TryHackMe

• Act as primary legal advisor to the Founders and Senior Leadership Team across commercial, corporate, regulatory and people matters • Translate ambiguous business questions into clear, commercial, risk-weighted recommendations the SLT can act on • Bring legal judgement into product, GTM and operating decisions early, before they become problems • Own and continuously evolve the Privacy Policy, Terms of Use (including AI provisions), Acceptable Use Policy and Cookie Policy across all THM properties • Lead complex customer negotiations with Government, Defence, Education, Financial Services and other regulated buyers, including DPAs, security schedules, AI clauses and security questionnaires • Own vendor and procurement contracting cycles, with a sharp eye on data protection, AI usage, security obligations and exit • Partner with our Data Protection function on GDPR, UK GDPR, CCPA / CPRA, and the wider international privacy stack

• You'll build and own the AI systems that make Live Breach feel like a real incident rather than a scripted exercise. • The AI attacker agent - an autonomous LLM-powered agent that receives a threat actor profile, a network briefing, and a configured attack chain, then executes it against a live environment. • The exercise orchestration layer - a parallel system that monitors the network during a live exercise, recognises which attack techniques have executed, listens for correct containment and eradication actions from participants, and surfaces investigation tasks tied to real attacker behaviour. • Prompt engineering for both red and blue team agent components, in close collaboration with our content engineering team • Integration with adversary emulation tooling for realistic technique execution • User emulation and noise generation — simulating realistic background activity so participants must distinguish real attacker behaviour from normal log volume • Documentation and architecture that allows the broader engineering team to operate and debug the AI layer without dependency on any single person.

• Work directly with the AI agent system, run it against targets, understand where it performs well and where it falls short, and provide structured feedback to improve coverage and accuracy • Validate, reproduce, and escalate findings, writing clear and reliable proof-of-concepts that demonstrate real-world exploitability • Coordinate disclosures across OSS projects and bug bounty platforms, managing timelines and communication effectively • Contribute to public security research and technical content that is relevant and valuable to the security community • Research emerging vulnerability classes and attack techniques, and translate those insights into improvements in how the system tests • Build and maintain custom tooling where needed, including automation scripts, payload lists, and testing harnesses tailored to specific targets

• Support reporting and analytics by building and maintaining dashboards that surface clear GTM insights for Sales, CS, AM, and leadership • Partner with Data and RevOps leadership to maintain and improve data pipelines across HubSpot, ChurnZero, Tableau, and Snowflake • Design and maintain automation in HubSpot and related tools to improve funnel flow, forecasting accuracy, and CRM hygiene • Enable GTM teams with clean data structures, consistent definitions, and reliable reporting • Support forecasting and revenue tracking initiatives for New Business, Renewals, and Expansion • Improve data quality and consistency through audits, validation rules, and workflow logic • Document processes and system logic to ensure transparency, adoption, and scalability • Collaborate cross-functionally with Sales Ops, CS Ops, Marketing Ops, and Data to translate requirements into operational solutions • Assist with ad-hoc analysis and enablement as revenue priorities evolve

• Act as the primary relationship owner for government and defence customers, building trust across operational, training, technical, and leadership stakeholders. • Establish and maintain a regular, documented engagement cadence across the entire portfolio — no accounts sit untouched without clear justification. • Lead GOV-specific onboarding and kickoff sessions aligned to mission readiness, workforce capability, and policy constraints. • Define clear success criteria early, mapping TryHackMe usage to Job Qualification Requirements (JQRs), workforce readiness goals, and cyber capability maturity targets. • Monitor adoption health (usage, engagement, milestone completion) and proactively intervene to mitigate risk well ahead of renewal. • Own renewal readiness from a value and risk perspective, beginning 6–12 months pre-expiry, with documented mitigation plans for any amber or red accounts. • Maintain accurate renewal classification, forecasting, and CRM documentation to support predictable outcomes. • Drive fast time-to-value by embedding TryHackMe into government training pipelines efficiently and securely. • Standardise and scale content mapping to Job Qualification Requirements (JQRs) — a core differentiator for the GOV segment. • Identify adoption-led expansion signals including increased seat utilisation, new units, teams, or agencies engaging, and demand for CTFs, SOC simulators, tabletop exercises (TTX), or certifications. • Partner with the Government Account Manager to convert adoption insights and usage data into qualified expansion opportunities. • Lead Executive Business Reviews (EBRs) focused on mission outcomes and workforce readiness, not product features. • Independently build net-new government champions within your portfolio and proactively identify, document, and communicate measurable customer outcomes. • Develop credible, government-ready success stories and expand TryHackMe’s GOV logo library and reference pack. • Represent the voice of the government customer internally, influencing product roadmap priorities and GOV-specific enablement.

• Act as the primary relationship owner for government and defence customers, building trust across operational, training, technical, and leadership stakeholders. • Establish and maintain a regular, documented engagement cadence across the entire portfolio — no accounts sit untouched without clear justification. • Lead GOV-specific onboarding and kickoff sessions aligned to mission readiness, workforce capability, and policy constraints. • Define clear success criteria early, mapping TryHackMe usage to: • Monitor adoption health (usage, engagement, milestone completion) and proactively intervene to mitigate risk well ahead of renewal. • Own renewal readiness from a value and risk perspective, beginning 6–12 months pre-expiry, with documented mitigation plans for any amber or red accounts. • Drive fast time-to-value by embedding TryHackMe into government training pipelines efficiently and securely. • Lead Executive Business Reviews (EBRs) focused on mission outcomes and workforce readiness, not product features. • Develop credible, government-ready success stories and expand TryHackMe’s GOV logo library and reference pack.

• Design intuitive, scalable learning experiences that guide users from beginner to job-ready. • Design new product initiatives, such as future certifications. • Improve certification experiences (clarity, flow, assessment UX, feedback loops) • Simplify complex technical workflows • Improve the core product experience used daily by millions of learners. • Collaborate closely with engineers to solve user problems. • Balance user needs with long-term platform scalability. • Comfort working on deeper product problems - not just surface UI polish.

• Play a crucial role in attracting, sourcing, and hiring talent • Develop targeted recruitment strategies • Provide support and training to peers on conducting interviews • Personalise interview structure and stages for departments and roles

• Design and run role-specific onboarding programs for new BDRs, AEs, AMs, and CSMs, reducing time-to-first-meeting, time-to-first-deal, and time-to-first-renewal • Build certification and competency checkpoints so we know when a rep is ready to sell unsupervised • Build and deliver ongoing training across the full sales cycle: prospecting, discovery, demo, negotiation, closing, renewals, and expansion • Develop playbooks, battlecards, and objection libraries in partnership with Product Marketing, Product, and sales leadership • Sit in on live calls, review recorded calls in Gong, and deliver structured 1:1 and group coaching with clear development plans • Define and track enablement KPIs: ramp time, quota attainment, win rate, stage conversion, deal velocity, ACV, NRR, GRR, pipeline coverage, and coaching coverage

• Own the full sales cycle end to end - discovery, demos, negotiation, and close • Build pipeline from scratch through outbound (email, LinkedIn, cold calls, communities, partnerships) while leveraging TryHackMe's 7M+ user base and brand • Experiment across messaging, channels, and approaches — learn fast, double down on what converts, and document what works into a repeatable playbook • Work directly with founders to shape pricing, positioning, and go-to-market strategy • Select and own the sales tooling and processes, building the foundation that future sales hires will step into • Manage customer relationships post-close and identify expansion opportunities • Run events, webinars, and conferences alongside a small marketing team — and travel to represent NoScope in market when needed.