Sanity.io

• Build and lead the team: Manage two paid media contractors from day one, with a plan to convert them to full-time hires by January, and grow the team to 2-3 people within the first 12 months. You’ll hire, onboard, coach, and develop direct reports. This is a people-management role, not a solo IC function. • Own paid media strategy and budget: Plan, allocate, and manage a $5M+ annual budget across LinkedIn, Meta, YouTube, Google, Reddit, TikTok, DSP, and DOOH. Every dollar accountable. • Manage agencies and contractors: Brief, steer, and hold external partners accountable. You set the strategy and testing agenda; they execute. You know what good agency output looks like because you’ve been on that side of the table. • Run paid social as a primary channel: LinkedIn, Meta, YouTube, Reddit, and TikTok are where our buyers spend time. You’ll build audience strategies, creative testing frameworks, and campaign architectures that turn paid social into a pipeline driver. • Build the infrastructure: Stand up measurement frameworks, attribution models, tagging systems, and reporting dashboards. If the plumbing doesn’t exist, you build it. Work with RevOps and marketing ops to close the loop between ad spend and pipeline. • Run structured experimentation at scale: Design and execute testing programs across creative audiences, channels, and bidding strategies. You have a methodology for this, not just a habit of “trying things.” Document what works, kill what doesn’t, share findings across the org. • Use AI to sharpen performance: You’re already using AI for bidding optimization, audience modeling, creative iteration, and performance analysis. We expect you to show how AI fits into your workflow and where it gives you an edge. This isn’t a nice-to-have; it’s how modern paid media operates. • Drive full-funnel programs: Campaigns that serve the entire buyer journey, from awareness through demo requests and pipeline acceleration. Coordinate with demand gen, ABX, content, and sales. • Report on what matters: Translate platform metrics into business outcomes: pipeline generated, cost per opportunity, influenced revenue.

• Partner with marketing and sales leadership to execute and scale Sanity's enterprise ABX programs, translating GTM priorities into personalized account experiences that generate pipeline and accelerate revenue. • Run weekly account pod meetings with AEs and SDRs to align on priority accounts, engagement insights, campaign activity, and next-best actions, ensuring a coordinated and personalized experience across the buying journey. • Build, launch, and optimize 1:few and 1:many ABX programs across events, digital, direct mail, email, paid channels, and gifting, continuously testing and refining performance. • Develop account segmentation, vertical-specific campaigns, personalized landing pages, and buying committee engagement strategies that deliver relevant experiences at scale and improve account conversion rates. • Track ABX effectiveness across account engagement, pipeline influence, opportunity progression, and revenue impact. Use data and insights to continuously improve targeting, personalization, and program performance.

• Design, build, and operate the shared platform foundations engineers ship on every day: GCP infrastructure, Kubernetes, networking, routing, CI/CD, and observability. • Diagnose and troubleshoot complex distributed systems running at high request volume. • Ensure observability and analyze the behavior of our stack. • Contribute to in-flight work like modernizing our edge, caching, and gateway layers onto Fastly and tightening observability across the platform. • Raise the reliability bar through better dashboards, alert severity, paging standards, on-call readiness, and incident response. • Make deployment boring in the best way: build golden paths, production readiness checks, safe rollouts, and useful automation so engineers have fewer places to look before they ship. • Mentor engineers and raise the technical bar through code review, design review, and pairing. • Participate in our on-call rotation and help our developer on-call rollout land well.

• Leading and coaching a team of AEs — setting clear expectations, holding the bar high, and giving people what they need to succeed • Building and strengthening our outbound motion — prospecting, pipeline coverage, moving deals through the funnel with consistency • Keeping the business honest on forecasting — monitoring conversion metrics and intervening early when pipeline coverage looks shaky • Working closely with Marketing and Enablement to align on pipeline strategy, sharpen messaging, and get the team the right tools • Feeding customer and market insights back to leadership to shape our go-to-market thinking

• 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.