Oxylabs.io

• Own the success of our business customers of various sizes; • Engage in day-to-day communications with customers to ensure we are maximizing their business value; • Identify and utilize up-sell and cross-sell opportunities within a designated customer portfolio; • Ensure a seamless experience for the customer during product adoption and deployment; • Work on customer agreements and renewals; • Manage your opportunity pipeline and at-risk accounts; • Engage in Strategic Account Management activities; • Proactively identify team process improvements and contribute to projects to refine it; • Go on business trips and visiting your clients (when applicable).

• Develop systems and solutions that can scale easily as the product and customer base grows. • Own the full development cycle – from research and prototyping to deployment and production. • Deliver and review technical design, code, and documentation. • Take part in technical decision-making in an early-stage, fast‑growing product. • Work directly with customers when needed: help investigate and solve their issues, and bring ideas back to the team. • Look for and suggest product improvements based on real customer problems and your own insights. • Actively contribute to growing and shaping the product from a fairly early stage – understand the product, its problems and opportunities, not just the technical side.

• Write and deploy clean PHP code to deliver new product features; • Troubleshoot issues, fix bugs, and ensure the application remains stable; • Refactor legacy code and improve existing logic while working on tasks; • Create unit and integration tests to prevent future bugs; • Review pull requests from teammates to share knowledge and catch errors; • Join team meetings to estimate tasks and discuss technical solutions.

• Identify need for new filings of Oxylabs trademarks, designs and patents in the Intellectual Property Offices (IP Offices) around the globe. • Perform freedom to operate for envisaged new IP applications. • Coordinate IP filings globally. • Guide outside counsels in preparing responses to office actions in trademark, patent, design and copyright applications in IP Offices. • Take part of quarterly meeting with technical teams to collect new patenting ideas and safeguard new ideas’ pool. • Advice colleagues on IP related topics. • Prepare and give trainings on IP matters. • Monitor legislative changes in the IP area and keep organization up-to-date. • Keep track of expenses and coordinate outside counsels.

• Develop scalable scrapers. • Define resilient scraping strategies, unblock websites for scraping. • Improve observability in the system. • Develop back-end solutions for scraping & parsing problems of various magnitudes. • Maintain the current system and develop new features related to scraping & parsing.

• Translate market knowledge into a clear channel roadmap: what to run, where, why, and with what target metrics. • Own Paid Search in China: structure, keywords, landing pages, budgets, bidding strategy, and reporting. • Launch and optimize campaigns on relevant China ad ecosystems (based on product fit): Baidu, 360, Shenma, Toutiao/Bytedance, Tencent, etc. • Collaborate with design/content to produce high-converting ads and landing pages. • Define SEO strategy for China: topic clusters, landing page plan, competitor gap analysis, keyword priorities. • Partner closely with China Content Manager: turn strategy into execution while you own outcome metrics (traffic quality, signup/purchase conversion). • Identify technical/UX localization improvements that raise China CR% and reduce funnel drop-offs. • Identify and scale acquisition through native channels (depending on market reality): Zhihu, WeChat ecosystem, Bilibili, forums/communities, KOL/KOC collaborations, developer communities, etc. • Maintain a clear view of competitor positioning, pricing tactics, channel mix, and messaging in China. • Bring competitor-informed playbooks and adapt them to our product and brand. • Monitor regulatory/market changes affecting proxy/scraping usage and marketing feasibility. • Work with Product/Dev to ensure China users have a smooth journey (payment, onboarding, docs endpoints, tooling expectations). • Align with Sales/CS on ICP targeting and feedback loops for lead quality and user objections.

• Manage Client Relationships: • Engage with clients via channels like email, online meetings, etc. inform of updates, new features, and relevant information. • Proactively schedule regular calls with clients to discuss their needs, challenges, and feedback. • Attend meetings with key stakeholders, including engineers, product owners, and vendor managers, to maintain a strong relationship. • Ensure Ticket Resolution: • Monitor and prioritize client support tickets. • Utilize personal expertise to resolve complex issues and collaborate with the customer success team when necessary. • Analyze Client Portfolio Usage: • Regularly review and analyze clients' product/service usage to understand patterns and trends. • Identify areas for optimization and improvement in line with client goals. • Fill in CRM (Customer Relationship Management): • Keep the CRM system updated with relevant client information, interactions, and agreements. • Document client preferences, key contacts, and any issues discussed during meetings. • Handle Billing and Invoices: • Review and verify that invoices are correctly issued in accordance with the agreed-upon terms and services. • Ensure timely and accurate payment processing, coordinating with the finance team as needed. • Grow the Existing Client Base: • Define Long-Term Account Objectives: • Collaborate with clients to define and document long-term objectives and goals. • Create and regularly update account plans to align with these objectives. • Identify Upsell & Cross-Sell Opportunities: • Analyze client usage patterns to identify opportunities for upselling additional services or products. • Present and negotiate upsell and cross-sell opportunities. • Develop and Close New Business: • Research and identify potential new business opportunities within the existing client base. • Work closely with the enterprise sales team to develop proposals and close deals. • Collaborate with Internal Stakeholders: • Act as the Voice of the Customer: • Collect and distill customer feedback to provide insights to internal teams. • Advocate for customer needs and preferences in internal discussions and decision-making. • Coordinate Internal Resources: • Collaborate with technical, support, and legal teams to address client requirements. • Ensure seamless communication and collaboration among internal teams to meet client goals. • Manage Renewals & Attrition Risk: • Negotiate and Execute Renewal Contracts: • Review existing contracts and negotiate renewal terms in alignment with customer goals. • Lead negotiations for new agreements and contract renewals with clients. • Ensure that all agreements are documented, signed, and up to date. • Proactively Manage Attrition Risk: • Regularly assess client satisfaction and identify accounts at risk of attrition. • Develop detailed action plans to address concerns, improve satisfaction, and mitigate attrition risks.

• Engage with Clients via Emails: - Initiate and respond to email communication to keep clients informed of updates, new features, and relevant information. - Proactively schedule regular calls with clients to discuss their needs, challenges, and feedback. - Attend meetings with key stakeholders, including engineers, product owners, and vendor managers, to maintain a strong relationship. • Ensure Ticket Resolution: - Monitor and prioritize client support tickets. - Utilize personal expertise to resolve complex issues and collaborate with the customer success team when necessary. • Analyze Client Portfolio Usage: - Regularly review and analyze clients' product/service usage to understand patterns and trends. - Identify areas for optimization and improvement in line with client goals. • Fill in CRM (Customer Relationship Management): - Keep the CRM system updated with relevant client information, interactions, and agreements. - Document client preferences, key contacts, and any issues discussed during meetings. • Handle Billing and Invoices: - Review and verify that invoices are correctly issued in accordance with the agreed-upon terms and services. - Ensure timely and accurate payment processing, coordinating with the finance team as needed. • New Business Development (50%): - Prospect and qualify new business opportunities through research, networking, and outbound activities. - Manage full sales cycle from initial contact through contract negotiation and closing. - Develop and present proposals to prospective clients. - Transition closed accounts into managed portfolio for ongoing relationship management. • Account Management & Expansion (50%): - Collaborate with clients to define and document long-term objectives and goals. - Create and regularly update account plans to align with these objectives. - Maintain ownership of accounts post-sale, serving as primary relationship manager. - Analyze client usage patterns to identify opportunities for expanding services or products. - Present and negotiate expansion opportunities within managed accounts. • Act as the Voice of the Customer: - Collect and distill customer feedback to provide insights to internal teams. - Advocate for customer needs and preferences in internal discussions and decision-making. • Coordinate Internal Resources: - Collaborate with technical, support, and legal teams to address client requirements. - Ensure seamless communication and collaboration among internal teams to meet client goals. • Negotiate and Execute Renewal Contracts: - Review existing contracts and negotiate renewal terms in alignment with customer goals. - Lead negotiations for new agreements and contract renewals with clients. - Ensure that all agreements are documented, signed, and up to date. • Proactively Manage Attrition Risk: - Regularly assess client satisfaction and identify accounts at risk of attrition. - Develop detailed action plans to address concerns, improve satisfaction, and mitigate attrition risks.

• Engage with Clients via Emails: Initiate and respond to email communication to keep clients informed of updates, new features, and relevant information. Proactively schedule regular calls with clients to discuss their needs, challenges, and feedback. Attend meetings with key stakeholders, including engineers, product owners, and vendor managers, to maintain a strong relationship. • Ensure Ticket Resolution: Monitor and prioritize client support tickets. Utilize personal expertise to resolve complex issues and collaborate with the customer success team when necessary. • Analyze Client Portfolio Usage: Regularly review and analyze clients' product/service usage to understand patterns and trends. Identify areas for optimization and improvement in line with client goals. • Fill in CRM (Customer Relationship Management): Keep the CRM system updated with relevant client information, interactions, and agreements. Document client preferences, key contacts, and any issues discussed during meetings. • Handle Billing and Invoices: Review and verify that invoices are correctly issued in accordance with the agreed-upon terms and services. Ensure timely and accurate payment processing, coordinating with the finance team as needed. • New Business Development (50%): Prospect and qualify new business opportunities through research, networking, and outbound activities. Manage full sales cycle from initial contact through contract negotiation and closing. Develop and present proposals to prospective clients. Transition closed accounts into managed portfolio for ongoing relationship management. • Account Management & Expansion (50%): Collaborate with clients to define and document long-term objectives and goals. Create and regularly update account plans to align with these objectives. Maintain ownership of accounts post-sale, serving as primary relationship manager. Analyze client usage patterns to identify opportunities for expanding services or products. Present and negotiate expansion opportunities within managed accounts. Work closely with the commerce team to develop proposals and close expansion deals. • Act as the Voice of the Customer: Collect and distill customer feedback to provide insights to internal teams. Advocate for customer needs and preferences in internal discussions and decision-making. • Coordinate Internal Resources: Collaborate with technical, support, and legal teams to address client requirements. Ensure seamless communication and collaboration among internal teams to meet client goals. • Negotiate and Execute Renewal Contracts: Review existing contracts and negotiate renewal terms in alignment with customer goals. Lead negotiations for new agreements and contract renewals with clients. Ensure that all agreements are documented, signed, and up to date. • Proactively Manage Attrition Risk: Regularly assess client satisfaction and identify accounts at risk of attrition. Develop detailed action plans to address concerns, improve satisfaction, and mitigate attrition risks.

• Understand Client Needs: Participate in prospective and existing client meetings to understand their data requirements and recommend solutions that fulfill their business use cases. • Technical Relationships: Own the technical relationship with our most strategic and largest prospective clients. • Design Workflows: Create and design the best workflows to integrate our solutions into clients' systems. • Solution Presentations: Lead requirements discovery, solution presentations, Proof of Concept builds, and various workshop formats with clients. • Engagement: Engage with technical and non-technical clients to demonstrate potential solutions effectively. • Scraping Knowledge: Utilize in-depth knowledge of web scraping, data structures, and anti-bot bypass techniques to support and guide clients. • Technical Inquiries: Respond to advanced product and technical questions, RFPs, and security questionnaires promptly and accurately. • Customer Onboarding: Provide thoughtful technical guidance to ensure customers quickly and successfully onboard with Oxylabs. • Documentation: Document technical considerations and contribute to internal knowledge bases to support other teams, customers, and partners. • Sales Collaboration: Partner with the Sales and Account Management teams on engagements with prospective and existing customers to provide technical guidance and support. • Product Feedback: Curate structured product feedback to help Product and Engineering teams enhance and refine our offerings. • Sales Training: Educate the sales team on product details, upcoming releases, competitive analysis, and insights into typical customer environments and third-party applications. • Marketing Collaboration: Work with the marketing team to refine our technical narrative, including creating blog posts, webinars, and customer-facing marketing collateral.