Menlo Security Inc.

• Partner with Enterprise Account Executives to map out, execute, and win complex sales cycles across the META region. • Architect, Manage, and Deliver flawless PoVs and PoCs that decisively prove Menlo’s superiority over legacy security systems and competitors. • Conduct deep-dive architectural workshops with technical leaders at Tier-1 banks, telecom operators, and government ministries, handling objections regarding latency, local data residency, and proxy integration with ease. • Educate, inspire, and scale our regional Channel Partners, Distributors, and Global Systems Integrators (GSIs) to deliver Menlo's value proposition independently. • Act as the critical feedback loop between the META market's unique requirements (such as sovereign cloud and regional compliance) and Menlo’s global Product Management and Engineering teams.

• Develop and execute strategic account plans to achieve sales quotas and expand market share • Build and maintain strong, long-term relationships with existing enterprise clients, understanding their unique needs • Collaborate with internal teams (Sales Engineering, Marketing) and channel partners to deliver tailored cybersecurity solutions • Conduct presentations to C-level executives and provide value-driven solutions • Forecast sales opportunities and track account metrics using CRM tools like Salesforce • Track partner performance, provide regular channel sales enablement and training, and field support to optimize sales outcomes • Identify new opportunities and lead initiatives to expand into emerging markets • Work closely with internal teams (e.g., Pre-Sales, marketing, engineering) to meet prospects & customer needs.

• Own the full HR technology stack — HRIS, ATS (Ashby), HR ticketing system, and any additional platforms the People team uses or adopts. • Serve as the system admin across all HR tools — responsible for data integrity, user access, configuration, and ensuring each platform is performing as expected. • Own all integrations across the HR tech stack — architecture decisions, maintenance of existing data feeds, and a proactive roadmap to eliminate manual entry through automation. • Lead the evaluation and implementation of new HR technology, bringing a point of view on build vs. buy, integration complexity, and long-term scalability. • Own manual data entry for non-integrated systems as an interim measure while driving automation solutions to close those gaps. • Serve as the escalation point for system issues and complex tool questions from HR partners, managers, and employees. • Own the people analytics function — building and maintaining dashboards and reports in Tableau and other tools that give HR leadership and business partners trusted visibility into headcount, attrition, compensation, and key workforce trends. • Proactively surface data insights — identifying patterns, flagging risks, and bringing analysis to leadership before they ask for it. • Leverage AI tools including Claude to accelerate analytics, automate reporting, and help the team work more efficiently with data. • Fulfill compliance data requests from Legal, GRC, Finance, and HR leadership with accuracy and speed. • Build self-service reporting that reduces ad-hoc data requests and enables the People team to work more independently. • Own Ashby configuration, workflows, and data integrity — ensuring the ATS supports an efficient and consistent recruiting process. • Partner with HR leadership and recruiting stakeholders to optimize Ashby workflows, reporting, and integrations with the broader HR tech stack. • Ensure clean data flow between Ashby and the HRIS so that new hire records are accurate from day one. • Ensure the HRIS accurately and quickly reflects onboarding, offboarding, and employment changes across all regions, partnering with HR to catch and resolve discrepancies. • Partner with Finance and IT to ensure cross-system data flows are reliable and troubleshoot integration failures when they arise. • Continuously identify manual processes across the HR tech stack that can be automated, reporting that can be streamlined, and data quality issues that can be fixed at the source.

• Serve as a strategic finance partner to Menlo Security’s GTM organization. • Lead financial planning across revenue, ARR, bookings, gross margin, and operating expenses for annual planning, rolling forecasts, and long-range planning. • Partner with Sales and RevOps on quota planning, capacity planning, territory design, pipeline coverage, sales productivity, and attainment analysis. • Establish and manage key metrics to measure topline performance, sales efficiency, customer retention, expansion, churn, gross revenue retention, net revenue retention, and unit economics. • Build and improve forecasting methodologies across bookings, ARR, revenue, renewals, churn, upsell, and pipeline conversion. • Analyze business trends and distill actionable insights to support day-to-day execution and longer-term strategic planning. • Build FP&A rigor around management reporting, variance analysis, performance narratives, and executive-level decision support. • Support strategic initiatives such as pricing, packaging, deal structuring, channel strategy, product launches, and business cases for growth investments. • Own financial management of GTM budgets, ensuring efficient resource allocation and proactive response to variances. • Partner cross-functionally to evaluate investment tradeoffs across sales capacity, marketing programs, customer success coverage, product initiatives, and international expansion. • Deliver high-quality executive and Board-facing presentations that communicate performance, risks, opportunities, and strategic recommendations. • Stay current on cybersecurity, browser security, enterprise software, and SaaS market dynamics to help inform Menlo’s growth strategy.

• Architect, design, and own services across the policy platform • Evaluate current state of policy management, distribution, and enforcement • Lead design reviews and gain consensus on architectural decisions • Champion AI-assisted development practices • Own complex projects end-to-end • Partner with Product Management, Security, and Operations to align on requirements • Mentor engineers through code reviews and design discussions

• Design, deploy, and maintain VM and Kubernetes infrastructure on GCP and AWS across dozens of clusters spanning development, staging, and production environments in multiple regions. • Coordinate with your peers in your direct team as well as across teams to ensure that the tasks you’re working on are going to solve the problems that we need them to solve. • Build and maintain Infrastructure as Code (IaC) using Terraform modules, managing resources through Spacelift or equivalent Terraform Automation and Collaboration Software (TACOS). Provision cloud infrastructure including networking, compute, storage, and security components primarily on GCP, with secondary AWS support. • Implement and manage workflows with sophisticated multi-layer configuration management. • Build and maintain comprehensive observability solutions using Grafana Cloud, Prometheus/Mimir, and OTel collectors. Design Grafana dashboards, configure alerting rules, and ensure visibility across all platform components. • Manage certificate lifecycle, DNS automation, ingress controllers, and service mesh networking with Cilium. • Partner with Engineering, Product, Compliance, and Security teams to design resilient, scalable systems. Consult on capacity planning, disaster recovery, and architectural decisions for cloud-native applications. • Identify and eliminate toil through automation. Write scripts, develop tools, and build CI/CD pipelines to improve operational efficiency and reduce manual work. • Participate in a 24x7 on-call rotation as part of a globally distributed team, responding to incidents and driving post-incident reviews.

• Architect and govern the design, deployment, and operation of high-scale, multi-region VM and Kubernetes infrastructure on GCP and AWS, ensuring maximum resilience and performance across all environments • Drive cross-functional technical alignment with Engineering, Product, Compliance, and Security teams • Define and enforce organizational best practices and standards for Infrastructure as Code (IaC) using Terraform and Spacelift • Design and manage complex configuration management and deployment workflows that optimize reliability and operational efficiency across the entire platform • Set the technical direction and implement comprehensive observability solutions (Grafana Cloud, Prometheus/Mimir, OTel collectors) • Define the strategic architecture and lifecycle management of core platform services • Proactively identify and lead large-scale strategic efforts to eliminate technical toil and improve operational efficiency • Mentor and provide technical guidance to junior and senior engineers • Participate in a 24x7 on-call rotation as part of a globally distributed team

• Design, deploy, and maintain VM and Kubernetes infrastructure on GCP and AWS across dozens of clusters spanning development, staging, and production environments in multiple regions. • Coordinate with your peers in your direct team as well as across teams to ensure that the tasks you’re working on are going to solve the problems that we need them to solve. • Build and maintain Infrastructure as Code (IaC) using Terraform modules, managing resources through Spacelift or equivalent Terraform Automation and Collaboration Software (TACOS). Provision cloud infrastructure including networking, compute, storage, and security components primarily on GCP, with secondary AWS support. • Implement and manage workflows with sophisticated multi-layer configuration management. • Build and maintain comprehensive observability solutions using Grafana Cloud, Prometheus/Mimir, and OTel collectors. Design Grafana dashboards, configure alerting rules, and ensure visibility across all platform components. • Manage certificate lifecycle, DNS automation, ingress controllers, and service mesh networking with Cilium. • Partner with Engineering, Product, Compliance, and Security teams to design resilient, scalable systems. Consult on capacity planning, disaster recovery, and architectural decisions for cloud-native applications. • Identify and eliminate toil through automation. Write scripts, develop tools, and build CI/CD pipelines to improve operational efficiency and reduce manual work. • Participate in a 24x7 on-call rotation as part of a globally distributed team, responding to incidents and driving post-incident reviews.

• Design, deploy, and maintain VM and Kubernetes infrastructure on GCP and AWS across dozens of clusters spanning development, staging, and production environments in multiple regions. • Coordinate with your peers in your direct team as well as across teams to ensure that the tasks you’re working on are going to solve the problems that we need them to solve. • Build and maintain Infrastructure as Code (IaC) using Terraform modules, managing resources through Spacelift or equivalent Terraform Automation and Collaboration Software (TACOS). Provision cloud infrastructure including networking, compute, storage, and security components primarily on GCP, with secondary AWS support. • Implement and manage workflows with sophisticated multi-layer configuration management. • Build and maintain comprehensive observability solutions using Grafana Cloud, Prometheus/Mimir, and OTel collectors. Design Grafana dashboards, configure alerting rules, and ensure visibility across all platform components. • Manage certificate lifecycle, DNS automation, ingress controllers, and service mesh networking with Cilium. • Partner with Engineering, Product, Compliance, and Security teams to design resilient, scalable systems. Consult on capacity planning, disaster recovery, and architectural decisions for cloud-native applications. • Identify and eliminate toil through automation. Write scripts, develop tools, and build CI/CD pipelines to improve operational efficiency and reduce manual work. • Participate in a 24x7 on-call rotation as part of a globally distributed team, responding to incidents and driving post-incident reviews.

• Define the long-term architectural roadmap and design, deploy, and maintain VM and Kubernetes infrastructure on GCP and AWS across dozens of clusters spanning development, staging, and production environments in multiple regions • Lead the strategic modernization of our services, acting as the primary architectural guide for development teams navigating the complex transition from monolithic architectures to decoupled microservices • Build and maintain Infrastructure as Code (IaC) using Terraform modules, managing resources through Spacelift or equivalent Terraform Automation and Collaboration Software (TACOS) • Partner with Engineering, Product, Compliance, and Security teams to design resilient, scalable systems • Build and maintain comprehensive observability solutions using Grafana Cloud, Prometheus/Mimir, and OTel collectors • Manage certificate lifecycle, DNS automation, ingress controllers, and service mesh networking with Cilium • Identify and eliminate toil through automation and usage of modern AI tools like Gemini and Claude • Participate in a 24x7 on-call rotation as part of a globally distributed team, responding to incidents and driving post-incident reviews