Onit

• Build strong relationships with enterprise customers to understand their legal operations goals and drive value realization from Onit solutions. • Serve as the primary point of contact for strategic accounts, ensuring a seamless and proactive customer experience. • Translate legal ops pain points (e.g., billing challenges, matter management gaps, workflow inefficiencies) into actionable technical solutions. • Guide customers through onboarding, configuration recommendations, and best practices tailored to their maturity and objectives. • Triage and manage support escalations, working closely with Product, Engineering, and Support to drive resolution and root cause analysis. • Advocate internally for customer needs and product enhancements by identifying recurring themes and improvement opportunities. • Conduct regular business reviews, usage assessments, and roadmap discussions to ensure alignment with customer goals. • Document customer-specific workflows, integrations, and technical considerations to support continuity across internal teams. • Maintain consistent communication and engagement cadence with accounts, including QBRs, advisory sessions, and performance reviews.

• Execute on general ledger accounting, including journal entries, reconciliations, and variance analysis. • Perform monthly and annual financial close procedures. • Review financial statements to ensure accuracy and compliance with GAAP. • Work closely with internal teams to ensure proper financial reporting. • Analyze financial data to provide insights and recommendations. • Assist in financial audits by preparing schedules and providing necessary documentation. • Continuously improve accounting processes to enhance efficiency and accuracy. • Support the implementation and optimization of accounting systems. • Ensure compliance with internal controls.

• Own quarterly and annual pipeline targets aligned to sales quota. • Marketing-sourced and Marketing-influenced pipeline contribution to bookings — the headline number • Quarterly pipeline forecasting and weekly variance reporting • Partner with sales leadership on the Top 100 and Mid-Market account plans • Run the integrated planning cycle quarterly: target accounts, plays, channels, content, measurement • Set the operating rhythm for the team — weekly pipeline review, bi-weekly play retrospectives, monthly performance reviews • Deploy and own the AI agents that augment the team (Account Briefing, Content Atomization, Pipeline Hygiene, Workflow Audit) • Be marketing's primary partner to SDR and AE leadership, improving marketing-to-sales feedback loops. • Own the SFDC Engagement Cockpit operating rules with Marketing Ops and SDR managers • Drive the SAL-to-SQL accountability conversation with sales — using data, not opinion • Co-own the Acceleration Plan execution with the CRO's office. • Establish dashboard visibility into speed-to-lead and campaign influence. • Day-to-day ownership of HubSpot, HG Insights, ZoomInfo Marketing, Metadata.io, and the SFDC Engagement Cockpit • Continuous evaluation of new tools and AI capabilities; recommend additions or replacements quarterly • Manage direct reports across Campaign Management, Paid Media, Content Operations, and Field Marketing • Establish execution cadence and accountability frameworks. • Prioritize based on revenue impact and resource constraints. • Develop and mentor team members into strategic operators.

• Lead security reviews for application architecture and system design • Evaluate designs for authentication & authorization models, data access patterns, API exposure and trust boundaries • Provide clear, actionable guidance to engineering teams • Identify risks early and influence secure design decisions • Conduct pre-production / go-live security assessments • Determine whether a feature is safe to launch and what risks must be mitigated vs accepted • Partner with engineering and product to prioritize fixes and define compensating controls • Act as a security approver / advisor for production releases • Design and assess OAuth2, OIDC, SAML implementations • Identify and remediate broken access control and privilege escalation paths • Lead security reviews of REST, GraphQL, and event-driven APIs • Identify risks such as: Broken Object Level Authorization (BOLA), Injection vulnerabilities, Data leakage • Define standards for API authentication, Input validation, Rate limiting and abuse protection • Assess security risks in AI-powered features and systems • Lead vulnerability identification using Static analysis (SAST) and Dependency scanning (SCA) • Assess and map application attack surface • Integrate and optimize security tools in CI/CD pipelines • Improve developer experience with secure defaults

• Lead the successful planning, execution, and delivery of software implementation projects, ensuring they are completed on time, within scope, and within budget. • Apply Agile practices to manage project deliverables, sprints, and team progress. • Serve as the primary point of contact for clients throughout the project lifecycle. • Work closely with internal teams (such as Engineering, QA, and Product) to ensure the smooth execution of deliverables and that the solution meets the client's requirements. • Proactively identify project risks and challenges, working with the team to mitigate issues and ensure the project stays on track. • Maintain clear and accurate project documentation, including project plans, schedules, and status reports. • Manage defined project scope, objectives, and deliverables in collaboration with clients and internal teams. • Promote a culture of continuous improvement by evaluating project outcomes and processes. • Ensure that all team members are aligned with the project goals and timeline. • Support delivery of training materials for clients to ensure successful adoption and usage of the implemented software solution.

• Grow community membership through content, social promotion, and member engagement • Run promotion across LinkedIn, email, partner channels, and other community platforms • Improve growth by building partnerships, referrals, shareable campaigns, and optimizing funnel performance • Create, manage, or oversee content that builds awareness, drives engagement, and supports membership growth across a range of formats • Manage LinkedIn presence, thought leadership, social distribution, and forum participation • Support SEO through content development, landing pages, and ongoing optimization • Oversee website updates, landing pages, messaging, and conversion improvements, partnering with our platform vendor • Manage and execute the OnPoint Community Program and budget, ensuring it delivers value to members and aligns with strategic goals • Track ROI across channels. Maintain accurate membership databases and track key engagement metrics to inform strategy and improve performance • Plan and support webinars, roundtables, and small community events that foster connection (mostly virtual) • Use AI tools actively to improve speed, creativity, content production, research, experimentation, and overall execution

• Lead end-to-end software implementation projects, from requirements gathering through go-live • Configure system workflows, reporting, and integrations (APIs, flat-file data imports, data migrations) • Manage project plans, timelines, and deliverables, keeping stakeholders informed and aligned • Support client testing activities and ensure system readiness for launch • Provide regular status updates, documentation, and risk assessments • Collaborate with cross-functional teams (Sales, Product, Engineering, Support) to resolve issues and align on deliverables • Accurately track project time and activities to support utilization goals and reporting • Support change management activities by helping clients prepare their teams for new workflows and technology • Monitor utilization and budget adherence across assigned projects • Contribute to continuous improvement of implementation processes, tools, and templates

• Evaluate legal ops maturity and define prioritized roadmaps with measurable KPIs • Redesign workflows, roles, and controls; implement operating models and governance • Recommend and guide implementation/expansion of Onit products and integrated tools • Build metrics, dashboards, and reporting to monitor performance • Lead enablement, training, and communications to drive stakeholder buy-in • Collaborate with pre-sales/sales on discovery and value cases • Provide structured input to product leadership on enhancements • Develop client-ready artifacts that codify best practices and market insights

• Drive customer success across a portfolio of customers, supporting adoption, engagement, retention, and growth • Lead customer engagement through a mix of direct interactions and scalable programs (e.g., webinars and office hours) • Monitor customer health and usage trends to identify risk and opportunity, and take proactive action to drive engagement • Build strong relationships with key stakeholders (e.g., Legal Ops, Finance, IT) and serve as a trusted advisor • Develop product expertise and guide customers to maximize the impact of Onit’s solutions • Partner effectively within a team environment to ensure consistent, high-quality customer experiences • Navigate and resolve challenges by coordinating across customer and internal teams • Collaborate cross-functionally with Implementation, Support, Marketing, Product, and Account Management to deliver a seamless customer experience

• Community Program Execution: Manage and execute the LegalOps Community Program, ensuring it delivers value to members and aligns with strategic goals. • Community Site Management: Oversee the community platform—monitor interactions, encourage engagement, ensure strong site performance and traffic growth. • Events & Engagement: Plan and execute virtual and in-person events that foster connection and learning across the Onit customer base. • Create and manage content: Develop and curate thought leadership content, with a focus on AI-related topics, across different mediums (written, audio and video). Collaborate with customers to produce member-generated content. • Promotion & Growth: Leverage social media and multi-channel campaigns to promote community initiatives and grow membership. • Data & Reporting: Maintain accurate membership databases and track key engagement metrics to inform strategy and improve performance.