• 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

• Conduct win/loss analyses and track industry trends • Drive market intelligence initiatives to keep us ahead of market shifts • Help us determine where we have Product Market Fit • Launch and drive adoption of our first add-on product • Lead launch strategy and execution of AP & accounting features • Develop product positioning that differentiates us from legacy production accounting software • Collaborate with Sales & Customer Success to drive feature awareness and GTM strategy

• Lead go-to-market strategies and execution for software that powers modern audit and financial reporting teams. • Translate practitioner realities into clear positioning, credible messaging and commercially focused launch plans. • Help bring solutions to market that address the real pressures auditors face every day. • Focus on execution rigor, commercial impact and strong product adoption across global markets.