Sardine

• Cultivate relationships with executives in Business, Technology, Risk, and Compliance, elevating awareness of Sardine's brand and value proposition. • Conduct in-depth discovery sessions to comprehensively understand the challenges, initiatives, existing tech stack, and strategic priorities of potential clients. • Establish credibility, trust, and thought leadership in Digital Transformation, Digital Identity, Compliance, and Fraud domains. • Become an authority on Sardine's product offering, showcasing its composable nature and creatively providing solutions aligned with clients' business and technology challenges. • Manage end-to-end sales processes, collaborating with the Growth team and BDRs for targeted outbound strategies, qualifying sales opportunities, tailoring presentations and demos with the Solutions Engineering team, leading negotiations, and overseeing the contracting process to close deals successfully. • Collaborate cross-functionally within the Sardine team to provide market feedback from prospects and clients.

• Develop and implement strategies for targeting enterprise account lists in specified verticals, including tailored outreach and social selling on LinkedIn to build trust with senior stakeholders. • Confidently overcome objections and guide prospects through the sales funnel, consistently doing the preparation and follow-up needed to help the team exceed revenue goals. • Support a sales team of almost 20 Account Executives for a smooth transition of outbound leads, ensuring meetings are high-quality, well-qualified, and set up for successful handoffs. • Use Salesforce, Sales Navigator, and ZoomInfo to optimize prospecting, tracking, and account management, including building and maintaining clean account and contact lists. • Identify key accounts and event attendees, proactively reaching out to schedule meetings for the team in advance of conferences and industry events, and attending select conferences to help network in person. • Partner with Sales Operations to streamline and optimize sales processes through automation, while consistently following a repeatable, process-driven outbound motion.

• Define, monitor, and enforce error budgets to ensure 99.99% product availability. • Create and execute production system scaling strategies and lead cloud infrastructure operational maintenance (e.g., Google Kubernetes Engine (GKE) cluster consolidation). • Own the GCP cloud computing budget. Analyze pricing structures and identify process flows to improve productivity and reduce operational costs (e.g., achieving 25% cost reductions). • Work with Data Engineers to prioritize performance tuning- such as partitioning and clustering BigQuery tables or optimizing ETL/ELT pipelines—so business users get their data faster. • Ensure the data architecture is structured to support advanced analytics and Machine Learning models, and prepare clean, accessible datasets for Data Scientists. • Partner with Legal and Security teams to ensure the AWS/GCP environment complies with privacy regulations (GDPR, CCPA) using Cloud IAM (Identity and Access Management) and strict data access policies.

• Manage pre-joining and onboarding experience for new hires across US, Canada, and international locations, making sure new hires have a seamless transition • Oversee payroll for US and Canadian employees and global team, ensuring accurate, timely payments and tax compliance • Maintain people policies, labor law compliance, employee handbook, and notion workspace • Manage employee expenses and reimbursements via Ramp, ensuring timely processing and accurate tracking • Lead company events, town halls, and recognition programs that people actually look forward to • Ensure data integrity across HRIS, dashboard and other platforms for reporting and audits • Improve HR workflows, automations, and tools, cutting manual work as the team grows • Partner with Finance, Legal, Security, and the rest of the People team to keep HR processes compliant and scalable

• Design and execute structured evaluation frameworks to assess the quality, coverage, and fraud-signal value of incoming data assets from vendor partners • Build lift analyses, backtests, and champion/challenger comparisons to quantify the incremental value of new data signals against our existing fraud detection stack • Profile vendor datasets for completeness, freshness, match rates, and population coverage across verticals (crypto, fintech, neobanks, e-commerce, etc.) • Collaborate with fraud leadership to define evaluation criteria tied to real fraud outcomes — false positive rates, catch rates, precision/recall tradeoffs • Translate vendor data findings into clear, actionable recommendations: adopt, pilot, deprioritize, or decline • Partner with data engineering to define ingestion requirements and ensure test environments reflect production-like conditions • Document evaluation results and maintain an internal knowledge base on vendor data performance over time • Support ad hoc deep dives into fraud trends, model performance, and client-specific data questions as needed

• Manage the full-cycle recruitment process for GTM roles, including sales, business development, sales engineering, integrations, accounts management, partnership, and more, across multiple regions in EMEA, MENA, and APAC • Own the full candidate journey from first touch to close, sourcing proactively across job boards, applicants, outbound outreach, social media, and your network • Partner with hiring managers to define job requirements, create job descriptions, and develop a clear hiring strategy for each role • Act as a trusted partner to hiring teams by providing market insight and mapping, funnel recommendations, and calibration support throughout the search • Own the candidate experience from first outreach through offer close - every candidate, regardless of outcome, should leave the process feeling respected and well-informed

• Draft and manage statements of work for customizations, white labels, builds for clients, and change orders • Partner with sales and post-sales teams to scope custom SOW engagements, define deliverables, timelines, and success criteria • Plan, coordinate, and drive the delivery of large projects for global key accounts with in-house or outsourced contractors and ISVs • Build a sardineAI preferred/certified Integration partner program. • Build and maintain a vetted network of specialized contractors and consultants capable of delivering custom fintech implementations - Source, screen, and onboard new contractors; negotiate rates and establish master service agreements (MSAs) • Match contractor skills and availability to incoming project requirements • Manage contractor performance, provide feedback, and maintain a quality scorecard system • Ensure all contractors meet compliance, security, and regulatory requirements relevant to financial services • Oversee project execution to ensure on-time, on-budget, and on-quality delivery • Serve as the escalation point for project issues and client concerns • Conduct project retrospectives and implement continuous improvement practices • Own the end-to-end billing process for contractor engagements, including time tracking, invoice review, and payment processing • Manage project budgets, track margins, and report on the profitability of the professional services book of business • Coordinate with finance and accounting to ensure accurate revenue recognition and contractor payables • Build and refine operational processes, tools, and templates to scale the professional services function • Develop and maintain reporting dashboards to track utilization, project health, and financial performance

• Next-Gen Tech Evaluation: Ensure our tech stack is built to scale in an ai-first world. You will own the evaluation of our GTM technology. • Analytics: You will design, build, and maintain the analytics infrastructure that tracks performance across the GTM ecosystem • Strategic Insights: You will provide key insights and recommendations on strategic decisions • Vibe Coding & Automation: Act as our internal GTM Engineer. Instead of waiting for traditional engineering resources, you will leverage AI development tools to rapidly build, iterate, and deploy custom tools, integrations, and automation workflows. • Cross-Functional Collaboration: Partner closely with Sales, Marketing, and Post-Sales leaders to identify operational bottlenecks and deploy data-backed solutions. • Project Execution: Deploy and execute against projects and strategic initiatives • Workflow Automation: Identify manual bottlenecks across the lead-to-cash lifecycle and engineer automated solutions to reduce "human-in-the-loop" friction and increase team velocity.

• Build and optimize data pipelines and backend services to process device and behavioral data in real time. • Develop and deploy ML models for fraud detection, ensuring they run reliably and efficiently in production. • Turn raw data into production-ready features that feed our fraud detection systems. • Collaborate with platform and backend engineers to integrate models seamlessly. • Maintain high standards of security, privacy, and compliance. • Champion best practices in testing, documentation, and observability.

• Design, build, and own user-facing features in React and TypeScript — polished, accessible, performant, and production-ready. • Set the technical direction and quality bar for our frontend, and lift the people around you through mentorship and code review. • Use AI and agentic development tools (such as Claude) fluently and effectively to move quickly, and help establish best practices for AI-assisted development across the team. • Dip into Go to build and extend the backend services and APIs behind your features when needed. • Collaborate closely with business stakeholders to architect and implement new experiences from inception to delivery. • Contribute to product and technical roadmaps, and to the broader direction of the engineering team. • Craft and maintain user-facing technical documentation that drives understanding and adoption of our products. • Play a pivotal role in shaping our engineering culture and ensuring high standards across the organization.