Totango

• Outbound prospecting across phone, email, LinkedIn, and other channels to find and engage the right people at the right accounts • Inbound lead handling. Quickly qualifying demo requests and marketing-sourced opportunities, routing them to the right AE with full context • Identifying champions and key stakeholders within target accounts through research and social monitoring • Generating qualified pipeline for the Account Executive team; quality over quantity, always • Contributing to marketing campaigns and helping amplify top-of-funnel efforts • Maintaining clean, accurate records in Salesforce so nothing falls through the cracks • Bringing creative approaches to account penetration when the standard plays aren’t working

• Own the end-to-end activation journey for new and expanding customers, from contract to first value • Serve as the customer’s primary post-sale guide through onboarding, sequencing, and early value realization • Design activation plans that deliberately follow the minimum viable path to first value, avoiding unnecessary complexity or over-configuration • Maintain full ownership of activation execution with a clear focus on achieving a first measurable moment of impact within the first 60 days • Partner with assigned Value Partners to co-create the customer Value Plan • Translate value agreements, objectives, and SMART goals into a focused, tactical activation plan • Establish clear activation milestones, success criteria, and sequencing tied directly to customer outcomes • Lead training and enablement sessions that teach customers how to use Totango independently • Prepare customers for launch with workflow readiness, adoption guidance, and change-management best practices • Support customer-led end-user training and launches with templates, decks, and structured guidance • Coordinate with Customer Care Partners, Customer Success Engineers (CSEs), Solutions Engineers, and Product as needed — with clear ownership boundaries • Participate in late-stage sales conversations (in partnership with Sales and Value Partners) to set expectations for activation, timelines, and early success • Contribute to internal handoffs and kickoff preparation by reviewing deal context, objectives, and commitments

• Own the full marketing function for Totango • Build and execute a marketing strategy that drives pipeline • Elevate our brand in the post-sales space • Scale our reach through marketing activities

• Own the success and value attainment of a portfolio of up to 75 SMB and digitally supported customers • Help customers operationalize Totango to drive measurable improvements in customer retention, growth, and lifecycle management • Reinforce best practices and strategic use cases that help customers maximize the value of the platform • Monitor account health, engagement signals, and product usage to ensure customers are progressing toward value • Drive proactive renewal conversations that reinforce business impact and platform value • Identify potential risks early and work cross-functionally to mitigate them ahead of renewal • Engage customers on a monthly or as-needed cadence depending on risk, value milestones, or renewal proximity

• Lead, build, and manage the marketing strategy. • Foster a culture of positivity and encouragement within the marketing team. • Engage with the broader community, presenting and sharing insights. • Focus on measurable marketing outcomes and growth strategies.