Matillion

• Leading major product initiatives that span multiple journeys, squads or product surfaces - setting design direction across complex problem spaces and helping teams understand what good looks like • Working as a senior partner to Product and Engineering - shaping strategy and roadmap thinking, facilitating design sprints, discovery workshops and cross-functional decision-making forums • Turning ambiguous business, customer and technical problems into clear product opportunities - designing and guiding end-to-end experiences from research through to delivery and iteration • Using Claude and AI-native workflows to accelerate exploration and prototyping, while defining scalable interaction patterns for complex data workflows, AI agents and human-AI collaboration • Raising the bar for craft across the team; coaching and supporting other designers through feedback, critique and pairing, and connecting design work to measurable business outcomes like adoption, activation and retention

• You'll be responsible for the entire sales process, from generating your own pipeline to closing six-figure deals and managing enterprise customers. • Develop a comprehensive strategy for your territory, collaborating with your SDR, marketing, and channel partners to maximize new customer acquisition and retention. • Foster strong relationships with technology and consulting partners, educating them on the value of Matillion to create new business opportunities. • Work cross-functionally with our product, marketing, and solution architecture teams, and maintain a growth mindset by continuously learning and applying new techniques to sharpen your skills.

• Designing and delivering structured technical enablement programmes for GSI and cloud partner teams - including bootcamps, workshops, certification pathways and a scalable partner readiness framework that tracks and closes technical maturity gaps • Engaging as the Matillion technical lead in joint partner-led sales cycles - supporting partner SAs in discovery, solution design and technical validation, while working alongside Alliances and Sales to activate co-sell motions with AWS, Snowflake, Databricks and other cloud marketplace partners • Owning the end-to-end technical onboarding journey for new GSI and cloud partners - from first product orientation through to delivery readiness - with clear milestones and the ability to independently demo, implement and support Matillion within agreed timeframes • Acting as the internal voice of the partner ecosystem - surfacing product gaps, feature requests and integration needs to Product and Engineering, while enabling internal field teams to confidently articulate partner-led Matillion use cases • Building Matillion's presence and credibility in the partner ecosystem through technical thought leadership - authoring blogs, white papers and solution briefs, representing Matillion at partner QBRs, conferences and joint field events across the US

• Discovering Customer Requirements: Diagnose technical and business pain, confirming root causes and negative consequences. Engage key stakeholders to confirm desired future state, mapping it to success metrics and business outcomes. Support customer digital sales rooms, providing technical input and ensuring alignment between sales and technical teams. • Validating Solution Fit: Lead workshops, trials, or POCs to validate solution fit with business objectives. Position competitive advantages to influence trial success criteria. Guide customer teams to integrate our solutions into their data stacks during trials while driving measurable business outcomes. Support technical aspects of credit sizing estimates. • Customer Onboarding and Growth: Actively support customer cadences and business review meetings ensuring platform adoption, achievement of business goals, and driving customer engagement. Identify and drive opportunities for upselling and expansion, ensuring customers realise value by increasing platform consumption through new workloads and groups. Cultivate trusted advisor relationships with customers through cadences to set up technical infrastructure, rapidly achieve first value, and create long term customer engagement. Monitor adoption dashboards for key success indicators, proactively driving consumption upward, and ensuring the timely resolution of issues. • Marketing and Thought Leadership: Create technical content and case studies that demonstrate how Matillion’s solutions address customer challenges. Represent Matillion as a technical expert at industry events, conferences, and user groups, fostering a strong brand presence. • Product Feedback & Improvement: Collect and communicate customer feedback to the Product and Engineering teams, ensuring continuous product improvements and alignment with market needs. Stay informed about industry trends and best practices in data integration, cloud computing, and data transformation, sharing insights with both customers and internal teams.

• Prospecting and building pipeline into enterprise accounts across ANZ, engaging VP-level and above stakeholders with sharp, targeted outreach that opens doors and starts real conversations • Managing a portfolio of 30 - 50 existing customers; owning renewals, identifying upsell opportunities and driving deeper product adoption to maximise retention and expansion revenue • Partnering with Enterprise Account Executives to qualify and progress opportunities - acting as the bridge between outbound prospecting and enterprise deal execution • Running customer QBRs and managing commercial escalations - building trusted relationships with your accounts and ensuring customers are getting genuine value from Matillion • Keeping Salesforce clean and current; tracking pipeline, activity and customer health with the rigour that good commercial execution demands

• Manage and Grow Strategic Customers – Develop and execute strategic account plans for high-value accounts, addressing growth objectives and customer needs. • Build Deep Customer Relationships – Engage with key stakeholders, including architecture teams, buying committees, and procurement, to expand Matillion’s presence. • Drive New Business – Identify, research, and secure new strategic customers through targeted prospecting and engagement strategies. • Lead the Full Sales Cycle – Manage deals from discovery to onboarding, collaborating with Solutions Engineers and Customer Success teams for seamless execution. • Develop Partner Relationships – Work closely with technology and consulting partners, fostering strong seller-to-seller connections to drive joint opportunities. • Ensure Operational Excellence – Apply MEDDPICC principles for opportunity management, maintain accurate forecasting, and continuously refine sales techniques.

• Manage and Grow Strategic Customers – Develop and execute strategic account plans for high-value accounts, addressing growth objectives and customer needs. • Build Deep Customer Relationships – Engage with key stakeholders, including architecture teams, buying committees, and procurement, to expand Matillion’s presence. • Drive New Business – Identify, research, and secure new strategic customers through targeted prospecting and engagement strategies. • Lead the Full Sales Cycle – Manage deals from discovery to onboarding, collaborating with Solutions Engineers and Customer Success teams for seamless execution. • Develop Partner Relationships – Work closely with technology and consulting partners, fostering strong seller-to-seller connections to drive joint opportunities. • Ensure Operational Excellence – Apply MEDDPICC principles for opportunity management, maintain accurate forecasting, and continuously refine sales techniques.

• Discovering Customer Requirements: Diagnose technical and business pain, confirm root causes and negative consequences. Engage key stakeholders to confirm desired future state, mapping it to success metrics and business outcomes. Support customer digital sales rooms, providing technical input and ensuring alignment between sales and technical teams. • Validating Solution Fit: Lead workshops, trials, or POCs to validate solution fit with business objectives. Position competitive advantages to influence trial success criteria. Guide customer teams to integrate our solutions into their data stacks during trials while driving measurable business outcomes. Support technical aspects of credit sizing estimates. • Customer Onboarding and Growth: Actively support customer cadences and business review meetings ensuring platform adoption, achievement of business goals, and driving customer engagement. Identify and drive opportunities for upselling and expansion, ensuring customers realize value by increasing platform consumption through new workloads and groups. Cultivate trusted advisor relationships with customers through cadences to set up technical infrastructure, rapidly achieve first value, and create long term customer engagement. Monitor adoption dashboards for key success indicators, proactively driving consumption upward, and ensuring the timely resolution of issues. • Marketing and Thought Leadership: Create technical content and case studies that demonstrate how Matillion’s solutions address customer challenges. Represent Matillion as a technical expert at industry events, conferences, and user groups, fostering a strong brand presence. • Product Feedback & Improvement: Collect and communicate customer feedback to the Product and Engineering teams, ensuring continuous product improvements and alignment with market needs. Stay informed about industry trends and best practices in data integration, cloud computing, and data transformation, sharing insights with both customers and internal teams.

• Identify, engage, and develop strategic co-marketing relationships with key Silicon Valley ecosystem partners. • Build partnerships that deliver tangible marketing impact through joint events, co-created content, and access to shared audiences. • Own partner relationships end to end, from initial outreach through ongoing activation and long-term engagement. • Develop and maintain a strong network across the Bay Area technology ecosystem to expand market access and create new commercial opportunities. • Plan and deliver co-hosted field marketing initiatives with partners, including executive roundtables, community events, and activations aligned to major industry conferences. • Translate campaign objectives into locally relevant, partner-enabled programmes that effectively reach target buyers. • Execute personalised partner outreach and post-event engagement campaigns using modern marketing technologies and AI tools. • Ensure consistent, high-quality brand presence and meaningful engagement across all partner activities and events. • Leverage AI tools and emerging technologies to research prospective partners, personalise communications, and develop co-marketing assets efficiently and at scale.

• Conducting technical discovery with enterprise customers to understand their data ecosystems • Designing and owning the full technical delivery from architecture through to production deployment • Building production-grade integrations, API connections, data pipelines and custom transformations across heterogeneous systems • Designing and developing agentic AI workflows that automate data engineering tasks • Acting as a trusted technical advisor throughout the implementation lifecycle