Posit PBC

• Singularly responsible for formalizing the "Advocacy Bridge", value realization strategies, and the operational rigor required to turn product usage into business-critical infrastructure. • Lead, mentor, and professionalize a team of at least five Enterprise Account Managers (EAMs). • Instill the rigor necessary to provide the CSO with a "no-surprises" forecast. • Support the team in the trenches on deals exceeding $250k+. • Act as the primary bridge between Sales, Customer Success, and Solutions Engineering. • Collaborate with EAMs to proactively hunt for the next 100+ seats within Global 2000 accounts.

• Drive Adoption & Value Realization: Own the customer journey end-to-end — from onboarding through renewal and expansion. Develop and execute strategies to maximize utilization of Posit's products, including on-premise deployments, ensuring measurable business outcomes are achieved at each stage of the lifecycle. • Be a Strategic Partner: Understand each customer's business and data science goals, proactively build plans to help drive toward those goals, and bring best practice guidance and tailored recommendations for how they can advance their journey with Posit. • Build Strong Relationships: Develop trusted relationships with end users and executive stakeholders across each account. Engage across business and IT functions — from data scientists and analysts to IT architects and leadership — tailoring your communication to each audience. • Partner with Account Management: Collaborate closely with Account Management to develop and execute long-term account strategies, aligning on goals for customer success, retention, and expansion. Surface and hand off expansion opportunities with supporting context and recommendations. • Manage Risk Proactively: Anticipate risks early, develop mitigation plans, and escalate critical issues through the appropriate internal channels. Communicate with customers proactively about potential risks before they become problems. • Be the Voice of the Customer Internally: Surface customer pain points, patterns, and feedback to Product, Engineering, Sales Engineering, and Support. Contribute to building referenceable customers and advocacy opportunities. • Maintain Accurate Account Documentation: Keep Salesforce, Success Plans, and relevant Slack channels up to date so all internal stakeholders have visibility into account health, risk flags, and engagement status.

• In this role, you will exercise your technical expertise to design features that have a major impact on the whole product, review feature designs from other engineers, and investigate challenging bugs and customer issues. • Developing Workbench features and bug fixes for launching and managing data science IDE sessions in a cluster. • Gathering and incorporating stakeholder feedback about features. • Driving an exceptional customer experience through creativity, product-mindedness, and technical innovation. • Designing and developing features using multiple languages. • Creating automated unit and end-to-end tests.

• Drive the strategy and execution to meet and exceed global ARR targets across Commercial and Enterprise segments. • Implement and refine sales methodologies, forecasting accuracy, and CRM hygiene within Salesforce. • Analyze successful enterprise wins to build a repeatable playbook for multi-year, six-figure contracts. • Formalize the transition from individual "pro-code" users to enterprise-wide adoption. • Work closely with Marketing, Product, and Customer Success to ensure a unified go-to-market message. • Personally engage in high-value strategic accounts to help the team navigate complex procurement and legal hurdles. • Act as a "Deal Desk" partner to help the team navigate the technical and political complexities of selling to IT and Procurement. • Apply deep expertise in frameworks like MEDDIC or Force Management to build repeatable processes. • Coach managers and individual contributors on complex negotiation and territory management. • Share methods for maintaining technical authenticity when selling to data science and IT leadership.

• Utilizing expert outreach skills and background to reach out to net-new Public Sector (federal, state, local) customers both in the US and abroad. • Educating the market about the value of Posit's professional products and then selling our software. • Forecasting sales activity and revenue achievement while creating satisfied and referenceable customers. • Mapping and building territories from the ground up. • Utilizing the existing customer base from Posit conference attendees, inbound leads, and those who download our open-source product. • Using tools like Salesforce as a single source of truth. • Routinely meeting or exceeding 100% of sales targets. • Keeping up with industry trends, the competitive landscape, and customer needs. • Collaborating with our marketing, product, customer success, and support teams to creatively grow our portfolio of customers. • Being a part of a tight-knit sales team that values best practices sharing, mentoring, and learning while collaborating well with other people.

• AI Engineering: Guide the teams on how AI-centered features should be developed, tested, secured, deployed, scaled and maintained. • Engineering with AI: Evolve our engineering practices, integrating AI assistance to drive new levels of efficiency, quality, collaboration and innovation. • Execution, Agility and Pace: Partner with engineering leads and managers to optimize our development cycles for the rapid, iterative pace of the modern AI landscape. • Enterprise Readiness: Maintain our commitment to enterprise-grade reliability, ensuring our tools remain easy to manage for IT leaders in complex, secure environments. • Integrated Product Experience: Ensure our tools work seamlessly together as a unified ecosystem, providing a consistent and high-quality experience for users across different environments. • Product Vision: Collaborate with product leadership and internal stakeholders to align our technical roadmaps with the long-term future of data science. • Cross-functional Alignment: Work across the organization to turn ambitious goals into clear, actionable plans with shared ownership. • Team Culture: Cultivate a thriving, growing, resilient and fully distributed engineering organization that learns and continuously innovates.

• Engage with supporting current customers and growing the footprint within them by sharing and demonstrating cutting-edge technologies in Data Science. • Leverage sales experience to communicate and prospect into existing clients to expand the footprint by developing interest in Posit’s professional software. • Educate the market about the value of Posit’s professional products and sell the software. • Forecast sales activity and revenue achievement while creating satisfied and referenceable customers. • Keep up with industry trends, competitive landscape, and customer needs.

• Oversee the strategy, outcomes, management and performance of the Onboarding Team, ensuring new customers have a seamless transition from sales. • Build the framework to enable the global partner network to deliver Posit solutions successfully. • Lead the Technical Account Manager (TAM) Team focused on proactive technical partnership with customers. • Optimize a high-impact team focused on scoped engagements and critical account-level technical escalations.

• Contract Management: Structure, draft, and close a variety of commercial transactions, including software licenses, SaaS agreements, NDAs, and SOWs. • AI Integration: Actively experiment with and implement AI-enabled tools to automate routine legal tasks and improve contract lifecycle management. • Sales Partnership: Act as the primary legal point of contact for the sales organization to ensure deals are closed efficiently and responsibly. • Corporate Support: Assist with corporate governance, development of internal policies, and Board of Directors matters, including preparing meeting materials and maintaining corporate records. • Employment Matters: Partner with our incredible People Operations team on a wide variety of US and international employment matters. • Ownership: Independently manage the commercial contract queue and leading negotiations, as well as identify opportunities for meaningful improvement to legal templates, process and/or AI workflows. • Cross-Functional: In order to be an effective and valued advisor, develop strong relationships with leaders and team members in Sales, Customer Success, People Operations, Product, Engineering and Finance.

• Singularly responsible for formalizing the 'Advocacy Bridge,' value realization strategies, and the operational rigor required to turn product usage into business-critical infrastructure. • Teach sellers how to move from a technical user base to the CIO/CDO office. • Provide expertise in managing by the numbers and maintaining deep proficiency in Salesforce. • Share proven strategies for increasing Net Revenue Retention (NRR) year-over-year.