Sprout Social, Inc.

• Own the financial strategy, planning, and performance management for Sprout’s go-to-market (GTM) organization—including Sales, Customer Success, and Support—with scope expected to evolve as the business grows • Lead top-line forecasting, including ARR, revenue, and RPO, ensuring accuracy, rigor, and alignment with company objectives • Own customer count and ARR reporting, including the metrics that contribute to external disclosures, ensuring accuracy and integrity at all times • Drive annual planning for the GTM organization, partnering closely with Finance leadership to align GTM priorities with company-wide strategy; co-lead long-range planning with Corporate FP&A • Serve as a strategic finance partner to the CRO, SVP of Customer Experience, and VP of Revenue Operations—influencing decision-making across growth, efficiency, and resource allocation • Oversee forecasting, budgeting, and management of GTM spend (~$150M), including commissions modeling, ROI analysis, and headcount and capacity planning • Anticipate business trends, risks, and opportunities before they surface—proactively framing scenarios, stress-testing assumptions, and preparing executive stakeholders for high-stakes conversations ahead of the curve • Own and evolve KPI reporting and executive-level insights, translating complex financial data into clear, compelling narratives that drive decisions at the highest levels of the organization • Build, lead, and scale a high-performing FP&A team—establishing the structure, processes, and talent to support a growing and evolving organization • Champion the development of scalable financial models, systems, and processes, leveraging automation and AI to improve forecasting accuracy, reporting efficiency, and decision support • Partner cross-functionally with Accounting, Data, and Business Operations to ensure alignment across financial, operational, and strategic planning

• Architect and deliver production agentic workflows • Own the design of LLM-powered content enrichments • Lead the technical direction for tool-augmented LLM systems • Make architecture-level decisions about model usage • Define structured prompting standards and schemas • Set the bar for how NewsWhip evaluates LLM systems • Own guardrails for safety and output consistency • Build observability into every LLM feature • Make pragmatic trade-offs between model quality, latency, and cost • Evolve the embedding and semantic search infrastructure • Improve retrieval relevance • Partner with Product and UX • Lead technical design discussions • Raise the bar through code review and mentorship • Evaluate emerging models and frameworks

• Ensure we build, scale, ship, and monitor our AI and Agent platforms reliably, leveraging technologies such as Java, Python, MySQL, OpenSearch, Redis, AWS, and Kubernetes. • Integrate generative AI and agentic AI across Sprout’s existing ecosystem and infrastructure, helping define and build frameworks for platform AI enablement. • Build with AI and agentic AI in your own work, using tools such as Claude Code. • Influence and contribute to technical roadmaps by researching and prototyping emerging AI technologies, frameworks, and state of the art methods. • Partner with product managers, designers, applied AI/ML scientists, and other engineers to define requirements and complete feature work. • Uphold project quality and planning through meeting deadlines, breaking down work, and ensuring proper testing and monitoring. • Contribute to the team’s growth through mentorship, knowledge sharing, and providing feedback on PRs and technical designs.

• Coordinate collection efforts for past due invoices, including outreach, follow-ups, and documentation of all communications and resolutions. • Partner with customers and internal teams to resolve billing issues, disputes, and questions, ensuring timely payment and account resolution. • Escalate complex collection or billing issues to Collections Management as needed. • Complete vendor setup forms and manage onboarding in customer billing portals. • Support daily cash application and investigate, resolve, or escalate discrepancies. • Maintain accurate records and reporting on collections activity, account status, and cash applications. • Provide regular updates on collections performance, risks, and account health. • Follow established Collections team processes and ensure compliance with audit and internal standards.

• You will own the overall international accounting processes, including compliance. • You will work closely with tax, payroll, legal, and other accounting teams to ensure we meet all of our deadlines and obligations. • You will oversee five international audits from beginning to end, working in conjunction with our third-party partners. • You will own the relationship with our third-party services providers who assist with local filings and compliance. • You will drive process improvements to ensure we are operating efficiently and create new processes to accommodate our always-changing and quickly growing business. • You will review the work of other team members and provide coaching and feedback as needed. • You will be the go-to person for international accounting and tangent processes.

• Design, develop, and deploy customer-centric features that leverage data science, machine learning (ML) and generative AI technologies. • Contribute to tangible, quantifiable, and measurable impact on Sprout Social’s highest priority AI initiatives, directly benefiting our customers and driving key business outcomes. • Develop robust frameworks for evaluation and measurement of AI features to increase speed, improve quality, and provide demonstrable ROI of product enhancements. • Collaborate closely with product management, design, and software engineering partners to deliver high quality AI solutions quickly and confidently. • Effectively communicate AI capabilities, limitations, and product implications, ensuring alignment between technical possibilities, customer needs, and product vision.

• Prospect, develop and close sales opportunities with both new logos and existing customers in the large enterprise segment. • Own your numbers - consistently meet and exceed your activity goals (prospecting and meetings completed) to build a fruitful pipeline that will provide consistent quota retirement. • Establish deep relationships within your book of business through multi-threading, achieving both executive or VP level and end user engagement. • Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization. • Partner with the Director of Enterprise to define key success metrics for your role and how you will measure against them. • Meet with current members of the Enterprise Sales team individually to understand what’s working, what’s not, and gather learnings to implement into your role. • Shadow Account Executives on calls live or through Gong to learn sales strategies and positioning. • Dive right into our platform to learn about what makes our platform unique, how our solution impacts business objectives and why customers love our solutions. • Learn Sprout’s go-to-market messaging, key differentiators, develop and personalize segment-specific value propositions. • Learn the relevant customer stories and case studies to justify your value propositions with real ROI examples from the field. • Complete a demo and written certification to ensure comprehension. • Learn Sprout’s existing customer sales process by shadowing your peers. • Identify the top 20-25% of new logo opportunities within your book of business to create focus and execution in your weekly prospecting activities. • Co-build account & territory plans with your BDR, Professional Services, Solutions Engineers & Customer Success teammates. • Regularly meet with your BDR to define a relationship that ensures seamless communication and coordination on all net new business generation and expansion opportunities.

• Drive the Strategic Execution of 'Breaking Ground': Act as the end-to-end owner of our quarterly launch program, optimizing the operational framework to scale awareness and product expansion across the portfolio. • Master the Release Engine: Own the workflows, processes, and collateral for our product releases, ensuring the entire PMM team is aligned on roadmap processing, release tiering, and GTM documentation. • Operationalize the Roadmap: Manage and up-level high-impact resources like our Product Roadmap Deck and the Product Updates webpage to ensure our Revenue teams are always equipped with the latest value-forward stories. • Cross-Functional Orchestration: Partner closely with Campaigns, Brand Creative, and R&D to deliver seamless events and collateral that showcase the power of Sprout’s AI-driven platform. • Drive Efficiency: Act as the 'Product Ops' mind within Marketing, identifying ways to merge workflows (specifically within Jira) and leveraging tech—including AI-driven workflow improvements—to help us work smarter.

• Partner with Account Executives and Customer Success teams to drive revenue through data-backed financial insights. • Design credible ROI/TCO models, lead discovery workshops to quantify pain points, and translate findings into executive-ready narratives. • Act as a strategic advisor, shape deal strategy, assist in proposal structuring, and develop repeatable value assets. • Expand business value framework, ROI, TCO, and COI calculations, and financial impact modeling to support sales engagements. • Support field sales training and execute scalable value-selling programs and activities. • Participate on the account team as a strategic partner, informing and influencing account strategy and success plans. • Develop on-site value discovery workshops and client presentations. • Establish credibility with customer executives such as CIOs, CMOs, CFOs, based on experience with IT, marketing, digital transformation, and large opex projects. • Package repeatable value stories, benchmarks, and templates for the broader field. • Lead and coordinate high-level business strategy discussions with strategic accounts. • Rapidly gain a deep understanding of the customer's industry and business model. • Identify critical stakeholders and navigate decision-making processes. • Provide thought leadership, training, and consultative partnering with internal sales and cross-functional customer-facing teams.

• Drive Value & Adoption: Lead training sessions and value discussions to ensure a high volume of customers effectively utilize Sprout’s core functionalities to meet their strategic goals. • Scale Customer Success: Execute one-to-many playbooks and leverage self-service resources, like in-app guidance and knowledge base articles, to drive platform utilization at scale. • Proactive Health Monitoring: Analyze usage data and health metrics to identify trends, proactively address churn risks, and uncover opportunities for customer growth. • Efficient Issue Resolution: Resolve customer inquiries promptly, leveraging support tools and escalating complex issues to ensure a seamless experience. • Operational Excellence: Partner with Product and Engineering to identify and implement process improvements and automation that streamline our Customer Success operations. • Team Collaboration: Contribute to our collective knowledge by developing internal best practices and resources that help the entire support community grow.