NetBox Labs

• 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.

• Support lead & pipeline reporting, performance dashboards, forecasting metrics and executive reporting. • Own day-to-day administration and optimization of HubSpot, including workflows, properties, lifecycle stages, permissions, automation, and data management. • Manage and optimize integrations across the GTM tech stack, ensuring accurate data flow and alignment between systems. • Partner with sales and marketing to define, operationalize, and evolve KPIs for campaign attribution, conversion, and forecasting. • Support annual planning initiatives and ongoing business performance analysis & partner with leadership on territory planning, capacity planning, quota administration, and operational decision-making. • Analyze business performance to identify bottlenecks, process gaps, and growth opportunities. • Develop dashboards and reporting that provide actionable insights across the funnel • Evaluate and implement automation and AI-driven solutions that improve productivity and scalability • Partner with business stakeholders to translate operational requirements into scalable CRM processes, automation, and system enhancements. • Establish and maintain CRM governance, including data quality standards, field management, documentation, and change control processes. • Ensure HubSpot effectively supports our go-to-market motions and business objectives • Leverage deep HubSpot knowledge to improve reporting, automation, lead management, forecasting, and operational workflows • Support integrations across the GTM tech stack • Conduct regular audits for data integrity and drive continuous improvements to process and tooling. • Help define scalable processes across the customer lifecycle, from lead management through renewal and expansion • Drive adoption of operational best practices, data governance standards, and process consistency across teams

• Own how NetBox Core ships into commercial products partnering with NBC, NBE, and CS teams to ensure releases are planned, communicated, and delivered in ways that treat internal teams as first-class customers • Own the NetBox open source community presence including GitHub issue triage, contributor engagement, release communication, and managing the expectations of a global practitioner audience • Drive the roadmap for data model evolution and the NetBox API surface making principled decisions about backward compatibility, extensibility, and the downstream consequences of breaking changes across integrations, automations, and customer extensions • Own products and features from strategy through GA and iteration translating enterprise customer signal into scoped, shippable work • Engage directly with customers and prospects to understand how they extend and rely on NetBox Core, and translate those needs into durable product decisions • Collaborate closely with senior product stakeholders on Core platform capabilities including Designs, Branching, and Changes contributing to direction without owning every surface • Partner with PMs across Assurance, Discovery, Integrations, and Cloud / Enterprise to ensure Core investments serve the full product portfolio • Contribute to pricing and packaging strategy for Core capabilities, identifying which features differentiate commercial tiers

• 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 • 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 • 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