• Own and refine the end-to-end sales funnel and operational metric tracking process, delivering continuous, proactive insights to the business and ensuring the organization is operating with maximum efficiency. • Design, build, and optimize reporting structures (including weekly/monthly KPI trackers and QBR inputs) to provide the leadership team with an immediate, clear pulse on business health. • Serve as the go-to expert for analytic support, leveraging your deep skills in Excel modeling and SQL knowledge to solve complex business problems and manage ad hoc strategic projects (data extraction, aggregation, manipulation, and modeling) while leveraging other tools as necessary (Salesforce, Tableau). • Go beyond reporting to deliver executive-level strategic analysis and deep dives, translating complex data into clear, actionable business strategies that influence leadership decisions and direct the GTM organization's long-term vision.

• Lead the Product Marketing center of excellence for The Marketing Cloud, partnering closely with the brand marketing, product, and commercial teams. • Develop clear product positioning and value propositions that differentiate our solutions across multiple customer segments. • Build and execute go-to-market strategies for new product launches and major enhancements, including launch planning, cross-functional coordination and performance tracking. • Conduct ongoing market research and competitive analysis to inform product strategy and messaging. • Create sales enablement materials including pitch decks, one-pagers, demos, and training sessions to support adoption and drive growth. • Partner with product management to translate customer insights, market needs and usage data into product opportunities. • Maintain a deep understanding of the evolving AI and marketing technology landscape to guide roadmap and GTM strategy.

• Partner with Product to understand and operationalize industry intelligence, buyer personas, and product positioning. • Collaborate with Sales and BDRs to validate insights through real-world account engagement and feedback. • Act as the marketing connector between Product insight and Sales execution. • Define and maintain targeting strategies across priority industries, segments, and accounts. • Partner with Sales to identify, tier, and prioritize target accounts aligned to Certus’s ICP. • Identify audience engagement opportunities that combine inbound, outbound support, and account-based motions leveraging SEM, email, social, tradeshows, partnerships, and print publication. • Translate industry insights into targeted campaigns, value propositions, and engagement programs. • Orchestrate 1:many, 1:few, and 1:1 account-based initiatives in partnership with Sales and Business Development. • Work with content writers and web designers to activate industry and product positioning through pages, campaigns, and sales enablement assets. • Ensure inbound capture, outbound support, and account-based efforts work as a cohesive revenue motion. • Define and monitor success metrics tied to pipeline creation, opportunity quality, and revenue outcomes. • Analyze performance by industry, segment, and account tier to refine targeting and engagement strategies. • Provide clear insights and recommendations to marketing, product, and revenue leadership.

• Define and evolve Mend.io’s category narrative, positioning, and differentiated value proposition • Shape and refine ICP segmentation and buyer personas across enterprise security, AppSec, DevSecOps, and engineering leaders • Drive go-to-market strategy for new product launches and major releases. • Translate product capabilities into compelling business value for CISOs and security decision-makers • Develop clear, differentiated messaging frameworks aligned to key verticals and use cases • Own core messaging across website, sales materials, field enablement, and campaigns • Elevate Mend’s thought leadership in open source security, SCA, and software supply chain security • Build scalable sales enablement programs including playbooks, pitch decks, battlecards, ROI tools, and objection handling frameworks • Partner with Sales Leadership to increase win rates and shorten sales cycles • Support enterprise deals with strategic messaging and competitive insights • Lead cross-functional product launch processes • Ensure cohesive positioning across Mend’s platform and modules • Influence roadmap prioritization through market and competitive insights • Establish a structured competitive intelligence function • Analyze market trends, industry shifts, and emerging threats impacting AppSec • Equip sales teams with actionable competitive differentiation • Lead Analyst Relations to strengthen positioning in industry reports, e.g., Gartner, Forrester, IDC • Represent Mend.io at key industry events, conferences, and executive briefings • Build, mentor, and scale a high-performing product marketing team • Establish measurable goals tied to pipeline contribution, win rates, and product adoption