Secfix

• Month 1: Become a strong IC. Get into the codebase, ship a meaningful feature, and prove to yourself and the team that you can build at the level we need. You don't need to be the best senior engineer on day one, but you should be onboarded and delivering high-quality work fast enough that you can credibly help others improve. Expect to spend 70–80% of your time writing code. • Month 2: Own hiring. Beyond continued IC contributions, take over engineering interviews and build a better technical interview process. The current setup depends too many people. You'll design technical challenges, run screens, and make hiring more consistent and repeatable. This matters — we're planning to double the team in the next 12 months. • Month 3: Start leading. Help design a pragmatic way to evaluate team performance — simple, measurable, not bureaucratic. Start doing more regular 1:1s with each team member, focused on three things: output x impact, quality, and AI efficiency. Identify who's behind and help them improve. Remove obstacles from top performers. • Over time, the balance shifts. Coding goes from 70% to 10–20%. Hiring becomes the plurality of your work, we’ll grow the team from 5 engineers to 9 in the next months (50–70% during active hiring, 20–30% after). Mentorship and process improvement grow as the team grows. But you never fully stop building — you stay in the code enough to have credible technical judgment.

• Own the system design on our biggest projects. • Lead our multi-tenant evolution. • Build our first AI product. • Lay the foundations for agentic AI. • Bring AI-assisted engineering to the whole team. • Grow alongside the team.

• Own the system design on our biggest projects. You're working on major new features — not picking up a ticket, but writing the technical spec, presenting the architecture, getting alignment, and driving it to production. And working on it with the team in a state they can own. • Lead our multi-tenant evolution. Today each customer gets their own workspace. As we grow, we're building support for organisations that need to manage multiple sub-tenants — think a holding company overseeing compliance across several subsidiaries, or a consultancy managing certifications for a portfolio of clients. You'll design the architecture that makes that possible cleanly and at scale. • Build our first AI product. We're moving from "we use AI in our tooling" to "we ship AI to customers." This is a meaningful shift — and one of the most technically interesting challenges we've faced. You'll help define what that looks like and lead the backend architecture that makes it real. • Lay the foundations for agentic AI. Longer-term, we're building towards AI that can autonomously run compliance workflows. The technical decisions made now will define how we get there. You'll be making them. • Bring AI-assisted engineering to the whole team. You're genuinely curious about how AI tooling is changing the way we build — and you share that curiosity openly. You try new tools, figure out what actually works, and bring the rest of the team along with you. Not through formal sessions, but through the natural back-and-forth of working together day to day. • Grow alongside the team. You care about the engineers around you. You review system designs thoughtfully, give real feedback on code, and help people work through hard problems — not by taking over, but by thinking out loud with them. Everyone gets better together.

• Own the system design on our biggest projects. You're working on major new features — not picking up a ticket, but writing the technical spec, presenting the architecture, getting alignment, and driving it to production. And working on it with the team in a state they can own. • Lead our multi-tenant evolution. Today each customer gets their own workspace. As we grow, we're building support for organisations that need to manage multiple sub-tenants — think a holding company overseeing compliance across several subsidiaries, or a consultancy managing certifications for a portfolio of clients. You'll design the architecture that makes that possible cleanly and at scale. • Build our first AI product. We're moving from "we use AI in our tooling" to "we ship AI to customers." This is a meaningful shift — and one of the most technically interesting challenges we've faced. You'll help define what that looks like and lead the backend architecture that makes it real. • Lay the foundations for agentic AI. Longer-term, we're building towards AI that can autonomously run compliance workflows. The technical decisions made now will define how we get there. You'll be making them. • Bring AI-assisted engineering to the whole team. You're genuinely curious about how AI tooling is changing the way we build — and you share that curiosity openly. You try new tools, figure out what actually works, and bring the rest of the team along with you. Not through formal sessions, but through the natural back-and-forth of working together day to day. • Grow alongside the team. You care about the engineers around you. You review system designs thoughtfully, give real feedback on code, and help people work through hard problems — not by taking over, but by thinking out loud with them. Everyone gets better together.

• Own new ARR and revenue targets across DACH and, over time, broader Europe • Convert pipeline into revenue through strong deal execution • Improve win rates, sales cycle efficiency, and pipeline progression • Define KPIs, quotas, and compensation models as we scale • Personally run and close key deals, especially in mid-market • Model best-in-class discovery, demos, negotiation, and closing for the team • Build and scale the DACH sales team for Secfix • Hire, coach, and develop Account Executives and BDRs • Run structured deal reviews and pipeline reviews • Foster a high-performance culture focused on accountability and learning • Lead the BDR team responsible for outbound prospecting and meeting generation • Ensure consistent prospecting activity and outreach performance • Improve meeting quality and opportunity creation • Optimize the BDR → AE handoff and pipeline quality • Establish and refine our sales process and qualification framework • Build predictable forecasting and pipeline management • Maintain strong CRM discipline and pipeline visibility in HubSpot • Ensure accurate forecasting and clear pipeline reporting

• Own and develop a portfolio of mid-market target accounts • Identify and prioritize strategic accounts based on ICP, industry focus, and buying signals • Build net-new pipeline through thoughtful, multi-touch outbound (calls, email, LinkedIn, events) • Navigate multi-stakeholder buying processes • Run structured discovery and qualification calls • Build long-term relationships and nurture accounts beyond initial outreach • Represent Secfix at relevant industry events • Collaborate closely with Account Executives to support deal progression • Maintain high CRM discipline and structured reporting in HubSpot • Contribute to refining messaging, segmentation, and mid-market playbooks

• Own your dedicated SMB territory in the DACH region • Build net-new pipeline through high-volume outbound execution • Execute structured multi-channel outreach: cold calling, email outreach, LinkedIn • Consistently maintain high activity levels and daily outreach targets • Run discovery and qualification calls with SMB prospects • Hand over well-qualified opportunities to Account Executives • Maintain clean CRM hygiene and pipeline tracking in HubSpot • Identify small automation improvements to increase efficiency • Use feedback and data to continuously improve outreach performance

• Manage the customer lifecycle from day 1 through renewal, ensuring that our customers receive the highest level of service and support. • Drive customer adoption and ensure successful onboarding to increase customer retention and revenue. • Build and improve our CSM processes and set up the infrastructure to be highly impactful on the customer journey. • Onboard and support Secfix customers through the lifecycle of their certification journey. • Become an expert in ISO 27001, GDPR and other forms of compliance. • Work cross-functionally with sales, marketing, engineering and product teams to align on customer needs and company strategy. • Serve as the point of contact for your customers in the DACH region and drive them to specific business outcomes on their timelines. • Write and record educational and technical content for our knowledge base.