• Own global revenue, pipeline, and bookings targets across direct and partner-led motions • Define and execute the company’s commercial strategy aligned to product, customer, and market priorities • Translate company vision into a scalable GTM operating model across regions and segments • Drive predictable revenue growth through disciplined forecasting, pricing, and deal governance • Lead and scale global sales teams (Enterprise, Mid-Market, SMB, Inside Sales as applicable) • Build a high-performance, metrics-driven sales culture focused on execution and accountability • Optimize sales methodology for complex IAM buying cycles involving security, IT, and business stakeholders • Partner closely with Customer Success to maximize expansion, retention, and lifetime value • Own demand generation, product marketing, brand, and go-to-market positioning • Strengthen category leadership in IAM (e.g., CIAM, Workforce IAM, Zero Trust, PAM, IGA) • Ensure tight alignment between marketing programs and sales execution • Leverage data and analytics to continuously improve CAC efficiency and pipeline conversion • Build and scale a global partner ecosystem including GSIs, VARs, MSPs, and technology alliances • Develop strategic partnerships with cloud platforms, cybersecurity vendors, and IAM ecosystem players • Drive partner-sourced and partner-influenced revenue as a material portion of total bookings • Design and optimize partner programs, incentives, and enablement frameworks • Serve as a key member of the executive leadership team, contributing to company strategy and culture • Collaborate closely with Product, Engineering, Finance, and Customer Success • Provide regular commercial performance updates to the CEO and Board of Directors • Champion customer-centricity across the organization

• Define and execute the marketing strategy for Phantom's evolution from wallet to global consumer finance platform • Build the brand narrative: why Phantom, why now, why trust us • Scale paid and organic acquisition while maintaining efficient CAC • Partner with product on launches, positioning, and gtm for new financial products • Scale paid and organic acquisition while maintaining efficient CAC • Build and lead a marketing team that punches above its weight

• Own the marketing strategy for the PMS portfolio—positioning, segmentation (e.g., 10–100 room independents, motels, B&Bs), and annual planning aligned to revenue targets. • Management of marketing team and department. • Define the ICP (owner-operators, GMs, front-desk managers) and refine messaging by buyer role and business maturity (first-time PMS vs. switching). • Build the integrated GTM calendar (product launches, campaigns, events, seasonal pushes), ensuring Sales/CS alignment. • Craft differentiated value propositions (ease of use, onboarding speed, integrations, ROI) versus competitor PMS platforms. • Lead pricing & packaging changes in partnership with Product/Finance; create expansion and cross-sell motions. • Own MQL/SQL and pipeline targets; plan and execute full-funnel campaigns (search, paid social, retargeting, webinars, email nurtures, review sites). • SEO and digital advertising. • Maintain a clear brand narrative. • Oversee content engine: blog, case studies, how-to guides, videos/demos, and customer stories. • Partner with CS to drive activation, time-to-value, and adoption (onboarding series, in-app tips, training).

• Drive the strategy and execution of marketing operations and insights in alignment with business goals and budgets • Partner across teams to support our shift from lead-based marketing to an account-based, enterprise-focused model • Oversee the marketing tech stack—including Salesforce, Marketo, 6sense, Qualified, and more—ensuring tools are integrated and adopted • Lead a growing team of managers and analysts, fostering a culture of accountability, enablement, and continuous improvement • Optimize campaign setup, lead routing/scoring, data flows, and multi-touch attribution to power ABM programs • Own marketing performance reporting, including dashboards, KPIs, and executive insights that drive decisions • Champion cross-functional collaboration with GTM teams including Sales, Finance, and RevOps to ensure shared visibility and impact