TheyDo - Journey Management

• Own our onboarding program, ensuring new hires feel welcomed, prepared, and set up for long-term success. • Organise and host our bi-weekly all hands/AI Q&As. • Lead our annual company retreats, from logistics to itineraries, liaising with our service vendor and ensuring a seamless and engaging experience. • Support functions in planning and coordinating in-person team meet-ups. • Partner with our CEO and executive team to set priorities, track progress, and drive execution of strategic initiatives. • Translate high-level goals into actionable plans, timelines, and measurable outcomes. • Identify operational risks, process gaps, and cross-functional dependencies, and drive actionable solutions to keep strategic initiatives on track. • Partner with our Principal People Operations Specialist to continuously improve people operations and employee experience initiatives. • Lead internal communications, partnering with the leadership team to manage communications and updates effectively. • Organise and attend our quarterly leadership team meet-ups and ensure alignment, accountability and follow-through on agreed actions.

• Own the onboarding journey for all new mid-market and enterprise customers. • Support technical onboarding. • Drive Time-to-Value (TTV). • Design & optimize scalable processes. • Project manage multiple technical onboarding implementations in parallel. • Collaborate across teams. • Serve as a trusted advisor. • Measure and report outcomes. • Champion the voice of the customer.

• Generate Qualified Outbound Pipeline: Your #1 priority is creating qualified discovery meetings for your AEs. You'll strategically map target accounts, build cold opportunities from scratch, and pursue outbound-first with intention and precision. • Partner with 4-6 Account Executives: You'll be a strategic partner to your AEs, not just a meeting-booker. Meet regularly to align on account prioritization, share account intelligence, and co-develop outreach strategies. • Own Multi-Channel, Multi-Threading Outreach: Run highly customized outreach campaigns across phone, email, LinkedIn, and other channels. • Be on the Phone Daily: Cold calling is central to this role. You'll be on the phone every day, building rapport, creating conversations, and turning cold prospects into warm opportunities. • Think Like a Marketer: Your outreach isn't just prospecting, it's brand building. • Use AI to Work Smarter and Faster: We expect everyone at TheyDo to be curious about and hungry to adopt AI tools. • Identify, Qualify, and Develop the Right Accounts: You'll develop strong judgment around account selection and qualification. • Surface Intelligence and Keep CRM Clean: Log your activity, keep your notes sharp, and consistently bring account insights back to your AE.

• Lead our legal function end-to-end, from day-to-day contracting to long-term strategy • Refine and scale legal processes that support a fast-moving product and sales team • Act as the primary go-to person for all internal legal questions • Work closely with Sales, Product, and Leadership to unblock deals and decisions • Translate legal complexity into clear, actionable guidance • Enable teams to self-serve where possible with templates and playbooks • Collaborate with external legal partners to extend capacity and expertise • Ensure smooth communication, clear briefs, and efficient execution • Maintain and improve our global contract registry • Stay on top of relevant regulatory developments • Use technology and AI to streamline workflows and reduce manual work • Identify opportunities to automate, simplify, and improve

• Own end-to-end design for our data-focused initiatives across metrics, reporting, and insight visualizations that drives intelligent decision making • Collaborate deeply with product and engineering leadership to set direction and ship cohesive experiences across multiple areas for our Data team • Drive design from ambiguity to execution, navigating problem spaces that require deep systems thinking, breadth of creativity, and intuition for key alignment moments • Work in all levels of fidelities, balancing speed with craft to learn what works through user insight and iteration • Mentor and uplift other designers by providing clarity, coaching, and thoughtful critique that pushes the team’s bar for quality • Shape our design culture by evolving our design system to scale both product functionality and design excellence, refine our collaboration processes, and contribute to an environment where we can amplify each other’s strengths

• You’ll work across the full stack to improve how our platform handles scale, structure, and speed. • Building and evolving core platform capabilities like workspace management, permissions, and governance • Improving how data flows across workspaces, making content more flexible and connected • Driving the implementation of Workspace 2.0, helping redefine how customers structure and manage their work • Optimising performance across critical areas like journey mapping and the journey detail page • Tackling complex data challenges, including filtering, querying, and merging large datasets efficiently • Designing and improving system architecture with scalability and maintainability in mind • Collaborating closely with product managers and designers to ship features quickly and thoughtfully • Experimenting with AI capabilities and exploring how they can enhance the product experience

• Generate Qualified Outbound Pipeline • Partner with 4-6 Account Executives • Own Multi-Channel, Multi-Threading Outreach • Be on the Phone Daily • Think Like a Marketer • Use AI to Work Smarter and Faster • Identify, Qualify, and Develop the Right Accounts • Surface Intelligence and Keep CRM Clean

• Own your territory like a business: manage the entire sales lifecycle, from building pipeline to closing deals and driving expansion. • Develop strategic approaches to nurture and convert key prospect accounts, continuously building a strong, healthy pipeline. • Generate your own pipeline through strategic prospecting and account-based approaches, not just rely on inbound. • Understand the unique challenges and goals of enterprise clients • Articulate the TheyDo value proposition and proactively drive your opportunities through the buying journey from discovery to demo to consensus building to formalization • Establish and nurture strong relationships with key stakeholders including C-level execs • Work closely with internal teams including Marketing, SDR, Customer Success and Enablement to ensure a seamless customer experience • Meet and exceed monthly, quarterly and annual targets • Continuously assess and improve sales strategies to drive consistent results • Communicating transparently - as we are remote, using asynchronous messaging to keep people in the loop is essential • Communicate your insights with the product team so they can act on this

• Own the success of a portfolio of Tier 0/1 enterprise accounts • Be explicitly accountable for renewals, expansion, NRR (targeting 130%+), and Customer Success Plans • Drive adoption, value realization, and long-term growth using MEDDPICC and Command of the Message® • Create and execute customer success plans that align TheyDo’s capabilities with customers’ journey management business objectives • Guide enterprises in establishing journey management as an operating model • Help customers transition from static journey mapping to dynamic journey management • Enable customers to connect journey insights to business outcomes • Accelerate time-to-value through structured onboarding, implementation alignment, and outcome-driven success plans • Identify and lead expansion opportunities via new use cases, teams, regions, and cross-functional adoption • Lead executive-level engagement, including Executive Business Reviews (EBRs)

• Owning second-line support by verifying bug reports, reproducing issues, and ensuring they are actionable for product engineers • Performing manual and exploratory testing before and after releases • Helping ensure new features meet quality standards before they reach customers • Learning and gradually contributing to our TypeScript-based testing platform, including Playwright, Vitest, and API tests • Debugging issues using logs, tooling, and systematic investigation • Getting hands-on experience with Continuous Integration and Continuous Delivery (CI/CD) workflows using GitHub Actions • Using AI-assisted development tools such as Cursor and Claude Code as part of your workflow • Pairing with senior engineers to learn testing best practices, testability, and quality-first development