Zignal Labs

• Own and formalize customer and GTM feedback mechanisms including Product Feature Requests (PFRs), customer advisory inputs, sales pipeline insights, and structured product feedback workflows. • Establish scalable processes for gathering, organizing, prioritizing, and communicating customer requirements across Product and Engineering organizations. • Partner closely with Product and Engineering leadership to drive roadmap planning, prioritization discussions, release coordination, and execution tracking. • Serve as a cross-functional operational bridge between Sales, Customer Success, Solutions Engineering, Product Management, and Engineering teams. • Build and maintain operational workflows that improve product delivery timelines, release coordination, prioritization visibility, and execution accountability. • Coordinate roadmap reviews, prioritization meetings, release planning sessions, and ongoing product operations cadences across departments. • Translate customer, market, and field feedback into actionable operational insights that support product strategy and development initiatives. • Help define and operationalize product lifecycle management processes, including intake, triage, prioritization, escalation, and delivery tracking. • Develop reporting mechanisms, dashboards, and operational metrics that improve visibility into roadmap status, feature delivery, customer requests, and product improvement initiatives. • Identify operational bottlenecks across product development and cross-functional execution workflows and implement scalable process improvements. • Support executive leadership with roadmap communications, prioritization discussions, operational reporting, and strategic planning activities. • Coordinate cross-functional initiatives spanning Product, Engineering, GTM, Customer Success, Marketing, and Executive teams. • Help drive organizational alignment between customer demand, product strategy, technical feasibility, and delivery execution.

• Build, qualify, and manage a strategic federal pipeline using tools such as SAM.gov, GovWin, agency forecasts, and customer engagement activities. • Identify opportunities early in the acquisition lifecycle and shape customer requirements pre-RFP to improve competitive positioning and probability of win. • Develop and execute comprehensive capture plans including win themes, competitive analysis, stakeholder mapping, gate reviews, teaming strategies, and price-to-win assessments. • Construct pricing volumes and rough order magnitude (ROM) estimates across FFP, T&M, and CPFF contract structures, including labor category alignment, CLIN development, and option year escalation modeling. • Apply working knowledge of FAR/DFARS regulations, federal acquisition processes, and contract vehicles including GSA MAS, SEWP, OASIS, and GWAC environments. • Partner closely with Business Development, Sales, and Solutions Engineering teams to align customer mission requirements with Zignal Labs platform capabilities. • Coordinate proof-of-concept activities and technical evaluations in partnership with Solutions Engineering and Product teams. • Co-manage strategic teaming relationships with federal systems integrators, prime contractors, and strategic partners. • Support negotiation and execution of teaming agreements, subcontractor coordination, and partner engagement activities. • Lead RFI, Sources Sought, and RFP response efforts end-to-end, including coordinating internal contributors, managing reviews, and ensuring compliant and differentiated submissions. • Coordinate cross-functional resources across product, engineering, marketing, legal, customer success, and executive leadership throughout active pursuits. • Deliver executive-level briefings, customer presentations, and operational discussions to technical and non-technical audiences. • Maintain awareness of procurement trends, competitor positioning, acquisition strategies, and evolving mission requirements across defense, intelligence, and regulated industry markets. • Represent Zignal Labs at industry events, customer meetings, and partner engagements.

• Partner with the broader sales team to qualify revenue opportunities through a rigorous discovery process, identifying client pain points and technical requirements. • Conduct full technical discovery to identify business and technical requirements, then configure Zignal solutions specifically tailored to meet those mission-critical needs. • Develop and deliver high-impact presentations and platform demonstrations to business decision-makers and C-level executives, translating raw data into actionable insights. • Lead compelling Proofs of Concept for new use cases and provide technical support to prospects and partners from initial contact through to the close. • Act as the primary technical subject matter expert for responding to RFIs and RFPs. • Partner with existing customers to identify and support continued growth opportunities within established accounts.

• Specialize in responding to and resolving customers’ technical issues on the Zignal Labs platform. • Deliver technical support and product guidance to Zignal Labs' users, including first and second-level triage and resolution during Eastern region business hours. • Provide rotating weekend triage coverage as part of the support schedule. • Liaise and manage communications between internal/external customers and the Product and Engineering teams on bug identification, tracking, and resolution. • Create internal and external product support documentation, including updates to the customer-facing Zignal Knowledge Base. • Map customer journeys in a documented form and contribute to presentation materials. • Achieve positive outcomes and feedback from internal and external customers.

• Engage with customers to onboard users and provide technical guidance • Work closely with technical, product, and sales teams for training sessions • Customize training content and participate in product testing • Maintain relationships with key stakeholders for platform adoption • Proactively share best practices and insights