Security Journey

• Improve developer experience for lesson creation • Identify friction in the lesson development process • Improve local development environments • Help standardize and modularize lesson infrastructure • Provide guidance and tooling • Design and implement workflows • Automate repetitive processes • Improve the video lesson creation pipeline • Create, review or improve hands-on lessons

• Own day-to-day platform operations across AWS infrastructure and Kubernetes environments. • Improve reliability, scalability, and performance of systems supporting our learning platform. • Operate and evolve multiple EKS clusters across production and non-production environments. • Build internal self-service tooling and engineering guardrails that help developers ship safely and independently. • Improve CI/CD workflows using GitHub Actions and GitOps practices with ArgoCD. • Drive observability improvements using DataDog, including dashboards, alerting, and incident response readiness. • Partner with software engineers, QA, product, and security teams to remove friction and increase delivery velocity. • Lead infrastructure changes end-to-end using Terraform and modern IaC practices. • Reduce operational toil through automation, standardization, and thoughtful platform design. • Participate in an on-call rotation focused on ownership, reliability, and continuous improvement. • Mentor teammates through collaboration, code review, and operational best practices.

• Own a portfolio of large, strategic enterprise accounts with responsibility for retention, expansion, and long-term account growth. • Lead renewal strategy and execution across your book of business, managing timelines, stakeholder alignment, commercial conversations, and contract close. • Identify, develop, and close expansion opportunities including cross-sell and upsell motions across Security Journey's platform and emerging AI training offerings. • Build and execute strategic account plans focused on relationship depth, product adoption, measurable customer outcomes, and net retention. • Multithread effectively across program owners, security leaders, engineering stakeholders, and executive decision-makers, including the CIO organization. • Act as a strategic advisor to customers by understanding their business priorities, software development environment, security maturity, and learning objectives. • Lead high-quality business reviews and ongoing customer conversations that connect platform value to measurable outcomes and future opportunity. • Use HubSpot, Gong, platform usage data, and customer context to maintain forecast accuracy, manage opportunities, and drive proactive account strategy. • Partner across Sales, Product, Marketing, Customer Support, and leadership to deliver strong customer experiences and successful commercial outcomes. • Lead by example within the Account Management organization and provide informal mentorship and coaching when appropriate.

• Support full sales cycle from discovery through technical validation and close. • Lead high quality technical discovery sessions to understand buyer environments, workflows, and requirements. • Deliver engaging product demonstrations tailored to developer, AppSec, and security leadership audiences. • Translate complex application security concepts into clear, accessible explanations. • Manage proof of concept and pilot processes, including environment configuration and success criteria. • Provide technical guidance on integrations, deployment, and platform architecture. • Partner with Product, Engineering, and Customer Success to ensure accurate positioning and smooth handoffs. • Maintain strong knowledge of platform capabilities, roadmap, and secure development best practices. • Contribute to continuous improvement of demo assets, documentation, and evaluation frameworks.

• Drive entire sales process from prospecting to close • Build/manage pipeline through inbound + outbound • Deliver strong discovery, storytelling, and demos • Multi-thread deals across stakeholders • Maintain forecasting + HubSpot hygiene • Collaborate cross-functionally

• Serve as the trusted advisor for a set of strategic accounts, building deep relationships with technical and executive stakeholders. • Develop and execute account plans that connect customer goals to measurable results and align with our product vision. • Own the renewal and expansion process, uncovering opportunities to grow customer adoption and impact. • Run onboarding sessions, adoption checkpoints, and quarterly business reviews (QBRs) that inspire action. • Work closely with Sales, Product, and Engineering to deliver seamless customer experiences. • Use product usage data and customer health metrics to proactively recommend next steps that drive ROI.