NetBox Labs

• Own end-to-end delivery of company-critical, cross-team programs, aligning work with company priorities and product strategy • Drive cross-team dependency management and sequencing so teams are never surprised by upstream or downstream blockers • Drive explicit, ongoing scope alignment between Engineering and Product—surfacing rescoping risks early so they don’t cascade into schedule slips • Identify risks early and closely monitor progress on business-critical programs, intervening before issues become schedule-threatening • Improve delivery predictability for customer-facing commitments • Communicate program health, tradeoffs, and decisions clearly and consistently to stakeholders and leadership • Surface tradeoffs early and explicitly so that prioritization decisions happen deliberately, not reactively • Provide relevant data to create visibility into product development processes and progress • Pair closely with Product and Engineering leads to share context, enabling effective decision-making • Build strong, trust-based relationships with engineers to understand challenges and remove blockers • Free up Engineering and Product leaders from ad-hoc coordination, progress tracking, and timeline alignment • Implement change management within the Product & Engineering org • Reduce rework caused by misaligned sequencing or unclear ownership • Support the organization’s growth in teams and initiatives while minimizing associated chaos

• Proactively build, qualify, and close a new logo sales pipeline, ensuring you meet or exceed quota and drive steady bookings growth. • Be responsible for outbound motions to create 30% of your pipeline • Strategically prospect into Network Engineering management & technical end users, understanding their unique challenges and requirements. • Build strong and effective relationships with prospects using a consultative sales approach, leading to increased trust and deal velocity. • Work on both the acquisition of net new customers and the revenue expansion of existing customer accounts. • Build and manage accurate forecast and opportunity progress reporting. • Partner with our Solutions Engineers to ensure technical alignment and convey NetBox Labs’ value proposition and key differentiators. • Continually seek to improve your selling skills and iterate/improve on the sales process. • Develop an understanding of the partner ecosystem and competitive solutions.

• Partner closely with Product Marketing and Product Management to transform product information into practical, sales-ready enablement. Distill complex technical concepts into simple, actionable guidance that sellers can quickly understand, retain, and apply throughout the sales cycle. • Design, build, and continuously improve a scalable enablement program that delivers the right content to the right people at the right time. Leverage AI, automation, and knowledge management tools to make product knowledge easily discoverable, searchable, and continuously updated. • Operationalize product launches by working alongside Product Marketing to enable iterative product releases rather than one-time launch events. Ensure new capabilities, messaging updates, competitive insights, and sales plays are delivered incrementally so GTM teams stay current as products evolve. • Create clear, practical enablement assets including sales plays, demo guides, discovery frameworks, technical overviews, objection handling guides, competitive battlecards, customer stories, certifications, and role-specific learning paths. • Design and deliver continuous enablement plans including onboarding, live training, recorded learning, certifications, office hours, and ongoing reinforcement for new products, feature enhancements, competitive updates, and evolving sales motions. • Assist in extending enablement beyond Sales to support Sales Engineering, Customer Success, Professional Services, Partnerships, and other customer-facing teams by tailoring content and training to each audience while maintaining consistent product messaging and technical understanding. • Define and track enablement KPIs including onboarding effectiveness, ramp time, content adoption, AI utilization, certification completion, product readiness, seller confidence, and business impact. Continuously improve enablement programs through feedback from the field and measurable outcomes.

• Lead, coach, and develop a growing global SE team across NA, EMEA, and APAC • Own the technical win rate metric and drive strategies to improve it across all regions • Partner with Sales leadership to align SE capacity to pipeline, territories, and deal strategy • Build and maintain SE playbooks, demo environments, and technical asset libraries

• Be the technical anchor for your customers • Participate in architecture reviews, planning sessions, and Business Reviews alongside Customer Success Managers • Help customers translate their network management goals into NetBox workflows and adoption paths • Serve as the bridge between what customers need and what the product can do • Meet SLAs for response and resolution while keeping customers informed throughout • Escalate proactively when revenue, stability, or customer trust are at risk

• Build and maintain a list of partner field team sales and technical contacts. • Facilitate introductions, communication, and ongoing relationship development between partner sellers and NetBox Labs field teams. • Support Account Mapping activities. • Coordinate Technical and Sales Enablement sessions. • Ensure accurate, timely partner opportunity registration. • Serve as the first point of contact for inbound partner requests in EMEA.

• Hunt for revenue: prospect relentlessly for new opportunities within and alongside our partners; work with partner sellers and our sales organization to uncover, register, and advance deals in their account bases, bringing the same drive to partner-sourced pipeline that a top seller brings to net-new logos. • Selectively expand the partner portfolio: we are always open to new partners, especially large ones, but our team is lean and we qualify rigorously. Evaluate inbound and prospective partners with discipline, and work with the partner team to onboard only those that meaningfully strengthen our coverage. • Map and develop relationships within the Partner Field and Field Technical organizations: relentlessly discover new contacts, turn them into Champions for NetBox Labs, and convert those relationships into sales opportunities. • Own the number: build, forecast, and be accountable for a robust pipeline of Partner Sourced sales opportunities, and co-sell alongside our Account Executives to move deals from registration to close — at the pace our deal flow demands. • Coach as you close: co-sell with our Account Executives, run deal reviews, and share your channel knowledge and deal instincts that only experience teaches. • Drive joint go-to-market execution: build partner business plans, launch sales campaigns and enablement with partners, and hold both sides accountable for pipeline commitments. • Facilitate the effective and efficient interaction of NetBox Labs field and field technical teams with their counterparts at our partner organizations. Develop and maintain executive relationships with assigned Partners. • Learn relentlessly: invest the time to master the NetBox Labs platform, our open source ecosystem, and the network automation market — and keep learning as the product, the motion, and the market change week to week. • Keep Partner and Partner Deal information accurate and up to date within our CRM system. Provide accurate and timely reporting on key partner indicators and metrics.

• Be the technical anchor for your customers • Build deep familiarity with each customer's environment, goals, and constraints • Participate in architecture reviews, planning sessions, and Business Reviews alongside Customer Success Managers • Help customers translate their network management goals into NetBox workflows and adoption paths • Serve as the bridge between what customers need and what the product can do • Own technical issues end-to-end • Diagnose, reproduce, and resolve issues across installation, configuration, integrations, plugins, and upgrades • Manage the full post-sale technical lifecycle: onboarding, version upgrades, and ongoing deployment health • Meet SLAs for response and resolution while keeping customers informed throughout • Escalate proactively when revenue, stability, or customer trust are at risk • Make the team and product better • Surface customer feedback and feature requests to Product with enough context to be actionable • Build runbooks and troubleshooting guides that reduce repeat escalations • Identify patterns in support volume and propose improvements to process or product • Collaborate with TechOps on deep technical escalations and custom customer needs

• Research and analyze prospects’ pain points, use cases, roles, and business objectives • Apply your communication skills to explain the value proposition of NetBox Labs offerings and generate curiosity and interest from prospects • Identify and engage key personas within target accounts using a multi-channel approach (cold calls, email, LinkedIn, video, and other creative outbound tactics) • Build and execute outbound campaigns to drive net-new pipeline for the sales team • Personalize outreach based on research and insights into a prospect’s business, role, and challenges • Develop messaging that resonates with technical and business buyers • Qualify prospects via inbound and outbound campaigns • Build revenue pipeline by setting first meetings with qualified users and senior decision-makers • Maintain accurate prospect data within HubSpot, our CRM • Work in a fast-paced environment with the initiative to make your team successful and exceed goals

• Research and analyze prospects’ pain points, use cases, roles, and business objectives. • Champion the technical positioning and value proposition of NetBox Labs’ products during customer engagements. • Educate customers and prospects on NetBox Labs solutions. • Run technical product demonstrations and proofs of concept. • Pre-qualify prospects via inbound and strategic outbound campaigns, including email, phone, and social. • Build revenue pipeline by setting first meetings with qualified users and senior decision makers. • Maintain accurate prospect data and POC statuses within Hubspot, our CRM. • Work in a fast-paced environment with the initiative to make your team successful and exceed goals.