Varicent

• Own and manage the full events strategy roadmap across company-hosted events including in-person and virtual, third-party conferences, trade shows, and regional events. • Build and maintain the annual and quarterly events calendar, including recommending which events the company should host, attend, sponsor, expand, change, or discontinue. • Set clear goals for each event, including goals related to brand awareness, audience engagement, sales meetings, pipeline impact, customer retention, partner engagement, and attendee experience. • Own the end-to-end event lifecycle across the full events portfolio, from strategy, planning, budgeting, and logistics through execution, follow-up, reporting, and continuous improvement. • Create and manage event project plans, timelines, workback schedules, task lists, deadlines, budgets, stakeholder updates, and post-event reports. • Manage trade show participation, including booth planning, staff schedules, meeting space, sponsorship deliverables, attendee engagement, shipping, and lead capture. • Partner with Marketing, Sales, Customer Success, Product Marketing, Field Marketing, Partner Marketing, Creative, Communications, Finance, Legal, and leadership teams to align event goals, messaging, audience strategy, responsibilities, timelines, and follow-up.

• Drive the 0-to-1 strategy, incubation, and roadmap for new AI products • Work closely with customers and internal teams to define AI products • Lead discovery for prioritized opportunities • Translate opportunities into product requirements • Define AI evaluation and success criteria • Partner with Engineering and Design through early delivery • Prepare AI products for customer validation, launch, and scale • Partner with Product Marketing and Go-to-Market teams • Use analytics and customer feedback to inform roadmap decisions • Drive cross-functional alignment • Stay ahead of AI product trends

• Co-lead revenue strategy alongside the CRO, defining long-term vision and execution across all customer segments and regions. • Ensure cross-functional alignment between Sales, Product, Marketing, Customer Success, Finance, and Operations to support growth objectives. • Design and optimize organizational structure, coverage models, segmentation, and incentive strategies to support a scalable go-to-market engine. • Lead and mentor the Strategic Accounts and Regional Sales leadership teams, providing unified direction and accountability for quota attainment and customer impact. • Drive consistency in sales methodologies, value-based selling, and pipeline management across geographies and verticals. • Serve as executive sponsor in high-stakes negotiations and top-tier client relationships. • Develop and lead a new company-wide Cross-Sell program focused on driving expansion within the existing customer base across all product lines. • Build and scale a dedicated cross-functional team to operationalize the program—including process design, enablement, reporting, and accountability. • Establish KPIs and feedback loops to continuously refine cross-sell performance and customer outcomes. • Own enterprise-wide sales forecasting discipline in partnership with Revenue Operations. • Provide the CRO and executive leadership with insight into pipeline health, conversion rates, and growth opportunities. • Oversee implementation of scalable systems, tools, and analytics to support performance management. • Act as a strategic representative of the CRO in internal leadership forums, board updates, and external-facing events. • Engage directly with strategic customers, prospects, partners, and industry influencers to advance Varicent’s position as a leader in Sales Performance Management. • Build and strengthen a high-performing, inclusive revenue leadership team with clear succession planning and development pathways.

• Co-lead revenue strategy alongside the CRO, defining long-term vision and execution across all customer segments and regions. • Ensure cross-functional alignment between Sales, Product, Marketing, Customer Success, Finance, and Operations to support growth objectives. • Design and optimize organizational structure, coverage models, segmentation, and incentive strategies to support a scalable go-to-market engine. • Lead and mentor the Strategic Accounts and Regional Sales leadership teams, providing unified direction and accountability for quota attainment and customer impact. • Drive consistency in sales methodologies, value-based selling, and pipeline management across geographies and verticals. • Serve as executive sponsor in high-stakes negotiations and top-tier client relationships. • Develop and lead a new company-wide Cross-Sell program focused on driving expansion within the existing customer base across all product lines. • Build and scale a dedicated cross-functional team to operationalize the program—including process design, enablement, reporting, and accountability. • Establish KPIs and feedback loops to continuously refine cross-sell performance and customer outcomes.

• Lead the outreach, planning, and execution of in-person Workday Enablement Meetings, equipping Workday sellers to position Varicent effectively. • Drive the development of Workday-sourced pipeline through a combination of direct outreach to Workday account and opportunity owners (with tailored account-level POVs) and the ideation, design, and execution of 1:many marketing and ecosystem events. • Act as the Workday subject matter expert in support of Varicent Regional Sales Managers (RSMs) and Presales, shaping pursuit strategy and ensuring effective co-sell execution. • Maintain an accurate and timely weekly forecast, including opportunity notes and account status updates in CRM. • Collaborate cross-functionally with Marketing, Alliances, Services, and Product teams to align programs, messaging, and delivery to Workday’s priorities. • Support and/or lead supplemental strategic initiatives that strengthen Varicent’s position in the Workday ecosystem, such as roadmap development, customer value documentation, competitive positioning, and ecosystem expansion.

• Lead the outreach, planning, and execution of in-person Workday Enablement Meetings, equipping Workday sellers to position Varicent effectively. • Drive the development of Workday-sourced pipeline through a combination of direct outreach to Workday account and opportunity owners (with tailored account-level POVs) and the ideation, design, and execution of 1:many marketing and ecosystem events. • Act as the Workday subject matter expert in support of Varicent Regional Sales Managers (RSMs) and Presales, shaping pursuit strategy and ensuring effective co-sell execution. • Maintain an accurate and timely weekly forecast, including opportunity notes and account status updates in CRM. • Collaborate cross-functionally with Marketing, Alliances, Services, and Product teams to align programs, messaging, and delivery to Workday’s priorities. • Support and/or lead supplemental strategic initiatives that strengthen Varicent’s position in the Workday ecosystem, such as roadmap development, customer value documentation, competitive positioning, and ecosystem expansion.

• Lead the outreach, planning, and execution of in-person Workday Enablement Meetings, equipping Workday sellers to position Varicent effectively. • Drive the development of Workday-sourced pipeline through a combination of direct outreach to Workday account and opportunity owners (with tailored account-level POVs) and the ideation, design, and execution of 1:many marketing and ecosystem events. • Act as the Workday subject matter expert in support of Varicent Regional Sales Managers (RSMs) and Presales, shaping pursuit strategy and ensuring effective co-sell execution. • Maintain an accurate and timely weekly forecast, including opportunity notes and account status updates in CRM. • Collaborate cross-functionally with Marketing, Alliances, Services, and Product teams to align programs, messaging, and delivery to Workday’s priorities. • Support and/or lead supplemental strategic initiatives that strengthen Varicent’s position in the Workday ecosystem, such as roadmap development, customer value documentation, competitive positioning, and ecosystem expansion.

• Lead the design and development of new features using the MERN stack. • Build cloud-native apps with AWS Lambda, Aurora, DynamoDB, ECS, and GraphQL. • Improve system scalability, performance, and architecture. • Write clean, efficient, and maintainable code with CI/CD and test automation. • Collaborate closely with product and design to deliver intuitive user experiences. • Guide junior developers through code reviews and technical mentoring.

• Manage a portfolio of 15–20 customer accounts through regular, proactive engagement • Build and maintain strong relationships with key stakeholders across customer organizations • Align customer goals with product capabilities to support adoption and value realization • Identify and progress opportunities for account growth and expansion • Lead customer conversations focused on progress, outcomes, and next steps • Maintain accurate customer records and activity in CRM and customer success tools • Partner with internal teams to resolve challenges and improve the customer experience • Take initiative to identify opportunities for engagement, improvement, and account development

• Own, implement, optimize, and integrate the revenue tech stack to improve GTM efficiency and outcomes across Sales, Marketing, and Customer Success. • Administrate and optimize of revenue tools, CRM workflow design, cross-system integrations, data governance, and vendor management. • High adoption of tools, clean and governed data leading to fast and accurate lead/account routing, reliable forecasting/visibility, and measurable productivity and conversion gains. • Implement and oversee platforms for intelligence, forecasting, and automation. • Manage primary tools such as Gong, Clari, ZoomInfo/Ringlead, and others. • Interface with vendors, handle renewals, and troubleshoot tool-related issues. • Promote seamless communication between core tools and enhance interoperability. • Evaluate the current GTM tech stack, recommending consolidations or additions. • Educate the GTM team on workflows and new tool features. • Act as the liaison with Salesforce admins for CRM data and workflow improvements. • Support SFDC hygiene, manage account changes, and troubleshoot issues. • Manage account scoring and enrichment to guide sellers on revenue opportunities. • Maintain CRM enrichment through automated deduplication and integration tasks. • Serve as the primary Ringlead owner, maintaining automated CRM hygiene and rep assignment logic. • Act as the liaison for the Lead Management Process. • Build and maintain automated lead routing in Ringlead. • Architect processes for enriching and routing high-intent leads for quick follow-up. • Support contact segmentation within CRM for accurate engagement classification. • Collaborate with marketing on campaigns to ensure lead quality and task ownership.