Seesaw Learning

• Manage a portfolio of our SMB district partnerships • Manage relationships with contacts across the BOCES • Own the renewal and expansion process for your portfolio • Lead consultative meetings with key district stakeholders using data • Develop a strategy for your book of business, identifying expansion targets and cancellation risks • Willingness to travel up to 30% within the Northeast territory to meet with customers and attend BOCES events

• Conduct daily outbound calls and emails to prospective schools to introduce Seesaw Learning’s products and services. Qualify leads and identify potential opportunities for product demonstrations and sales. • Confident in managing a full sales cycle from open to close: prospecting, advancing deals, closing deals, managing pipeline, forecasting, and creating a territory plan. • Excellent time management, pipeline management and ability to multitask in a fast paced environment. • Using a multi-threaded approach to prospecting including phone calls, email, research, leveraging sales tools and systems, Loom/Vidyard videos, social, etc. • Build and maintain strong relationships with school leaders, teachers, and other key stakeholders. • Schedule and conduct virtual product demonstrations and presentations. • Assist in developing and executing sales strategies to achieve targets and objectives. • Provide timely and accurate information to customers regarding product features, pricing, and availability. • Collaborate with the sales team to ensure a smooth handover of qualified leads and opportunities. • Work closely with RPM’s (Regional Partnership Managers) and CSM’s (Customer Success Managers) so accounts and territories are managed efficiently and cohesively. • Maintain up-to-date records of customer interactions and sales activities in Salesforce. • Stay informed about industry trends, competitor products, and market conditions.

• Deliver virtual or onsite professional development and training to support the effective use of Seesaw. • Meet with administrators (Google Meets or phone call) to plan out professional development (virtual and onsite). • Make phone calls to customers to support in getting their professional development scheduled. • Check your calendar, Slack, and email daily for updates from the team and/or sessions booked. • Maintain pre and post session documentation and notes in designated systems, including sending follow up resources to customers via email. • Update content to meet customer’s needs. • Maintain a strong knowledge of the latest features in Seesaw as well as support resources that may need to be provided to customers. • Raise any customer issues that arise with speed and urgency, helping to resolve and communicate back to the customer, as needed

• Lead the end-to-end GTM strategy for new product functions and categories. • Develop campaign messaging for the core Seesaw platform and curriculum products. • Act as the primary liaison between Product, Sales, and Customer Success teams. • Conduct competitive analysis and user research to identify market gaps. • Develop sales toolkits, including pitch decks and case studies. • Craft messaging that resonates with teachers, students, and families.

• Own and drive the company’s security strategy, roadmap, and overall posture • Serve as the internal expert on security best practices and risk management • Partner cross-functionally to ensure security is embedded across engineering, product, IT, and legal • Lead threat modeling, secure code reviews, and architecture reviews • Define and enforce secure coding standards and vulnerability management processes • Drive adoption of SAST, DAST, SCA, and other security tooling • Build and maintain security tooling, automation, and infrastructure as code • Implement security controls across application, API, and infrastructure layers • Partner with engineers on authentication, authorization, and data protection • Own vulnerability scanning, patching, and incident response processes • Strengthen cloud security (IAM, networking, secrets, logging, monitoring) • Integrate security into CI/CD pipelines and automate security gates • Partner with Legal to develop and maintain security policies and standards • Lead or support compliance efforts (e.g., SOC 2, ISO 27001) • Stay ahead of evolving regulatory requirements

• Own the Teacher and Buyer personas globally, designing high-conversion lifecycle campaigns. • Build omnichannel "evergreen" campaigns focused on driving retention, expansion and engagement. • Align with Customer Experience teams to create consistent customer touch points for both teachers and administrators. • Partner with Product teams to build in-product touchpoints to improve product usage, education, and retention. • Use customer journey data to pilot A/B tests and personalization tactics that increase conversion. • Analyze campaign health regularly, turning raw data into actionable insights and executive-level performance updates.

• Deliver end-to-end product features that improve activation, engagement, and monetization • Build and optimize onboarding and early user experiences to reduce time-to-value • Design and implement scalable systems for AI-powered and growth-related features • Partner with product, design, and data to run experiments and measure impact • Use data and user insights to continuously improve product experiences • Contribute to a high-quality codebase and mentor other engineers

• Modify, diagnose, and change code in our Python HTTP backend, which runs on Tornado and backed by data stored in Dynamo, Elasticsearch, and Redis. • Contribute to our infrastructure-as-code repo, which is responsible for provisioning resources in AWS. • Reason about distributed systems to drive good technical decision-making. • Own technical work from the early stages of inception, to implementation, to production monitoring and alerting. • Export best practices around code authoring, tool usage, and observability to other engineering teams at Seesaw. • Ensure the security and reliability of Seesaw's platform, proactively identifying and addressing potential vulnerabilities and performance bottlenecks. • Optimize cloud infrastructure for cost-effectiveness, leveraging best practices in resource management • Help develop a strong technical roadmap and engineering culture through design proposals, industry engagement, and more • Partner with senior team members, product managers, and other key stakeholders to drive strategic initiatives and align infrastructure development with business objectives.

• Build and maintain automated security controls across AWS, CI/CD, and application infrastructure. • Develop custom security tooling to automate manual processes. • Work closely with Engineering and external bug bounty participants to mitigate vulnerabilities in the Seesaw Learning platform. • Make improvements to the Seesaw Learning platform codebase to support secure-by-default development. • Improve our infrastructure by aiding in the development of our Infrastructure-As-Code configurations. • Partner with Engineering to integrate scanning, alerting, and compliance checks into daily development workflows to shift security left. • Improve observability and detection through enhanced logging, alerting, and vulnerability pipelines.

• Partner with key stakeholders on Salesforce strategy for the GTM organization, including roadmap development, prioritization of requests, and alignment across teams • Partner with Business Technology to prioritize requests, manage backlog items, and coordinate releases • Establish and maintain Salesforce data governance standards, including data quality, security, access controls, and system scalability • Manage system change processes including documentation, testing, QA validation, and deployment coordination with Business Technology • Own the end-to-end GTM lifecycle architecture in Salesforce • Ensure Salesforce workflows accurately support sales pipeline management, renewals forecasting, customer lifecycle tracking, and expansion opportunities • Partner with internal operations and data teams to maintain a cohesive GTM systems architecture between Salesforce and other GTM systems (e.g., customer success platforms, marketing automation, analytics tools) • Support troubleshooting, user support, and operational issue resolution related to CRM workflows • Lead process mapping initiatives across Sales, Marketing, and Customer Success teams to ensure clear and scalable workflows • Identify operational bottlenecks across the revenue lifecycle and propose system or process improvements • Translate business needs into detailed Salesforce requirements and partner with Business Technology to implement solutions • Ensure consistent communication between GTM stakeholders and technical teams regarding system changes and operational updates • Support operational readiness for new GTM initiatives including pricing changes, product launches, and market expansions • Establish reporting standards and data structures that support consistent revenue reporting and operational visibility • Partner closely with Finance to ensure alignment between Salesforce data structures and revenue reporting logic • Ensure Salesforce data is reliable and structured appropriately for pipeline reporting, forecasting, renewals tracking, and performance measurement • Manage and develop a team of three responsible for Salesforce administration and GTM operational support • Prioritize operational requests against team workload to ensure timely resolution of system and process needs from GTM teams • Establish clear operational standards for documentation, system QA, and process consistency across the team • Provide coaching and development to grow the team’s expertise in revenue operations and CRM management.