Northwoods

• Reinforce the strategic direction, portfolio roadmap, and investment priorities across Northwoods’ product ecosystem, ensuring alignment with company goals, customer outcomes, and long-term growth. • Define and communicate a clear product vision across the organization, balancing near-term delivery with long-term platform evolution. • Translate customer, market, competitive, and business insights into prioritization, sequencing, and investment decisions. • Partner with Commercial and Executive Leadership on product positioning, packaging, pricing, partnerships, and market expansion opportunities. • Guide product strategy related to emerging technologies, including AI, automation, and workflow intelligence. • Help coach and develop Product Managers and Product Owners, creating clear ownership, accountability, and growth opportunities across the team. • Assist in establishing role clarity, performance expectations, and development plans for product team members. • Provide ongoing coaching through working sessions, roadmap reviews, requirement reviews, and strategic planning. • Help build a strong product culture grounded in ownership, curiosity, customer empathy, accountability, and continuous improvement. • Establish and continuously improve Northwoods’ product operating model, including discovery practices, prioritization frameworks, roadmap planning, and execution standards. • Ensure product requirements, acceptance criteria, and product artifacts are clear, testable, and implementation-ready before development begins. • Serve as a customer-facing product leader with a deep understanding of user workflows, pain points, regulatory environments, and market opportunities.

• Identify, recruit, and activate strategic channel partners across Human Services program areas to expand market reach and drive revenue growth • Build, manage, and develop the referral partner base, ensuring strong performance and mutual value creation • Design, execute, and continuously improve the partnership strategy, including referral, and technology partners, to support organizational objectives • Develop and launch joint go-to-market initiatives and pipeline campaigns to generate qualified leads and accelerate deal flow • Collaborate with partners on co-marketing, product demonstrations, and joint sales pursuits to maximize partner-influenced revenue • Create and deliver partner enablement resources; lead partner business reviews, training sessions, and ongoing engagement • Implement and scale a structured, tiered partnership program, evolving from a limited set of partners into a robust ecosystem • Regularly assess partner performance, addressing underperformance, and recognizing top partners to maintain program excellence • Build and sustain trusted relationships with partners, aligning their efforts with Northwoods’ strategic priorities • Track and analyze partner participation in deals, measure program impact, and report on key performance metrics to drive accountability and continuous improvement • Monitor and analyze industry trends, legislative changes, RFPs, and competitive activity; deliver actionable insights to inform product strategy and market positioning • Represent Northwoods at industry events and partner forums to strengthen relationships, identify new partnership opportunities, and drive joint pipeline growth • Align partner activities with organizational goals through close collaboration with Sales, Marketing, Product, and Delivery teams • Drive lead generation and support the sales team in closing partner-influenced deals; track and report on partner-driven funnel metrics • Leverage CRM systems to manage partner leads, campaigns, pipeline tracking, and forecasting • Identify and develop outreach strategies for new target customer profiles aligned to Northwoods’ value proposition • Collaborate with internal teams to develop solutions, structure pricing, and create compelling proposals, RFP responses, and sales contracts • Collaborate with Revenue Operations to deliver insights on partnership pipeline health, conversion rates, and forecast accuracy

• Build and Lead a High-Performing Sales Team (45%) • Recruit, coach, and develop a high-performing sales team aligned to Northwoods' public-sector strategy across current and target geographies. • Set clear expectations for activity, pipeline creation, stage discipline, forecast quality, and quota attainment, and hold the team accountable through a rigorous operating cadence. • Conduct regular 1:1s, pipeline reviews, and account reviews to strengthen rep performance, sharpen execution, and accelerate momentum. • Build a culture of accountability, ownership, and execution where high performance is recognized and rewarded, and where gaps are addressed directly and constructively. • Develop the team's capabilities in state-level and enterprise-style selling, navigating multiple stakeholders, longer buying cycles, and formal procurement requirements, while preserving productive customer relationships and market credibility. • Evaluate team structure and make talent decisions as needed to ensure the organization is positioned to meet the company's growth targets. • Build Pipeline, Improve Forecasting, and Win Complex Deals (40%) • Drive consistent pipeline creation across the sales team, ensuring opportunity development aligns with the company's 12- to 18-month sales cycle and revenue targets, while actively looking for ways to compress timelines and accelerate when possible. • Improve forecast quality by refining stage definitions, strengthening inspection rigor, enforcing qualification standards, and driving evidence-based deal management. • Partner directly on select strategic opportunities where executive engagement, deal strategy, or cross-functional coordination can materially improve win probability. • Use data and operating discipline to identify opportunities early, strengthen conversion across the pipeline, and improve overall bookings performance. • Serve as a Core Leadership Team Member (15%) • Contribute to company strategy as a core leadership team member by bringing market insight, sales signal, and commercial judgment into executive decisions. • Partner with Product, Marketing, Delivery, Finance, and executive leadership to improve go-to-market execution, messaging, pricing alignment, and customer feedback loops. • Help shape growth strategy by identifying market opportunities, capability gaps, and the commercial priorities required to scale. First-Year Expectations • First 90 days : Build relationships across the team, establish operating cadence, identify quick wins, and make talent decisions where needed. • Within 6 months: Strengthen pipeline quality, tighten stage discipline, improve forecast reliability, and show stronger early-stage opportunity creation consistent with a long sales cycle. • Within 12 months: Improve bookings trajectory, advance state-level and enterprise-style selling, and build an organization capable of sustaining larger quota targets.