SimpliGov

• Prospect, qualify, follow up and educate a high volume of cold leads into prospects. • Develop a thorough knowledge of the SimpliGov platform, and value proposition. • Use Salesforce and sales enablement tools according to SimpliGov standards. • Support Sales Executives by prospecting and scheduling qualification meetings. • Maintain a sufficient volume of outbound activities to achieve or exceed your monthly quota of scheduled meetings and qualified opportunities.

• Lead, manage, and develop a team of SDRs to meet and exceed pipeline generation goals in both inbound and outbound motions. • Own outbound strategy and execution, setting weekly and monthly activity and pipeline targets while holding the team accountable to performance expectations. • Provide hands-on coaching in prospecting, messaging, and objection handling to continuously improve performance. • Monitor funnel metrics in Salesforce to identify trends, surface coaching opportunities, and improve conversion rates from first touch to qualified meeting. • Equip SDRs with effective talk tracks, outreach sequences, and objection handling frameworks – iterating on what’s working to increase meeting volume and quality. • Partner with Sales, Marketing, and Revenue Operations to ensure SDR activity is aligned with ICP targeting, campaign priorities, and pipeline goals. • Partner with Regional Sales Directors on territory planning and target account strategies to maximize SDR team outbound impact.

• Develop sales and marketing content, including customer case studies, one-pagers, solution briefs, sales decks, and campaign assets. • Turn technical concepts into clear, structured narratives tailored to target personas and buying stages. • Create content that supports pipeline generation and deal progression by addressing customer needs, objections, and use cases. • Develop training and education content for new team member onboarding, product launches, and other internal learning initiatives. • Edit and proofread all content for clarity, accuracy, and brand alignment before it ships. • Own competitive positioning materials and battlecards, working from Product Marketing's research and messaging direction. • Help develop and refine buyer persona and use-case documentation that both Sales and Product Marketing draw on. • Bring field and deal-cycle feedback back to Product Marketing to sharpen messaging over time. • Build and maintain a centralized library of sales-ready content that is easy to find, current, and mapped to key stages of the sales cycle. • Ensure content is practical and built for real-world use in sales conversations, so teams can tell a consistent story across engagements. • Support product launches and releases with relevant, engaging collateral.

• Assist CSMs with onboarding new customers, including preparing materials, coordinating meetings, and supporting working sessions. • Proactively partner with customers to create success plans, and be responsive to customer inbound inquiries, ensuring timely and accurate follow‑up. • Help maintain customer documentation, success plan tracking, and account records. • Manage portfolio with an AI-first approach to drive super-efficient operations. • Track customer utilization and adoption metrics, highlighting trends or risks to the CSM team. • Prepare dashboards, meeting summaries, and materials for QBRs/EBRs. • Assist in gathering customer feedback and organizing it for internal teams. • Convey value by demonstrating progress in the customer’s program outcomes. • Hold Strategic Business Reviews to ensure value is realized at the leadership level. • Identify and support expansion opportunities to increase customer adoption and business objectives. • Collaborate with Product, Support, and Professional Services teams to ensure customers receive coordinated, consistent service. • Help schedule and facilitate training sessions, webinars, and resources that guide customers on best practices.

• Hire, onboard, coach, and develop a high‑performing team of CSMs; conduct regular 1:1s and career development plans. • Set clear goals, competencies, and expectations; provide ongoing feedback and performance reviews. • Create capacity models, territory/account assignments, and coverage plans aligned to customer needs and ARR. • Foster a culture of customer obsession, accountability, and continuous improvement. • Own portfolio health metrics (e.g., adoption, value milestones, GRR/NRR, CSAT) and drive corrective action plans as needed. • Guide strategic accounts and join executive meetings/QBRs to reinforce value and alignment. • Oversee risk management, renewal strategy, and expansion planning in partnership with Sales. • Identify and support expansion opportunities by working with Sales to increase customer adoption and business objectives. • Build, document, and scale the customer journey, playbooks, and success plan templates. • Establish operating cadences (team stand‑ups, forecast/health reviews, deal/risk reviews, QBR program). • Leverage AI‑assisted tooling for insights, productivity, and proactive outreach. • Define and report on KPIs; use data storytelling to inform decisions and executive updates. • Act as the voice of the customer with Product, Engineering, Professional Services, Marketing, and Support. • Prioritize product feedback and influence roadmaps with evidence from customer outcomes. • Coordinate resolution of major escalations and strategic initiatives across teams.

• Build target account lists with real context. Understand the operational problem before you pick up the phone. • Develop a thorough knowledge of the SimpliGov platform, and value proposition. • Deploy workflows in Gong and Salesforce. Measure conversion at each stage. Change what doesn't work. Iterate. • Maintain a sufficient volume of outbound activities to achieve or exceed your monthly quota of scheduled meetings and qualified opportunities. • Qualify prospects on initial conversation. Surface real pain. Understand procurement. Hand off qualified ops to our RSD team. • Share what you learn from conversations with our sales leadership. Help shape messaging. See your insights drive better campaigns.

• Support and optimize the current Agile delivery model, including sprint health, dependency tracking, and cross-team coordination. • Facilitate lightweight sprint synchronization when initiatives span multiple pods. • Own a unified view of engineering initiatives, sequencing, and delivery confidence across teams. • Surface cross-team risks early and drive mitigation before they impact customers. • Establish production readiness standards and ensure disciplined release practices across environments. • Own lifecycle governance of feature flags and exposure states as we evolve toward continuous delivery. • Partner with Engineering Managers to improve SDLC maturity and delivery predictability. • Design mechanisms that gradually reduce ceremony while increasing clarity and accountability. • Support the transition from release-train style governance to AI-PDLC exposure discipline. • Improve delivery metrics focused on predictability, risk reduction, and operational resilience.

• Own the vision, roadmap, and prioritization for SimpliGov’s AI platform and intelligent workflow capabilities. • Lead the evolution of SimpliAI from assistant-level productivity tools to purpose-built AI agents and, over time, outcome-driven government operations. • Define and evolve the structured government workflow data model that underpins AI capabilities and strengthens our long-term data moat. • Identify opportunities to convert normalized workflow data into predictive and prescriptive intelligence across agencies. • Lead discovery to deeply understand agency bottlenecks, staffing constraints, trust concerns, and compliance requirements related to AI. • Partner closely with Engineering to deliver AI-driven document parsing, logic inference, workflow generation, verification, and quality monitoring capabilities. • Lead Private Preview strategy in partnership with Customer Success, ensuring structured feedback loops and measurable learning. • Define requirements that ensure tenant-level data isolation, anonymized cross-agency learning, explainability, audit-readiness, and human-in-the-loop controls. • Collaborate with Engineering Program Manager on disciplined feature flag and exposure governance. • Partner with Product Marketing to support positioning, enablement, and customer education for AI capabilities. • Establish and track success metrics tied to AI adoption, workflow intelligence quality, automation impact, and program-level outcomes.