Very Big Things

• Own full-cycle sales execution: Manage opportunities end-to-end: discovery, qualification, stakeholder alignment, proposal development, negotiation, and close. • Maintain a high-quality pipeline focused on upper mid-market and enterprise buyers; produce accurate, defensible forecasts. • Ensure consistent deal velocity through clear next steps, decision-criteria validation, and buying-group alignment. • Represent our offerings with clarity and confidence: Lead with our core packaged solutions: Transform Work and Modernize + AI. • Communicate value, methodology, and expected outcomes in a structured manner; respond to technical questions with practical accuracy. • Partner with technical leadership during deeper technical evaluations and security/compliance discussions. • Build executive trust and long-term relationships: Engage C-suite sponsors and operational leaders with clear, concise communication. • Establish credibility through thoughtful discovery and measured commitments—focused on business outcomes and ROI. • Coordinate with internal stakeholders to ensure clean handoffs and strong delivery continuity. • Contribute to a repeatable GTM motion: Maintain exceptional CRM hygiene and deal documentation. • Improve playbooks, talk tracks, and qualification frameworks based on field learning. • Collaborate with vertical GTM initiatives (e.g., healthcare/life sciences, hospitality, manufacturing, education).

• Operationalize GTM strategy: Translate vertical and account plans into weekly and monthly execution rhythms. • Establish a consistent GTM cadence (planning, activity targets, reviews, pipeline reviews, and post-mortems). • Ensure target account progression is visible, measurable, and actively managed. • Build the revenue operating system: Own CRM process, definitions, governance, and reporting; ensure pipeline data is reliable. • Create and maintain outreach standards (sequences, messaging frameworks, follow-up norms, and relationship-building workflows). • Implement scorecards across activity quality, conversion, stage velocity, and pipeline coverage. • Drive accountability and execution quality: Run weekly GTM operating reviews; surface risks, blockers, and decisions required. • Hold sales and GTM contributors accountable to commitments and quality standards—while enabling them with better tools, templates, and process. • Improve execution through coaching, feedback loops, and clear expectations for quality. • Coordinate GTM programs and enablement: Support targeted campaigns and co-marketing programs aligned to priority accounts/verticals (light ABM). • Ensure consistent use of case studies, proof points, and value narratives. • Partner with sales leadership on enablement materials and iterative improvement of the sales process. • Improve handoffs and delivery alignment: Establish clean qualification, scoping, and handoff expectations so delivery begins with clarity. • Partner with technical leadership to align GTM commitments with delivery realities. • Represent CEO at internal and external events in the circumstances when the CEO cannot be present due to conflicts, family commitments, vacations etc. • Determine what company actions can be delegated to direct reports or need the attention of the CEO. • Assist in ensuring all CEO actions are completed in prompt fashion. • Help CEO focus on high value activities by delegating, managing calendar and helping prioritize CEO’s activities. • Help coordinate important events like quarterly advisory meetings etc.

• Design and build the core architecture for an enterprise workflow automation platform • Make critical technical decisions about stack, architecture patterns, and implementation independently • Create robust APIs, integrations, and workflow engines adaptable to diverse enterprise needs • Deploy virtually or on-site into customer organizations across the US • Conduct discovery sessions to understand workflows and requirements • Rapidly prototype and build custom solutions tailored to each enterprise • Iteratively integrate AI capabilities to enhance automation and drive value • Act as the technical face of the company during customer engagements • Work autonomously with minimal oversight from CEO and leadership • Make architectural decisions and push back constructively when needed • Move fast, ship quickly, and iterate.

• Lead complex, high-impact client engagements end-to-end—from discovery and value targeting through launch and scale-up—anchored to business KPIs. • Facilitate executive workshops; identify high-leverage use cases; craft AI adoption roadmaps that deliver value in a quarter and compound thereafter. • Work in lockstep with a senior technical lead to define scope, cut clean iterations, and de-risk delivery across data, integration, and security constraints. • Orchestrate change-management, training, and communications; design workflows that stick; establish governance, playbooks, and measurement. • Define success metrics, baselines, and experiment designs; build dashboards and run regular business reviews with client sponsors. • Synthesize complex ideas into clear narratives for C-suite executives and frontline operators; create decision-ready briefs and visuals. • Mentor peers, standardize repeatable approaches (AI Sprints), and contribute to internal methods and reusable components.