinate onboarding processes and ensure a structured handover from Sales • Plan and deliver workshops, training sessions, and presentations to ensure successful adoption and use of our software solution • Advise customers on the optimal use of the Lobster Data Platform within their business processes • Secure retention & drive growth • Analyze usage, maturity, and development potential within existing customer relationships • Early identification of risks and initiation of measures for churn prevention and win-back for at-risk or inactive customers • Support contract renewals and actively contribute to long-term customer retention • Identify and develop cross-selling, upselling, and expansion opportunities — including those arising from new releases and features • Collaboration & processes • Work closely with implementation partners to identify additional value and growth opportunities for end customers • Closely coordinate with internal teams such as Services, Finance, Presales, Sales, Product Management, Development, and Partner Management • Systematically capture and communicate customer feedback to continuously improve our products and services • Maintain and update customer-relevant information in the appropriate systems

• Own and evolve a customized HubSpot environment • Configure and maintain Custom Objects, Association Labels, Pipelines, and Properties across a complex, multi-object data model • Build and maintain complex workflows including Custom Code Actions (JavaScript), cross-object property sync, and multi-level approval chains • Develop and maintain custom-built React-based UI Extensions (CPQ tool, deal configuration, link cards) deployed via HubSpot Serverless Functions • Develop and maintain an external HubSpot CMS-based Partner Portal with membership logic, visibility rules, and HubDB-driven content • Support and extend API integrations with external systems (ERP, LMS, support tools, AI services) via Operations Hub and custom code • Maintain technical documentation for configurations, custom code, and integrations

• You take responsibility for: writing that works. Blog articles, case studies, white papers, emails, social posts, and video scripts — always focused on benefits rather than buzzword bingo • Making the complex simple. You translate technical solutions into clear business benefits that even non-technical audiences can immediately understand • Shaping the Lobster voice. You give our brand verbal wit and recognizability — professional, but with bite • Turn one into five. One strong asset, many formats: you build an efficient repurposing routine • Be visible to people and machines. You optimize content for traditional search and AI search (ChatGPT, Perplexity, Google AI Overviews) and maintain metadata, internal linking, and structure directly in the CMS

• Leading customer-facing workshops and requirements sessions in English • Implementing and configuring EDI/integration solutions using Lobster • Supporting customers throughout project lifecycles, from concept and design through testing and go-live

• Drive sales excellence and data-driven decision-making across the organization • Act as a trusted partner to Sales, ensuring disciplined forecasting, strong pipeline management, and clear GTM execution • Analyze pipeline health, conversion rates, and sales velocity to provide actionable insights • Identify performance gaps and success patterns in deal execution for practical improvements • Leverage and scale the GTM technology stack, specifically HubSpot and Tableau reporting • Design and manage the sales operating rhythm, including forecast calls, pipeline reviews, and QBRs • Support Sales teams in evaluating strategic opportunities and deal risks • Serve as a connector between Sales, Marketing, Finance, and RevOps for transparency and alignment in GTM execution

• Designing, planning, and creating structured self-service learning modules across all product areas • Developing written training materials and high-quality video content that support different learning styles and levels of technical expertise • Collaborating with Product Management, Engineering, and Consulting to translate practical knowledge and best practices into effective learning content • Ensuring training reflects real-world use cases, data flows, and integration scenarios • Continuously improving materials based on product updates, customer and partner feedback, and usage insights • Delivering instructor-led training on-site and remotely for customers and partners • Contributing to the overall learning strategy and helping ensure consistency, clarity, and scalability across all content in the Lobster Digital Academy

• Leading customer-facing workshops and training sessions on our process management module. • Planning and executing workflow implementation projects from requirements through go-live. • Building complete automation solutions: from process design and data modeling to integrations and operational dashboards. • Configuring and integrating workflow automation solutions tailored to customer needs using our no-code platform. • Providing technical consulting on system architectures, automation strategies, and best practices.