Strimi

• Lead, scale, and optimize the Technical Account Management organization focused on customer retention, adoption, expansion, renewal, and upsell across enterprise accounts • Build and lead the company’s new Tiger Team organization, including engagement criteria, escalation workflows, operational processes, cross-functional execution models, staffing strategy, and customer stabilization frameworks • Develop executive-level engagement and escalation strategies that improve customer outcomes, operational execution, and strategic account stability. • Lead coordinated execution during high-priority customer escalations, production recovery efforts, strategic deployment risks, and cross-functional operational incidents. • Establish clear operational boundaries, engagement models, and collaboration protocols between TAM, Support, Product Engineering, Field Engineering, and Tiger Team functions. • Partner closely with Sales leadership to identify expansion opportunities, support strategic account planning, and contribute to revenue growth initiatives • Collaborate with Product, Engineering, and Solutions teams to ensure customer feedback, adoption challenges, and product enhancement opportunities are effectively communicated and prioritized • Support beta programs, strategic product rollouts, and customer enablement initiatives for key accounts when appropriate • Establish scalable customer engagement frameworks, success metrics, operational KPIs, and executive reporting structures • Drive accountability across customer health metrics, retention performance, expansion targets, adoption benchmarks, and customer satisfaction outcomes • Build trusted relationships with executive stakeholders, technical leaders, and business decision-makers across enterprise customer environments • Foster a high-accountability, highly collaborative team culture centered around customer outcomes, operational excellence, and cross-functional partnership • Lead with a balanced approach of strategic thinking and hands-on execution, helping teams navigate ambiguity, shifting priorities, and complex enterprise customer environments • Build trust and alignment across multiple internal stakeholders and executive teams while maintaining strong momentum and focus on execution • Operate effectively within a fast-paced, high-growth startup environment with evolving priorities and limited traditional structure • Serve as a visible executive leader internally and externally, representing the company with customers, partners, and industry stakeholders • Partner with Alliances and Partner organizations to support joint customer success initiatives and strategic ecosystem growth opportunities • Travel extensively to customer sites, partner engagements, executive meetings, conferences, and internal leadership sessions

• Content Production: Build and maintain training content: course modules in WorkRamp, enablement decks, certification rubrics, one-pagers, and scripts - across the three GTM motions: Application & Data Modernization, Event Stream Processing, and Contextual Data Engine for Enterprise AI. Turn Gong calls, PMM source material, and product docs into ship-ready assets. • Striim Academy Module Build: Produce modules across the Striim Platform and Validata tracks of the 10-module curriculum. Build hands-on labs (Reprise), quizzes, knowledge checks, and digital-badge content for internal, developer, customer, and partner audiences. • Learning Tech Stack Operations: Run day-to-day administration of the learning stack: WorkRamp (LMS) publishing and learner-path config, Content management, Gong AI call tagging and clip libraries, and knowledge surfacing in Salesforce / Slack. Keep content current, versioned, and findable. • Enablement Cadence & SKO Support: Produce assets and run logistics for the bi-weekly Sales Scoops, the monthly campaign-support motion, and the quarterly certification waves. Co-build and stage materials for the July 2026 SKO Challenger Boot Camp by motion, persona, and industry. • Content Atomization: Repurpose long-form content (webinars, podcasts, certification recordings) into bite-sized enablement and demand assets via GoldCast. Maintain the battlecard and persona quick-reference libraries, tailored by industry (Financial Services, Healthcare, Retail, etc.) and persona profiles (CIO, CDO, Enterprise Data Architect, DBA, Data Engineer).

• Build and operate Striim’s end-to-end training and enablement engine - from new-hire sales and technical bootcamp, through Challenger and MEDDPICC certification, through the internal and external Striim Academy, to methodology-and-process-driven, value-articulating revenue engine capable of carrying Striim to its revenue goals over the next 12 – 18 months. • 1. Sales Methodology: Roll out Challenger + Value Selling + MEDDPICC across AE/GAE/ SE/FE. Personally design the certification curriculum, deliver the first cohort, and run weekly Gong-based coaching with sales leadership. Build the Challenger Teaching Pitch library for each of three GTM motions: Application & Data Modernization, Event Stream Processing, Contextual Data Engine for Enterprise AI. • 2. New-Hire Bootcamp: Design and operate the 30/60/90 onboarding program for new AE/GAE/SE hires in 2026. Build stage-by-stage playbooks by GTM motion, Use case, industry (Financial Services, Healthcare, Retail) and persona (CIO, CDO, Enterprise Data Architect, DBA, Data Engineer). Own ramp certification gates. • 3. Striim Academy (internal + external): Stand up the internal Academy with courses you build in our LMS with role-based learning paths. Launch the external Striim Academy - developer, customer, and partner certifications, hands-on labs, digital badges, build community funnel. Deliver a 10-module curriculum across Striim Platform and Validata tracks. • 4. Learning Tech Stack: Own and operationalize the approved learning stack: WorkRamp (LMS), HighSpot, Claude Cowork (content), Gong AI (call coaching, methodology adherence scoring), Reprise (Demo platform) and knowledge surfacing in Salesforce / Slack). sunset Mediafly + redundant WorkRamp gaps. • 5. SKO & Operating Cadence: Co-own delivery of the July 2026 Sales Kick-Off (Challenger Boot Camp combined with Whiteboarding across the three GTM motions by personas, industries and use cases). Run the bi-weekly enablement Sales Scoops, the monthly marketing campaign support motion, and the quarterly technical and sales certification waves. • 6. Partner & Co-Sell Enablement: Build partner-readiness curriculum for GCP and Microsoft Azure co-sell motions (ACR / MACC alignment). Partner closely with Partner Technology and Alliances. Treat hyperscaler AEs as a second sales force we enable.

• Serve as the primary technical partner to customers across the full lifecycle, from pre-sales discovery and solution architecture through post-sales adoption, expansion, and renewal. • Build and maintain trusted, long-term relationships with customer stakeholders through ongoing engagement, including on-site meetings and industry events. • Act as the technical point of escalation for customer challenges, ensuring timely resolution and continued success. • Partner with Sales and Field Engineering to design and architect complex, enterprise-grade solutions tailored to customer needs. • Lead the implementation of custom solutions within customer environments across multi-cloud and hybrid architectures. • Build prototypes, integrations, and production-grade systems using APIs, data pipelines, and modern frameworks. • Debug and resolve complex technical issues across distributed systems, including backend, infrastructure, and data layers. • Optimize solutions for performance, scalability, and reliability in production environments. • Act as the voice of the customer, capturing insights and translating them into clear, actionable product requirements. • Collaborate with Product and Engineering teams to influence roadmap priorities and future feature development. • Translate business needs into highly technical concepts, bridging communication between customers and internal teams. • Partner cross-functionally with Sales, Field Engineering, Product, and Technical Account Management to deliver a seamless and unified customer experience. • Contribute to internal best practices, reusable assets, and scalable solution frameworks to extend impact across customers.

• Own and drive complex enterprise sales cycles focused on data transformation solutions, including cloud migration, data modernization, real-time analytics, observability, and AI enablement. • Identify and engage the right enterprise stakeholders (e.g., CIO, CTO, CDO, data/platform leaders) and lead value-based, consultative sales conversations. • Clearly communicate the urgency and business impact of modern data infrastructure, linking solutions to productivity, efficiency, and competitive advantage. • Drive revenue through a strong partner ecosystem, including cloud providers (Microsoft, Google, AWS) and data/platform partners (e.g., Snowflake, Databricks, MongoDB). • Build, develop, and maintain effective co-sell relationships with partner sales teams; manage and advance partner-sourced opportunities with consistent communication and alignment. • Generate and progress pipeline through direct outbound efforts, owning full-cycle sales from prospecting to close. • Collaborate cross-functionally with Partner/Alliances, Sales, and Field Engineering teams to execute coordinated go-to-market strategies. • Maintain high standards of CRM hygiene, pipeline management, forecasting accuracy, and KPI tracking. • Leverage AI tools and modern sales technologies to drive efficiency and pipeline generation in a lean, fast-moving environment

• Lead the end-to-end execution of partner engagement programs and co-sell initiatives across Google Cloud, Microsoft, Snowflake, and AWS. • Serve as the main liaison between Striim’s sales teams and hyperscaler partner organizations, ensuring alignment, opportunity tracking, and follow-through. • Plan and execute partner events, roadshows, and enablement sessions, including pre-event outreach, on-site participation, and post-event follow-up. • Maintain CRM hygiene, dashboards, and partner engagement trackers to provide visibility across programs and geographies. • Partner with internal teams to prepare materials, schedule meetings, and ensure smooth communication with partners and sales teams. • Represent Striim at partner events, field meetings, and executive briefings (up to 50% travel, including international travel to EMEA). • Proactively identify gaps in program execution and drive solutions to ensure timely, high-quality delivery.

• Execute structured, high-volume outbound outreach to Google Cloud stakeholders, including field sellers, partner managers, and solution architects. • Engage prioritized customer accounts in collaboration with partner teams to identify and develop joint opportunities. • Secure and lead initial discovery conversations to position joint value propositions and uncover customer needs. • Generate qualified partner-sourced opportunities (Stage 0 / Stage 1) and drive early pipeline progression. • Act as the first point of contact for partner-driven opportunities and maintain consistent partner engagement. • Build and nurture relationships with key Google Cloud stakeholders across regions and verticals. • Deliver partner-aligned messaging tailored to Google Cloud initiatives and priorities. • Collaborate with Partner, Sales, and Technical teams to activate and advance co-sell motions. • Qualify early-stage opportunities to assess fit, timing, and next steps. • Coordinate opportunity progression from Stage 0 to Stage 1 and support handoff to Sales. • Maintain engagement through early deal stages to ensure alignment and continuity. • Schedule and coordinate initial meetings between partners, customers, and internal teams. • Manage outreach cadences and communications using tools such as SalesLoft and UserGems. • Maintain consistent follow-up to ensure momentum on partner-led initiatives. • Capture insights and feedback to refine targeting, messaging, and outreach strategies. • Support cross-functional coordination to ensure seamless execution of partner-driven motions.

• Onboard new Striim customers, delivering learning, solution strategy, technical enablement, and implementation guidance during the deployment process. • Lead customer technical teams during development phases to implement best practices and innovate enterprise adoption challenges. • Support the seamless transition from pre-sales prototypes to post-sales production scale experiences. • Collaborate with customer success and account management teams to conduct periodic health checks with customers, ensuring operational excellence with Striim. • Be the Striim product expert, coach, and trusted technical advisor during deployment. • Be the in-house customer champion, coordinating with Striim customer support and stakeholders to drive technical advocacy, product evolution, and technical innovation. • Proactively engage existing Striim customers to realize technology value with further adoption of the Striim platform, demonstrating new applications and use cases for Striim. • Increase internal knowledge base by developing and/or maintaining documentation related to Striim implementations, best practices, and troubleshooting. • Track customer issues, collaborate with support on customer-training-related matters, and work with customers to develop and track product feature requests (PFRs). • Report on the status of key accounts, including escalations, to the manager and Customer Success Manager (if applicable). • Oracle Focused Responsibilities: • Serve as an Oracle subject matter expert to guide customers in integrating Oracle databases with the Striim platform. • Assist customer DBA teams with architecture design, deployment planning, and production onboarding. • Lead technical workshops, onboarding sessions, and architecture reviews for Oracle-based use cases. • Advise customers on Oracle configurations supporting high-performance real-time data integration and CDC pipelines. • Help diagnose performance issues using AWR/ASH reports, logs, and system metrics in collaboration with customer DBAs. • Recommend tuning, scaling, and optimization strategies for complex Oracle environments. • Provide guidance on HA/DR architectures, including RAC, Data Guard, standby databases, and related technologies. • Advise customers on backup, recovery, and resiliency strategies for mission-critical deployments. • Support Oracle GoldenGate-related architectures when applicable. • Guide customers deploying Oracle in OCI, hybrid, and multi-cloud environments. • Assist with migrations, upgrades, and modernization initiatives tied to onboarding and expansion efforts. • Develop and share Oracle deployment best practices and reference architectures. • Act as a technical escalation point for complex Oracle-related customer engagements. • Collaborate with Field Engineering teams to support onboarding, adoption, and expansion initiatives.

• Onboard new Striim customers, delivering learning, solution strategy, technical enablement, and implementation guidance during the deployment process. • Lead customer technical teams during development phases to implement best practices and innovate enterprise adoption challenges. • Support the seamless transition from pre-sales prototypes to post-sales production scale experiences. • Collaborate with customer success and account management teams to conduct periodic health checks with customers, ensuring operational excellence with Striim. • Be the Striim product expert, coach, and trusted technical advisor during deployment. • Be the in-house customer champion, coordinating with Striim customer support and stakeholders to drive technical advocacy, product evolution, and technical innovation. • Proactively engage existing Striim customers to realize technology value with further adoption of the Striim platform, demonstrating new applications and use cases for Striim. • Increase internal knowledge base by developing and/or maintaining documentation related to Striim implementations, best practices, and troubleshooting. • Track customer issues, collaborate with support on customer-training-related matters, and work with customer to develop and track product feature requests (PFRs). • Report on the status of key accounts, including escalations, to the manager and Customer Success Manager (if applicable).

• Be the Striim product expert and trusted technical advisor during application deployment. • Own customer-reported application issues and provide timely solutions support. • Provide syntactical suggestions and fixes to application code. • Be the in-house customer champion, coordinating with Striim customer support and stakeholders to drive technical advocacy, product evolution, and technical innovation. • Prioritize and manage multiple open cases efficiently. • Use the java IDE and built-in debugger to isolate code exceptions. • Follow up to ensure applications are fully functional post-troubleshooting. • Perform database performance tuning and optimization. • Assist the Striim Technical Support team in reproducing customer product-related issues. • Track customer issues, collaborate with support on customer-training-related matters, and work with the customer to develop and track product feature requests (PFRs). • Set up and manage internal systems (Docker, RDBMS, etc.) to reproduce customer issues.