Poppulo

• Develop and execute strategic account plans for a portfolio of existing enterprise customers, focused on driving customer value, retention, and revenue growth. • Build and maintain strong relationships with senior stakeholders and executive sponsors across assigned accounts, acting as a trusted advisor and advocate for customer success. • Identify, qualify, and close upsell, cross-sell, and expansion opportunities by aligning Poppulo solutions with evolving customer business objectives and communication strategies. • Lead conversations with customer decision-makers, clearly articulating the value of Poppulo’s products and services while uncovering opportunities to expand platform adoption. • Partner closely with Customer Success, Professional Services, Product, and Marketing teams to maximize customer outcomes, improve adoption, and accelerate account growth. • Maintain an accurate forecast and healthy pipeline of expansion opportunities, ensuring consistent progression of opportunities through the sales cycle to successful close. • Conduct regular business reviews and account planning sessions with customers to identify strategic initiatives, measure business impact, and drive long-term partnership growth. • Assisting with managing contract renewals and negotiations, ensuring high retention rates while maximizing annual recurring revenue (ARR) growth within assigned accounts. • Maintain accurate account, opportunity, and customer engagement data within Salesforce to support forecasting, reporting, and account planning activities. • Consistently achieve and exceed quarterly and annual revenue targets across renewals, upsell, cross-sell, and expansion bookings. • Foster strong cross-functional relationships and collaborate effectively across the organization to deliver exceptional customer experiences and business outcomes.

• Define and drive the overall test architecture and automation strategy across multiple teams and services. • Design, build, and evolve scalable, maintainable test automation frameworks using tools such as Playwright, Selenium, and modern testing libraries. • Establish best practices for automated testing across all layers (unit, integration, API, UI, performance, and end-to-end). • Collaborate with engineering teams to embed testing into the development lifecycle, ensuring high test coverage and fast feedback cycles. • Integrate automated testing into CI/CD pipelines to enable continuous testing and reliable deployments. • Partner with Architects and Engineering Leads to ensure test strategies align with system architecture, including microservices and monolithic applications. • Define and implement strategies for testing distributed systems, including event-driven and asynchronous architectures. • Leverage AWS services and cloud-native patterns to support scalable and efficient test execution. • Drive improvements in test reliability, execution time, and maintainability. • Establish observability and reporting standards for test results, quality metrics and release readiness. • Provide technical leadership and mentorship to engineers and QE professionals on automation best practices. • Evaluate and introduce new tools, frameworks, and approaches to improve quality engineering capabilities. • Ensure testing approaches align with security, compliance, and data protection requirements (e.g., GDPR, PII handling). • Identify quality risks, gaps, and areas of technical debt, and drive remediation strategies. • Promote a culture of quality ownership, continuous improvement, and engineering excellence across teams.

• Own end-to-end delivery of AI features across model, backend, APIs, UI integration, deployment, monitoring, and iteration in production • Solve complex challenges with AI/ML: Design, develop new AI-powered products that deliver the product roadmap, including agentic AI solutions that orchestrate LLMs, tools, and workflows to solve multi-step problems autonomously. • Implement ML lifecycle - from data engineering and model development to cloud-based deployment, integrations and operationalisation. Incl. MLOps • Productionise full-stack AI/ML solutions: Translate emerging techs like GenAI& agenticAI architectures into innovative, practical solutions that transform customer experiences. • Align with Product Strategy: Create proof of concepts at high cadence to demonstrate/validate potential solutions as per our product strategy. • Optimise Model and system performance: Fine-tune, optimise training and inference performances, including latency, cost, and reliability trade-offs in agent-based and LLM-driven systems. • Wider collaboration: Partner with cross-functional teams to demonstrate and validate the impact of ML innovations before introducing them into the product ecosystem. • Research Savvy: Staying up-to-date with SOTA and industry trends in AI/ML, with a strong awareness of advances in agentic systems, autonomous workflows, and multi-agent architectures.

• Lead the drafting, review, and negotiation of commercial agreements • Serve as the primary legal partner for sales and procurement on contract strategy • Develop and maintain templates, playbooks, and contracting standards • Provide practical, business-oriented legal advice across operational matters • Identify legal risks early and recommend solutions aligned with commercial objectives • Support corporate governance and entity management • Advise on employment-related issues including policies and relations • Assist with legal compliance programs and risk management