StarBridge Advisors

• Building and managing the inside sales and contract negotiation team, scaling from a founding crew to 10-30+ people. • Opening and deepening vendor partnerships at the SVP/CRO level across the SLED software ecosystem (Crowdstrike, Splunk, Tanium, Palo Alto, OpenGov, Tyler Technologies, and others). • Developing and executing the strategic point of view on how a tech-forward VAR disrupts the incumbent model. • Authorization onto the cooperative vehicles that matter: TIPS, Sourcewell, OMNIA, NASPO ValuePoint, GSA Schedule 70, Texas DIR, California CMAS, and the state vehicles relevant to our customer base. • Direct P&L ownership for the channel business.

• Build the user-facing aspects of the Starbridge platform. • Figure out ways to build highly performant, stable frontends that allow us to explain technical concepts to non-technical users. • Create structures that allow us to build and iterate quickly and be responsive to customer feedback.

• Build the field engine. Take what's already working and turn it into a repeatable, scalable system across partners, vendors, and contractors. Push us from good to great on every dimension: targeting, staffing, pre-show outbound, in-booth experience, and post-event follow-through. • Own BRIDGES end-to-end. Strategy, programming, sponsorships, speaker pipeline, attendee experience, and key metrics such as, pipeline generated, customer love, and the relationships we build "across the bridge" between public and private sector leaders. • Test new plays. Pilot regional roadshows, intimate executive dinners, customer-led roundtables, and unconventional formats that break through a saturated conference circuit. Read the data fast and double down on what works. • Partner tightly with sales and product. Every activation should be wired to pipeline goals — coordinated with AEs and BDRs, and showcasing the product in moments that actually land. • Build the team. You'll start lean (with strong contractor and vendor support already in place: production, speaker logistics, design) and grow the team as we scale.

• Directly manage AEs: Own the ramp, development, pipeline, and number for a team of quota-carrying Account Executives selling Starbridge into the SLED market. • Live deal support: Jump into discovery, demo, pricing, and closing calls. Be the person your reps want to pull in when a deal is on the line. • Coach relentlessly: Review Gong calls daily, run weekly deal reviews, and deliver pointed, specific, in-the-moment feedback. Raise both the floor and the ceiling on the team. • Get into the product: Know Starbridge as well as any AE on the floor. Demo it, break it, and translate every product release into a sharper selling motion within days — not quarters. • Be AI-forward: Use Claude and our own platform to automate what should be automated — call reviews, deal prep, forecast hygiene, follow-up emails, pipeline triage. Build prompts, agents, and workflows that compound across the team. • Own the number: Call your team's forecast weekly and hit it. Build the operating rhythm — pipeline reviews, deal desk, forecasting — that makes attainment predictable. • Hire and build: As we scale, help recruit, interview, and onboard the next wave of AEs. Raise the bar on every hire.

• Drive Sales Excellence: Manage the sales cycle from discovery to close. Most of your focus will be on closing deals — not prospecting.​ Our Growth and Marketing teams will keep you VERY busy :) • Build Strategic Relationships: Cultivate and maintain strong relationships with key decision-makers in the SLED market, positioning Starbridge as a trusted partner. • Collaborate Cross-Functionally: Work closely with our product, marketing, and customer success teams to ensure client satisfaction and inform product development. • Achieve and Exceed Targets: Consistently meet and surpass sales quotas, contributing to the company's overall success.

• Own candidate screening & qualification: Conduct resume reviews and interviews to assess skills, experience, and team fit across technical EMEA-based roles. • Partner with hiring managers: Collaborate with R&D leadership to define role requirements, interview processes, and success profiles. • Drive candidate pipeline in EMEA: Manage inbound applications, referrals, and sourced candidates to ensure steady funnel progression. • Support later-stage interviews: Where needed, conduct deeper evaluations (technical or competency-based) to accelerate decision-making. • Ensure a world-class candidate experience: Communicate clearly, provide timely feedback, and represent Starbridge’s brand and mission authentically. • Streamline recruiting operations: Help implement best practices around tools, workflows, and reporting to improve efficiency. • Act as a trusted advisor: Provide market insights on compensation, candidate availability, and recruiting best practices in the EMEA region.

• Work on a product that helps companies navigate complex government data, from contracts and grants to market signals and turn it into actionable insights using AI. • Collaborate closely with a small, senior team and have real ownership, from shaping solutions to shipping them to production and improving them over time.

• Own our revenue retention: Drive renewals, expansions, and upsells across our entire customer base with net revenue retention as your north star KPI • Lead executive relationships: Serve as the day-to-day strategic partner for enterprise clients, building trust and alignment at the C-suite level • Conduct quarterly business reviews: Facilitate strategic sessions that align customer objectives with Starbridge’s platform capabilities and roadmap • Partner cross-functionally: Work closely with Customer Success Managers to ensure seamless customer experiences and identify growth opportunities • Drive strategic alignment: Ensure our customers’ go-to-market strategies are optimally supported by Starbridge’s evolving platform