Zafran Security

• Build and deliver the technical enablement curriculum for Zafran's channel partners, including resellers, MSSPs, MDR providers, and GSIs - from intro sessions through deep-dive certifications. • Run hands-on workshops, bootcamps, and lab environments that turn partner SEs and consultants into self-sufficient Zafran experts. • Develop and maintain partner-facing technical content: demo scripts, battle cards, competitive positioning, POV playbooks, and reference architectures. • Drive partner technical certification programs and measure partner readiness across pre-sales, deployment, and services skills. • Partner with channel account managers and partner sellers to support joint opportunities - leading or assisting with discovery, demos, POVs, and technical objection handling. • Coach partner SEs on Zafran's technical sales motion so they can independently run their own deals over time. • Engage directly with end-customer technical buyers alongside partners, including security architects, vulnerability management leaders, and CISOs. • Support strategic RFPs and RFIs sourced through the channel with differentiated technical input. • Work with MSSP and MDR partners to design Zafran-powered service offerings, helping them operationalize the platform for multi-tenant delivery. • Partner with GSIs and services partners to build repeatable Zafran deployment, integration, and remediation services packages. • Advise partners on operational best practices: tenant onboarding, integration design, workflow automation, and customer reporting. • Serve as the escalation point for partner technical questions during service design and early delivery. • Serve as the technical bridge between partners and Zafran's product, engineering, and customer success teams - surfacing partner and field feedback that influences roadmap priorities. • Collaborate closely with the field SE team to ensure consistent technical messaging between direct and partner motions. • Contribute to partner program design, tiering criteria, and technical requirements alongside the Channel leadership team. • Represent Zafran at partner summits, QBRs, joint marketing events, and industry conferences through demos, presentations, and on-stage sessions. • Stay current on threat intelligence, cybersecurity trends, and the evolving CTEM market to advise partners with credibility. • Evangelize Zafran's value proposition inside partner organizations to build internal champions across their sales, SE, and services teams.

• Own ABM from the ground up: 1:1 programs for your most strategic targets, 1:few cluster plays for high-potential segments, and scaled 1:many motions where volume matters. • Work shoulder-to-shoulder with Sales and Sales Ops to define which accounts matter most, how they're tiered, and what a coordinated go-after looks like. • Map buying groups, identify the stakeholders who matter, and build engagement sequences that speak to each of them differently. • Turn account intelligence (intent signals, firmographic data, behavioral triggers) into personalization campaigns. • Build vertical-specific ABM plays for high-priority industries like Financial Services, Healthcare, Manufacturing, etc where buying dynamics, compliance mandates, and threat profiles differ materially. • Build reusable ABM playbooks and campaign blueprints to scale the programs. • Measure what moves: account penetration, pipeline influence, deal velocity, expansion signals. • Own the full campaign calendar including, planning infrastructure, cross-functional briefs, timelines, and keeping everyone on the same page. • Build campaign strategies from the segment up: who we're going after, why now, what message, which channels, what we need to see to call it working. • Connect every campaign back to an ABM motion or sales play so the buyer experience feels cohesive, not random. • Spot whitespace. If there's a segment or vertical we should be in but aren't, you'll find it and make the case. • Build and launch campaigns yourself in HubSpot: workflows, nurture journeys, landing pages, email sequences, the whole thing. • Run paid media, retargeting, social, content syndication, webinars, and event programs in a coordinated way, not in silos. • A/B test constantly. Iterate weekly. Don't wait for the quarterly review to fix what isn't working. • Keep your finger on the analytics, dashboards, intent data, pipeline reports and translate what you see into clear recommendations for leadership. • Partner with Sales Enablement on the materials and outreach sequences that sit alongside your campaigns. • Own budget allocation, vendor, contractors and channels with a clear ROI lens.

• Develop and nurture strong relationships with partners and customers, engaging directly on technical matters to support a fast-paced sales cycle. • Maintain a high level of product knowledge, ready to deliver expert presentations on the full range of company offerings. • Assist sales teams by ensuring Zafran’s solutions align with the prospect’s needs during the qualification process. • Collaborate with major business units and engage effectively with C-Level executives. • Present at high-profile seminars, trade shows, and other industry events. • Communicate effectively with a diverse range of technical staff and management in customer organizations.

• sit at the intersection of product, sales, and the security practitioner community • own how Zafran's capabilities are positioned, demonstrated, and understood • create compelling narratives from technical depth • engage with customers via various channels (conference stage, competitive battlecard, customer inbox)

• Lead, mentor, and grow a team of Sales Engineers focused on the MAJORs segment • Define and drive best practices for technical selling, POV execution, and demo delivery across the SE team • Recruit, onboard, and develop SE talent in alignment with company growth goals • Set clear team goals and performance metrics tied to technical wins and revenue influence • Engage at the executive and technical levels with major enterprise prospects and customers to drive complex sales cycles • Deliver high-impact, custom product demonstrations tailored to solve enterprise-scale business challenges • Own and oversee technical evaluations and proof-of-value processes, ensuring successful and repeatable outcomes • Lead technical qualification during the sales process to ensure Zafran solutions are the right fit for each prospect's environment • Respond to strategic RFPs and RFIs with thorough, differentiated technical input • Serve as the primary technical bridge between major enterprise customers, product management, and engineering • Collaborate with account executives to develop account strategies and executive engagement plans • Contribute to onboarding and initial implementation planning for new major accounts • Represent Zafran at key industry events, trade shows, and conferences

• Serve as the primary technical bridge between Product/Engineering and our Customer Success teams • Own onboarding & integrations end-to-end — design reference architectures, validate data flows, and unblock deployments across complex enterprise environments. • Stay abreast of industry trends and advancements in backend development to inform architectural decisions. • Collaborate with the product team to improve the product’s usability & onboarding processes for customers. • Turn field signals into roadmap impact — translate requirements and issues from Customer Success/Sales Engineering into clear specs, priorities, and demos with Product/R&D. • Work with teammates to guide R&D through the evolution of the platform, advising and influencing at every scope. • Serve as a trusted technical advisor internally and externally, leveraging your product expertise to drive meaningful development and & engaged customers.

• Serve as the company’s senior-most legal leader, operating as a highly autonomous IC in a fast-growing Series C environment • Own all commercial legal work, including drafting, reviewing, and negotiating customer, partner, and vendor agreements • Partner closely with Sales, Finance, and GTM teams to drive efficient deal execution while managing risk • Build and scale contract templates, processes, and playbooks to support growth • Manage external counsel across corporate, employment, and other legal areas • Provide pragmatic, business-oriented legal guidance to leadership

• Serve as the primary technical bridge between Product/Engineering and our Customer Success teams • Own onboarding & integrations end-to-end — design reference architectures, validate data flows, and unblock deployments across complex enterprise environments. • Stay abreast of industry trends and advancements in backend development to inform architectural decisions. • Collaborate with the product team to improve the product’s usability & onboarding processes for customers. • Turn field signals into roadmap impact — translate requirements and issues from Customer Success/Sales Engineering into clear specs, priorities, and demos with Product/R&D. • Work with teammates to guide R&D through the evolution of the platform, advising and influencing at every scope. • Serve as a trusted technical advisor internally and externally, leveraging your product expertise to drive meaningful development and & engaged customers.

• Manage and optimize all integrations between Hubspot and other tools in the marketing technology stack. • Develop and refine marketing operations processes, including lead scoring, nurture workflows and AI adoption to enhance efficiency and effectiveness. • Set up database segmentation, ensure data integrity, synchronization, and flow between Hubspot and Salesforce CRM. • Define and enforce best practices for lead and contact lifecycle management across marketing and sales teams. • Oversee marketing system integrations, working cross-functionally to implement and maintain connections between key platforms to support automation, tracking, and reporting. • Evangelize use of AI to automate marketing and sales processes for scalability and efficiency. • Evaluate the effectiveness of marketing programs, track conversion rates, and provide recommendations to optimize performance. • Creation and distribute key marketing reports - including advertising performance, lead source attribution, pipeline contribution, marketing influence and campaign impact. • Manage A/B testing and performance tracking across channels (email, landing pages, ads). • Collaborate closely with Sales, IT, and Operations teams to ensure smooth data flow, CRM follow-up logic, and campaign execution. • Support email marketing execution, nurture programs, supporting campaign setup, testing, and email performance analytics. • Identify process improvements within marketing systems and workflows to optimize for scalability, efficiency, and automation. • Track and manage the marketing budget, including invoice processing, vendor contract management, expense reporting, and budget forecasting to ensure alignment with company goals. • Collaborate with Sales Leadership, the BDR Manager, and Sales Operations to design, enhance, and maintain BDR workflows across the tech stack.

• Own scheduling and communication of all sales training sessions • Manage all aspects of preparing and delivering weekly Sales Enablement Calls. This includes scoping business needs, designing a relevant agenda, building presentation slides and other enablement materials, coordinating with guest speakers to deliver impactful content for Sales, facilitating the training session, and gathering feedback. • Play a primary role in coordinating and delivering the Zafran Sales Onboarding program. This includes administrative and tactical management of program participants, facilitating onboarding training, tracking status and progress, reporting status to leadership, gathering feedback, and making recommendations for program improvements. • Coordinate in-person sales events (Sales Kickoff, QBRs), including hotel logistics, supply ordering, production of sales training materials, food services, and other logistics as needed • Triage, resolve, assign, and track incoming questions and feedback from sales professionals • Track and manage departmental expenses for in-person training events, within budget approved by leadership • Act as primary administrator of the Learning Management System, designing and managing a structure that reaches broad audiences • Assist in creating a learning curriculum for new hire onboarding and continuous learning (e.g. product launches, sales methodology, etc.) • Partner closely with Sales Operations, Product Marketing, Deal Desk, and Business Operations to collaboratively manage enablement projects