Sanity.io

• Own the full-cycle recruitment process for Engineering & Product roles, with the possibility of supporting roles in other departments (such as Sales, Customer Solutions, or G&A). • Act as a talent advisor to business leaders and hiring managers to develop, prioritize, and deliver on comprehensive workforce plans and hiring strategies. • Strategically source, engage, nurture and qualify a diverse pool of candidates from various channels to meet strategic hiring goals. • Use and interpret data to solve challenges and identify solutions, along with the ability to identify alternative solutions when circumstances change. • Leverage AI to automate repetitive work, sharpen the quality of your output, and raise the bar for how the team operates to increase hiring efficiency. • Deliver a best in-class interview and offer experience by communicating timely updates, setting expectations, providing feedback, and operating with a customer-centric mindset. • Tell the Sanity story to candidates while also acting as a brand ambassador on relevant social media channels. • Maintain operational excellence, bring recruiting best practices to the team, help the Recruiting team continuously improve, and help uplevel the hiring process at Sanity. • Keep aware of recruiting and talent trends within the industry and leverage these trends to shape the recruiting team’s work. • Manage recruiting efforts autonomously, while following established recruiting processes and operating with a team-first mentality

• Own the operational engine behind Sanity’s pipeline generation efforts • Run the Marketo and Salesforce infrastructure that powers our go-to-market motion, leveraging ABM strategies, intent data, and AI-powered automation to turn marketing programs into measurable pipeline • Own the pipeline generation target in partnership with demand gen, SDRs, and sales, building the operational infrastructure around intent signals and ABM motions to hit monthly, quarterly and annual goals • Model and continuously analyze the full-funnel customer journey from awareness to closed-won; define conversion benchmarks, identify gaps, and deliver data-driven recommendations to improve performance across the GTM motion • Own marketing data quality (deduplication, normalization, enrichment, decay management), ensure intent and engagement signals flow cleanly into account scoring models, and partner with the data team to build ongoing pipeline and funnel reporting that surfaces actionable insights • Own the technical implementation of demand gen and ABM campaigns from brief to launch, ensuring quality, speed, and SLAs • Partner with the SDR team on account and lead routing, MQL-to-SAL handoffs, and follow-up SLAs, ensuring SDRs have intent context and engagement history needed to convert • Build and maintain segmented account lists using firmographic, technographic, and intent signals to feed targeted outbound and ABM plays • Maintain the campaign-to-opportunity attribution framework including campaign member statuses, UTM governance, and CRM campaign structure • Own the Marketo instance end-to-end: programs, templates, smart campaigns, tokens, governance, and hygiene • Implement lifecycle nurture and ABM programs ensuring proper technical setup and data capture, and explore AI-powered automation to scale personalized outreach beyond manual campaign builds • Manage the Marketo-Salesforce sync and integrations across Leandata, Common Room, intent data providers, enrichment tools, and ABM platforms

• Consult and advise: Serve as a trusted content operations advisor for Sanity’s enterprise customers. Help them design and evolve content models, governance strategies, and workflows tailored to their business. • Design operating frameworks: Assess current-state processes and tools, then design and recommend scalable, future-ready content operations strategies. • Translate business needs into structure: Work with customer teams to translate editorial, marketing, and digital content needs into structured content systems using Sanity. • Collaborate cross-functionally: Partner with Sales, Solution Engineers, Solution Architects, and Product teams to deliver cohesive, high-impact solutions. • Enable and educate: Conduct workshops, write guides, and support customers in adopting best practices in structured content, metadata, reuse, localization, and collaboration. • Drive maturity and innovation: Champion operational excellence, helping our customers evolve their internal content practices and use Sanity to its full potential. • Enable AI adoption: Help customers identify, implement, and optimize AI workflows that transform their daily operations.

• Build, lead, and develop a world-class ABX team • Architect and execute personalized 1:1, 1:few, and 1:many programs across various channels • Build shared account plans, run joint account reviews • Drive personalized outreach to enterprise buying committees • Own ABX performance reporting across key metrics

• Design and build core authentication and authorization infrastructure • Implement and evolve our identity protocols - OAuth 2.0, OIDC, SAML/SSO, session management, and JWT - powering secure access for hundreds of thousands of developers and their projects. • Own the reliability, correctness, and security posture of identity services across our distributed platform, from API gateway to backend services to the login UI. • Identify architectural improvements and drive them from initial design through production, with a security-first lens at every step. • Build the identity layer for AI and agentic workflows • Design and implement agent attribution - establishing verifiable, auditable identity for AI agents acting on behalf of users and organizations at platform scale. • Collaborate with platform and product teams to define the identity primitives that underpin Sanity's AI Content Operating System, including authorization models for agentic contexts. • Collaborate across the stack and raise engineering quality • Work end-to-end across backend services (Node.js/TypeScript), PostgreSQL, and frontend auth flows - owning features from design through delivery. • Participate in code reviews, architectural discussions, and incident response; contribute to on-call for identity services. • Partner closely with security, platform, and product teams on cross-cutting concerns and help set the technical direction for the Identity domain.

• Qualify incoming opportunities from SDR and Marketing teams. • Through discovery, identify the business value that Sanity can add for potential clients. • Effectively pitch the value Sanity brings to an organization. • Price and negotiate enterprise deals. • Upsell existing customers by expanding Sanity’s footprint. • Account map and generate as much interest in Sanity as possible within an organization. • Work with organizations to finalize contracts and procure Sanity • Collect and effectively communicate feedback from clients and potential clients. • Track all activity and information about an account (SFDC, decks, Google Docs, deal review docs, etc.). • Forecast bookings accurately on a monthly and quarterly basis.

• Own full-cycle recruitment process for GTM roles, along with roles in other departments such as Engineering, Product, and G&A. • Act as a talent advisor to business leaders and hiring managers to develop, prioritize, and deliver on comprehensive workforce plans and hiring strategies. • Strategically source, engage, nurture and qualify a diverse pool of candidates from various channels to meet strategic hiring goals. • Use and interpret data to solve challenges and identify solutions, along with the ability to identify alternative solutions when circumstances change. • Deliver a best in-class interview and offer experience by communicating timely updates, setting expectations, providing feedback, and operating with a customer-centric mindset. • Tell the Sanity story to candidates while also acting as a brand ambassador on relevant social media channels. • Maintain operational excellence, bring recruiting best practices to the team, help the Recruiting team continuously improve, and help uplevel the hiring process at Sanity. • Keep aware of recruiting and talent trends within the industry and leverage these trends to shape the recruiting team’s work. • Manage recruiting efforts autonomously, while following established recruiting processes and operating with a team-first mentality

• Lead and develop a high-performing team: Recruit, mentor, and support Account Managers, fostering a culture of accountability, learning, and collaboration. • Drive growth and retention: Oversee the team’s portfolio to meet and exceed quarterly growth targets • Strengthen operational rigor: Implement and maintain processes in Salesforce and other tools for pipeline visibility, forecasting accuracy, and performance tracking. • Guide expansion strategy: Support AMs in navigating complex accounts, preparing for key customer interactions, and crafting strategies that align with customer outcomes. • Engage with strategic customers: Join key customer conversations to reinforce business value, unblock growth opportunities and accelerate expansion cycles. • Collaborate cross-functionally: Partner with Product, Solution Architects, and Marketing to surface insights, share customer feedback, and co-develop strategies that drive expansion. • Drive business insights: Analyze KPIs and dashboards to identify trends, enable team accountability, and plan improvements. • Set the tone for excellence: Model Sanity’s values of curiosity, customer obsession, and excellence while promoting a high performance culture.

• Lead and architect complex product demonstrations for prospective enterprise customers and strategic partner organizations to drive the sales process and cultivate key agency partnerships. • Educate Sanity users at an advanced technical level about the product's capabilities, the philosophy, and the strategic value of Structured Content, including its implications for large-scale content operations. • Develop and maintain sophisticated showcase implementations, advanced enablement programs, and best practice guides. • Share deep engineering knowledge and provide expert guidance on how to successfully implement Sanity across various complex verticals and advanced use cases, including architectural reviews and solution design. • Lead responses to highly technical parts of RFP processes, and provide expert support to internal teams to understand the most intricate technical aspects of Sanity. • Represent strategic clients' requests and complex requirements towards the internal product and engineering teams, influencing product roadmap decisions. • Interact with Account Executives, Sales Leadership, Business Development, Marketing, and Product functions, aligning on strategic goals and objectives. • Collaborate closely with Solutions Leadership and mentor the broader Solutions Engineering team.

• Drive outbound pipeline generation across target segments • Build and optimize multi-channel outbound strategies (email, phone, social, video, etc.) • Partner with Marketing and Product to operationalize signals into actionable outbound campaigns • Design and implement scalable training, playbooks, and KPIs o drive consistent performance • Collaborate with Sales, RevOps, and Marketing to define ICP, lead scoring, and outbound sequencing • Own and iterate on SDR tech stack: Salesforce, Outreach, LinkedIn Sales Navigator, Common Room, and more