Tern

• Build and ship the systems behind Tern's AI features • Build the evaluation systems that answer whether an AI feature is good enough to ship and good enough to keep • Own data quality as a first-class concern • Build and maintain the ETL systems • Work alongside product squads to build reporting

• Define the agency success motion at Tern from near day 1. Segment the book, set the engagement model, and build the playbook for how we support agencies at scale without losing relationship quality. • Own post-sale success for agencies above the GMV threshold. Build activation plans at go-live, drive integration adoption, and run structured business reviews tied to growth outcomes. • Partner with the Implementation team at handoff. Go-live is not the finish line, this role is about fostering the agency relationship long term. • Partner with the Head of CX on what the playbook should look like- what's working and support enterprise launches as needed alongside the broader agency book of business • Surface agency friction, workarounds, and feature needs to R&D. You're the voice of the agency in the product cycle and the speed of that feedback loop matters. • Build scalable touchpoints and systems that work across a range of account sizes and complexity. Use AI to run a high touch motion at a volume that wouldn't be possible otherwise.

• Ship real engineering work every week • Accelerate and compound R&D workflows • Tackle bottlenecks in autonomous throughput • Train and certify engineers on new workflows • Treat teaching and building in the open as essential

• Own supplier integrations from design through production, including the realities of third-party APIs • Ship working, tested integration features every week • Contribute to the abstractions, tooling, and AI-assisted workflows that make each new integration faster than the last • Watch your integrations in production and catch failures before advisors do

• Own the migration from Heroku to Google Cloud Platform, architecture, execution, and a cutover that doesn't surprise anyone • Build and maintain the Postgres core, Fivetran pipeline, BigQuery data layer, and Hex reporting infrastructure • Optimize the hot paths that matter most: key backend code paths and our heaviest third-party syncs, so performance holds as volume climbs • Own monitoring, alerting, cost reduction, and proactive scaling: surface problems early, keep spend sane, and stay ahead of growth rather than reacting to it • Lead incident response and write post-mortems that turn an outage into a permanent fix and a smarter team • Set the operational bar across engineering and pull others up to it

• Own agency revenue. Carry a personal quota on enterprise accounts. Co-sell on complex deals with existing reps on SMB and MM motion to shorten cycles and model the motion for the team. • Coach the team. Run structured weekly pipeline reviews with our Account Executives. Identify where deals stall, install the fix, and track whether it worked. • Define the ICP. Sharpen our target profile within the midmarket to move the reps up-market, Partner with marketing to turn it into something actionable- specific agency fit, trigger events, signals. • Own HubSpot. Pipeline hygiene, stage definitions, activity logging, forecasting. If it's not in HubSpot, it didn't happen. • Build the playbook. Document what's working. Codify objections, the demo flow, the enterprise close motion. • Recruit and develop. As we scale, you'll have input on who joins the team and own their ramp.

• Own browse, quote, and book end-to-end as we expand into new supplier categories, including lodging and cruise • Diagnose why advisors aren't adopting today's integrations and fix the UX issues holding them back, so more booking volume flows through Tern • Design how supplier discovery and quoting work inside Tern's agentic AI by establishing the patterns for browsing and quoting via Chat • Talk to advisors regularly and bring their real workflows (and their reasons for sticking with supplier portals) into the product • Partner tightly with the integrations PM and engineers to scope what's technically possible against partner APIs, and sequence toward shippable versions • Help shape how design works at Tern as the team scales: critique, systems, rituals, and future hires

• Own the qualified agency lead target: Set the baseline within 60 days, establish the monthly goal in partnership with the Head of Agency Sales, and report on it every month • Build and instrument the top-of-funnel: Stand up the tracking, attribution, and tooling needed to know what's working and what isn't across paid, earned, email, social, and referral • Run a weekly experimentation cadence: Ship lead gen experiments on a short cycle- new formats, new audiences, new copy angles. Document what works. Kill what doesn't. Build the playbook as you go. • Ship at least 2 repeatable, documented campaigns per month: Lead magnets, webinars, partner placements, or similar • Work closely with the Head of Agency Sales to sharpen the ICP: The funnel isn't just volume, it's quality. You'll refine targeting based on what's actually closing, not just what's clicking. • Manage a marketing budget across paid, content, and tooling: You decide where it goes, you justify the spend, and you cut what isn't converting • Stay aligned with events, brand, and product marketing: You're not owning those functions, but your campaigns need to pull in the same direction. • Be the expert on where agency decision-makers live: LinkedIn, trade publications, peer communities, conferences; you should know the channels better than anyone else on the team and be constantly testing new ones.

• Own the financial infrastructure roadmap beyond the host launch: virtual cards, payroll, expense management, multi-currency payments, and accounting system integrations • Build the compliance and risk foundation Tern needs to operate in the high-risk travel payments spaceShip service fee collection for host agencies, integrated with existing commission and payout flows • Design and ship the GL layer: invoicing, month-end close and locking, transaction exports, and transaction history views • Ship membership fee billing for sub-agency agents under host hierarchies • Shadow the Head of Product on existing commission and payout work for the first six months, taking targeted pieces off her plate as you ramp • Partner with the Agency engineering squad to extend the existing reconciliation suite to enterprise-scale host workflows

• Hit 80 dials per day and set 10 qualified demos per week, consistently • Prospect and qualify small and mid-sized travel agencies through outbound phone, email, and social outreach • Build genuine fluency in the travel agency landscape: tool stacks, pain points, GMV, how agencies grow and where they get stuck • Qualify inbound leads quickly and pass them to AEs with clean context and a clear handoff • Book discovery calls and demos that AEs actually want to run: solid qualification, no surprises • Keep HubSpot airtight: every touchpoint logged, every lead status current, no cracks • Use AI tools to research accounts, personalize outreach at scale, and iterate on messaging. We expect you to push what's possible here, not just use templates • Share what you're hearing in the field (patterns, objections, language that resonates) to help sharpen our ICP, messaging, and product direction • Support conference and event outreach, including pre-event targeting and post-event follow-up