Pinpoint Applicant Tracking System

• Maintain strong accountability across 15–20 concurrent implementations, ensuring deadlines are met and blockers are addressed with urgency • Own the project management of implementation from kickoff through go-live, tracking milestones, managing risks, and keeping everyone aligned • Lead internal and external discovery to understand customer needs and design tailored implementation plans • Scope and shepherd HRIS integrations, including reading API docs, mapping data, and reducing engineering dependency where you can • Coordinate internal teams across integrations, product, and support to ensure timely delivery and clear communication • Act as a trusted advisor to enterprise customers, offering strategic workflow guidance and product best practices • Ensure a smooth handover to our Customer Success team post-implementation, while staying involved through early adoption to support long-term success • Develop and deliver scalable customer training: live sessions, train-the-trainer programs, and asynchronous enablement materials

- Maintain strong accountability across 15–20 concurrent implementations, ensuring deadlines are met and blockers are addressed with urgency - Own the project management of implementation from kickoff through go-live, tracking milestones, managing risks, and keeping everyone aligned - Lead internal and external discovery to understand customer needs and design tailored implementation plans - Scope and shepherd HRIS integrations, including reading API docs, mapping data, and reducing engineering dependency where you can - Coordinate internal teams across integrations, product, and support to ensure timely delivery and clear communication - Act as a trusted advisor to enterprise customers, offering strategic workflow guidance and product best practices - Ensure a smooth handover to our Customer Success team post-implementation, while staying involved through early adoption to support long-term success - Develop and deliver scalable customer training: live sessions, train-the-trainer programs, and asynchronous enablement materials **Tech stack:** Arrows, HubSpot, ClickUp, Slack, Intercom, Linear, Guru

• Own the full 360° sales cycle, driving new logo acquisition through outbound prospecting, qualification, solution scoping, tailored demos, and close • Develop deep understanding of prospects' pain points, challenges, and business objectives. Guide buying committees, up to and including C-suite, through consultative sales engagements • Run high-impact, bespoke product presentations and demos that address specific customer needs and clearly communicate Pinpoint's unique value and ROI • Navigate negotiations including procurement, legal, compliance, and pricing to remove barriers and accelerate deal closure • Build, manage, and accurately forecast a robust pipeline of qualified opportunities using HubSpot, consistently achieving or exceeding quarterly sales quotas • Self-source roughly 30% of pipeline through outbound, executive networking, named-account work, and re-engaging previously lost opportunities • Represent Pinpoint as a thought leader in the talent acquisition space, bringing the latest trends and competitive insights into your sales conversations • Play an active role in building a high-performance, inclusive sales culture. Share what you learn, support your peers, and contribute to the overall growth of the company

• Own renewals and expansion end-to-end across your portfolio, with full accountability for Net Revenue Retention • Drive retention by proactively identifying risk, influencing adoption, and leading renewal strategy • Confidently lead upsell and expansion conversations, shaping opportunities, building business cases, and closing incremental revenue • Build strong multi-stakeholder relationships across accounts, ensuring high customer sentiment, advocacy, and long-term value • Support customers through complex technical challenges, including managing escalations and staying close to day-to-day product issues in partnership with Support and Product • Use on-site visits strategically to unblock risk, deepen relationships, and secure renewals or expansion when it counts • Partner with customers to define success metrics and create tailored success plans aligned to their business goals • Act as the voice of the customer internally, feeding insights into Product, Engineering, Sales, and Support • Track and analyze customer health signals, spotting usage, maturity, and growth-based expansion opportunities and turning insight into action • Balance strategic planning with day-to-day problem solving, staying close to customer reality

• Own end-to-end delivery for Marketplace features: discovery, spec, build, ship, and iterate. • Analyse existing Marketplace features and find opportunities to improve adoption and revenue • Use commercial modelling as the primary evidence in roadmap prioritisation, not gut feel, not a feature wish list • Build pricing and packaging proposals for new and existing upsell features: understand costs (including AI call costs and third-party licensing), model revenue potential, and present a credible plan • Evaluate build vs. buy decisions with vendors and partners. Scope what we'd need to build ourselves, find out what third parties charge, and make a defensible recommendation • Work directly with the CFO to build and evolve the upsell line of Pinpoint's financial model • Own the financial performance of the Marketplace vertical, not just track it, but understand the model behind it • Conduct customer interviews, validate hypotheses, and synthesise insights into clear product decisions • Maintain a clear, prioritised roadmap and be able to explain why things are in the order they're in • Create clear specs, user stories, and acceptance criteria that engineering can move on confidently • Present roadmap and commercial decisions to senior leadership • Track meaningful metrics and proactively surface performance insights, not just report what happened • Drive cross-functional alignment across Engineering, Design, CS, and Sales

• Improve monitoring and alerting across infrastructure and application layers • Diagnose and reduce production instability, including load spikes and database bottlenecks • Strengthen our use of Datadog, particularly logging quality and alert signal-to-noise ratio • Improve capacity planning through testing, monitoring, and forecasting • Ensure new features ship with appropriate production metrics and reliability safeguards • Make pragmatic, risk-aware infrastructure decisions that prioritise stability and customer impact • Implement and maintain best practices across infrastructure security, compliance, and vulnerability management • Participate in on-call rotations, incident response, and post-incident analysis • Maintain clear and up-to-date infrastructure documentation • Improve our CI/CD pipeline and overall infrastructure performance

• Design, build, and maintain integrations with third-party systems using REST, GraphQL, and legacy APIs (SOAP, XML, older authentication patterns) • Build and ship integrations using our internal Ruby-based integration plugin framework • Own integrations end-to-end: requirements gathering, technical design, development, testing, validation, release, and ongoing maintenance • Act as a technical partner to Sales and Customer Success, supporting deal scoping, answering integration questions, and documenting expected behaviour • Pull data from external systems and push it back into Pinpoint, ensuring accuracy, reliability, and performance • Maintain existing integrations as APIs evolve, versions change, or edge cases emerge • Collaborate with Product and Engineering to identify repeatable patterns and reduce bespoke work over time • Write clear, practical documentation for internal teams, partners, and customers

• Own renewals and expansion end-to-end across your portfolio, with full accountability for Net Revenue Retention • Drive retention by proactively identifying risk, influencing adoption, and leading renewal strategy • Confidently lead upsell and expansion conversations, shaping opportunities, building business cases, and closing incremental revenue • Build strong multi-stakeholder relationships across accounts, ensuring high customer sentiment, advocacy, and long-term value • Support customers through complex technical challenges, including managing escalations and staying close to day-to-day product issues in partnership with Support and Product • Use on-site visits strategically to unblock risk, deepen relationships, and secure renewals or expansion when it counts • Partner with customers to define success metrics and create tailored success plans aligned to their business goals • Act as the voice of the customer internally, feeding insights into Product, Engineering, Sales, and Support • Track and analyze customer health signals, spotting usage, maturity, and growth-based expansion opportunities and turning insight into action • Balance strategic planning with day-to-day problem solving, staying close to customer reality