Salesloft

• Embed with feature teams to understand data needs from the context layer • Build the technical vision and roadmap for the Context Layer • Design access control and RBAC model for the context layer • Define and evolve APIs, SDKs, and developer interfaces • Identify data platform dependencies and collaborate with data engineering • Drive architecture discussions, design/code reviews, and set technical standards • Address governance and security requirements around data access • Contribute to hiring strong and diverse talent

• Shape future-proof interfaces that are easy to build against and meet the requirements of client-facing teams • Brainstorm with Product Managers, Designers and Engineers, and other cross-functional partners to conceptualize and build new features for our growing user base • Produce high-quality results by leading large cross-functional projects that have a significant impact on the business • Debug production issues across services and multiple levels of the stack, and uplevel the observability and reliability of the overall system • Own architecture decisions across multiple teams, drive long term technical strategy, and raise the bar for engineering excellence company-wide • Mentor Staff and Senior engineers

• Manage a hybrid team of analysts and engineers • Oversee the vulnerability management lifecycle • Ensure Security Engineering builds necessary preventive/detective controls • Drive the 'Automation and AI' mindset in the team • Serve as the escalation point for incidents • Partner with Engineering and Infrastructure to integrate security • Translate technical projects and operational risks into business context

• Educating the market about the benefits and capabilities of Clari / Salesloft. • Actively pursuing new business opportunities within a diverse range of organizations. • Accurately forecasting sales activities and revenue achievements. • Staying informed about industry trends, the competitive landscape, and customer needs.

• Acting as the primary commercial lead for a portfolio of large-scale enterprise accounts, driving full-cycle accountability for high-value renewals, expansion opportunities, and complex cross-sell transactions. • Relentlessly identifying and closing net-new revenue within your install base. You will navigate complex organizational structures to displace incumbents and introduce new product lines, maximizing Total Contract Value. • Architecting and implementing sophisticated account success plans that align our technology's value proposition with specific business units and their long-term alignment between their business goals and our solutions. • Monitoring account health and usage patterns to identify potential churn risks early, implementing "save" strategies to protect existing recurring revenue. • Building a "multi-threaded" network of stakeholders. You will move beyond the day-to-day users to secure buy-in from VP and C-level executives, establishing yourself as a credible business partner. • Leading regular business reviews with key stakeholders to demonstrate realized ROI, socialize new product capabilities, and ensure the platform remains indispensable to the client's evolving tech stack. • Maintaining a rigorous, data-driven sales process. You will provide leadership with high-confidence forecasts for both expansion bookings and retention. • Staying up to date of industry trends and competitor movements to effectively position our value proposition against market alternatives. • Leading a cross-functional team (Solutions Engineers, Customer Success, and Product) to ensure your accounts receive a cohesive experience, effectively acting as the one accountable for all customer-facing initiatives. • Synthesizing client feedback and market friction points to provide actionable insights to the Product and Engineering teams, influencing the roadmap to better serve the "Install Base" and drive future expansion.

• Review and manage to close a variety of complex commercial agreements, including sales contracts, inbound procurement engagements with vendors, master services agreements, DPAs, AI Addendums, NDAs, Statements of Work and Order Forms. • Identify contractual risks and suggest alternatives that lead to optimal solutions. • Analyze and advise on issues related to AI, technology development, SaaS licensing, strategic sourcing, software integrations, partnerships and general commercial contracting. • Work cross-functionally with internal business teams, including Deal Desk, Sales, Procurement, Product and Finance teams to ensure that contractual terms are compliant with legal, regulatory, and company policies and risk standards. • Provide tactical and strategic advice to business and product leaders related to commercial transactions.

• Bridge the gap between high-level go-to-market strategy and ground-level execution • Owner of revenue forecasting, Clari systems, and pipeline health • Oversee operational projects, advising Sales Leaders and executives • Ensure internal cadenced revenue operations • Monitor and report on the health of the sales pipeline • Partner directly with the CRO and revenue leadership

• Operate in a proactive and flexible manner, with the ability to lead multiple projects at once and pivot quickly when priorities change. • Work hand-in-hand with Sales, Pres-Sales and Alliances leaders identifying areas of growth and optimization. • Work closely with the Sales Operations team to drive strategic alignment across our sales processes, methodologies and GTM strategy • Define program controls, processes, and strategy to ensure all projects contribute to the larger company strategy • Create efficiency across Sales, Pres-Sales and Alliances, partnering with Enablement on identifying targeted areas for improvement. • Collaborate with counterparts in Product, Finance, Pre-Sales and Marketing to carry out change management.

• Own the CX Tech stack from end to end, continually identifying areas for tool consolidation, growth, and optimization. • Ensure our CSMs/Sellers have the most automated and efficient workflows by defining program controls, processes, and governance structures for all systems. • Leverage AI to streamline and standardize project methodologies and productivity tools across the CX organization to drive continuous improvement. • Work with stakeholders to determine the best strategy for tool utilization, partnering with Enablement to address targeted areas for improvement. • Own the success metrics of each tool you own, ensuring maximum ROI and tracking user adoption. • Collaborate with counterparts in product, product marketing, finance, and marketing to carry out change management for system rollouts and integrations. • Operate in a proactive and flexible manner, with the ability to lead multiple projects at once and pivot quickly when priorities change.

• Provide deal strategy and guidance • Assist in deal structuring, price and cost modeling, and custom commercial terms • Enforce pricing and discounting through approvals • Support process and system improvements • Build bridges and drive process velocity on cross-functional projects • Provide ongoing enablement on pricing and deal strategy