• Templates & Scripts - Design best-practice content for the team to execute at scale. Will range from proactive email outreach templates to reactive objection handling. • BDR Playbook Design & Ongoing Iteration - Partner with BDR leadership to design and constantly iterate/improve a playbook that guides BDR activity - ranging from daily activity to seasonal big rocks in coordination with Marketing. • BDR Campaign Development - Design plays & campaigns that give structure to outbounding efforts (e.g. targeting a specific persona with specific messaging for a 2 week period). • Information Funnel - Streamline the high-volume & diverse flow of information (GTM plays, operational best practices, technical product details) into digestible format & language. • Asset Management - Maintain database of GTM assets in Highspot. Thoughtfully organize to optimize usage, and rigorously update/prune content. • Training - Conduct engaging training (both self-service & live) & maintain a training roadmap & backlog in partnership with leadership. • Synthesizing GTM Insights - Monitor GTM plays (e.g. review Gong, interview internal resources) to evaluate effectiveness. Be fluent in the details, while also being able to package up insights/recommendations to the executive audience.

• Own the Product-Led Growth & Lifecycle Strategy • Define and operate the system that drives: - Feature awareness and adoption - Onboarding and activation - Engagement and retention - Expansion and upsell • Map the full customer journey and design cross-channel and in-product programs that continuously move users toward deeper value and revenue. • Ensure that customer understanding, storytelling, and adoption are embedded directly into how the product is designed, built, and launched. • Set the quality bar for how the product is presented visually and narratively.

• Deliver compelling platform positioning messaging to our target audience across multiple channels, differentiating our platform from the competition • Collaborate with Product Management, Sales Leaders, Customer Success, and other stakeholders to refine our industry narrative and the depth of capabilities, solutions, and partnerships • Drive the development and execution of a strategic marketing plan and tactics focused on the enterprise Technology Solutions, AI buyer, a high-growth segment, including the launch of strategic new solutions • Influence packaging and pricing strategies for our products • Understand our platform, products and use cases, and be responsible for increased new business and high customer retention rates

• Lead the end-to-end execution of product launches, defining goals, target audiences, and success metrics. • Act as the primary translator between the Product team and GTM functions, distilling technical roadmaps into consumable content. • Create strategic tools, including competitive battle cards, sales decks, and ROI calculators, to drive ARR and bookings. • Conduct competitive positioning research and buyer persona (ICP) analysis to influence the product roadmap, understand customer needs, pain points, and why we win or lose deals. • Partner with the Senior Content Strategist to ensure external content is technically accurate and strategically aligned. • Act as the expert on our buyers (ICPs) and competitors, providing actionable insights to influence the product roadmap.