Posit PBC

• Team leadership & coaching: Lead, mentor, and inspire a team of Customer Success Managers by providing structured coaching, clear expectations, and ongoing development to help them thrive and deliver measurable value to customers • Performance management: Establish clear expectations and KPIs aligned to retention, expansion, customer health, and strategic impact—ensuring consistent team performance and accountability • Customer advocacy: Serve as a trusted advisor and escalation point for key accounts—helping customers navigate change, ensuring Posit remains relevant to their evolving needs, and reinforcing long-term relationships through strategic engagement • Cross-functional leadership: Build strong partnerships with Sales, Product, Engineering, and Support—aligning on shared goals, proactively resolving risks, and driving initiatives that improve the end-to-end customer experience • Process and program design: Design and evolve scalable playbooks, engagement models, and reporting systems—using customer insights as a key input to ensure they remain relevant, consistent, and impactful across the customer lifecycle • Hands-on execution (as needed): Step in when necessary to support high-stakes accounts, model best practices, or refine the customer journey—while empowering your team to lead day to day

• Develop and execute a comprehensive field-level GTM plan for the Snowflake partnership, setting clear objectives, KPIs, and milestones for success. • Identify and prioritize target verticals, use cases, and customer segments where the joint Posit + Snowflake solution delivers maximum value. • Collaborate with Posit and Snowflake leadership to ensure tight alignment on partnership goals and quarterly business objectives. • Act as the primary evangelist for the Posit + Snowflake value proposition, both internally and externally. • Develop and deliver compelling training, sales collateral, battle cards, and joint-success stories to educate and motivate both the Posit and Snowflake sales organizations. • Build and nurture strong relationships with Snowflake’s sales leadership, account executives, and solution architects to build mindshare and drive field-level advocacy for Posit. • Orchestrate and manage the day-to-day co-selling motion between Posit and Snowflake account teams. • Proactively identify and drive joint pipeline generation activities, including account mapping sessions, joint prospecting campaigns, and executive briefings. • Serve as the expert resource on the partnership, assisting Posit sellers in navigating the Snowflake ecosystem, identifying key contacts, and accelerating deals. • Meticulously track and report on all partnership activities, pipeline, and revenue, including partner-sourced and partner-influenced ARR. • Lead regular business reviews (QBRs) with both Posit and Snowflake stakeholders to review performance, identify challenges, and course-correct as needed. • Utilize data to provide insights and recommendations to sales and product leadership to further strengthen the partnership.

• Oversee the strategy, day-to-day execution, and performance of Solutions Engineering functions. • Lead a team of Solutions Engineers who serve as the technical bridge between Posit's product capabilities and customer outcomes. • Manage a high-impact team focused on scoped engagements (SOWs), specific use-case deployments, and critical account-level technical escalations. • Build and maintain playbooks, processes, and quality standards across all three functions. • Hire, coach, and develop individual contributors and team leads. Build a culture of proactive customer partnership and continuous improvement. • Define and track key metrics including Time-to-Value, CSAT, utilization, and project delivery quality. • Partner closely with Sales, Customer Success, TAM, and Product/Engineering teams to ensure seamless hand-offs, aligned customer journeys, and a strong feedback loop from the field to the product. • Serve as a senior point of escalation for delivery issues. Stabilize at-risk engagements and ensure lessons learned improve future delivery. • Champion the use of AI tools and automation across your teams — from AI-assisted scoping and documentation to LLM-powered customer workflows.

• 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.