• Own annual and in-year commission plan design for all GTM roles • Design and govern all incentive mechanics • Lead the design and deployment of SPIFF programs to drive focus on priority products

• Serve as the primary voice of the customer inside Granicus, grounding product positioning, messaging, launches, and enablement in deep understanding of public-sector buyer needs, procurement realities, compliance constraints, citizen engagement use cases, and desired outcomes. • Establish a durable customer and market insight engine, including win/loss analysis, competitive intelligence, buyer research, and field feedback loops to inform roadmap influence, GTM strategy, and commercial execution. • Translate complex capabilities and market insight into buyer-relevant portfolio-level outcomes and positioning, value propositions, and narrative architecture that articulates why Granicus wins at the platform level—beyond features and individual products. • Own the end-to-end positioning and values framework across the Granicus platform and cloud portfolio. • Define personas, buyer journeys, and articulate ROI tailored to Federal, State & Local, PCL, Destinations, Short-term rental, and international markets. • Ensure technical product capabilities (security, compliance, scalability, interoperability) are translated into buyer-relevant business outcomes that resonate with both technical and non-technical stakeholders. • Design, implement, and operate a product launch framework (Tier 1 / Tier 2 / Tier 3) from R&D to GA aligned to business impact, with clear success metrics for pipeline, adoption, and retention. • Act as the launch quarterback, orchestrating Product, Sales, Customer Success, Demand, Comms, and Enablement to ensure launches are well-planned, market-relevant, and fully activated. • Define launch strategy across introduction, readiness, and post-launch growth phases—not just announcement moments. • Function as a kingpin to the Sales organization, equipping sellers to sell on value (not features and discounts) while supporting with discovery frameworks, talk tracks, proof points, competitive intelligence, objection handling, demos, and ROI/TCO tools. • Align product marketing outputs tightly to enterprise sales methodologies (e.g., MEDDPICC, Challenger), improving opportunity quality, pipeline velocity, usage of product marketing assets, and ultimately Sales & Customer Success confidence in pitching the product ecosystem. • Partner with Sales Leadership and RevOps to measure and optimize impact of product marketing on pipeline creation, deal progression, and win-rates. • Extend product marketing ownership beyond launch into adoption, onboarding, expansion, and advocacy, ensuring products are successfully implemented and value is realized. • Partner with Customer Success to drive adoption narratives, customer proof, reference programs, and lifecycle messaging that fuel retention and expansion. • Continuously optimize messaging, packaging & pricing strategy, and GTM motions based on performance and sales and customer feedback. • Support in the career development and professional growth of your team. • You think in systems, not assets or functions. • Lead, coach, and scale a high-performing team of product marketing leaders across platform, solutions, competitive, and launch disciplines. • Establish clear product marketing operating rhythms, including portfolio councils, launch governance, cross-functional alignment, and metrics reporting. • Elevate product marketing maturity across the organization from reactive, product-led execution to strategic, customer-led growth leadership while expanding recognition of product marketing's value and role within the organization.

• Develop and implement go-to-market strategies for new product launches and updates. • Define target market segments and create tailored messaging and positioning for each. • Collaborate with Product, Sales, Marketing, and other teams to ensure successful product launches and ongoing marketing support. • Partner closely with Executive Leadership Team, serving as a strategic voice in overall product vision and roadmap. • Provide a cohesive content strategy that aligns with the overall brand and product messaging. • Craft compelling narratives that effectively communicate the value and benefits of our products to various stakeholders. • Oversee the creation of high-quality product content, including presentations, sales collateral, user guides, and other supporting documentation. • Partner with Marketing as needed to consult on the creation of high-quality content, including case studies, whitepapers, blog posts, videos, and presentations. • Build and maintain strong relationships with industry analysts to enhance the company's visibility and reputation in the XM industry. • Manage and coordinate analyst briefings, inquiries, and research engagements. • Develop and execute strategies to influence analyst reports and ensure positive coverage of our products. • Create and deliver sales tools, training materials, and presentations to support the Sales and Client Org teams. • Train Sales and Client Org teams on product positioning, storytelling techniques, and competitive differentiation. • Conduct market research to understand customer needs, market trends, and the competitive landscape. • Use insights from research to inform product positioning, messaging, and overall marketing strategy. • Lead and mentor a team of product marketing professionals, fostering a collaborative and high performance culture. • Set clear performance goals, provide regular feedback, and support professional development for direct reports. • Establish KPIs and metrics to measure the effectiveness of product marketing initiatives. • Analyze campaign performance and make data-driven adjustments to optimize results.

About Pipe Pipe is the modern capital platform built to connect entrepreneurs and business owners to fast, frictionless, dilution-free financing. Pipe turns all forms of revenue into up-front working capital to help companies improve cash flow, scale operations, and grow on their terms. US-based role. Remote-first. About the Role The Risk Portfolio Analytics Manager will lead key risk reporting and analytics efforts across Pipe’s portfolio, ensuring the business maintains a clear, data-driven view of its risk exposure, portfolio performance, and emerging trends. This role is responsible for producing and enhancing critical reporting for the CFRMC (Credit, Fraud & Risk Management Committee), capital markets partners, and executive stakeholders. You’ll play a pivotal role in identifying and communicating risk insights that drive strategic decisions, partnering closely with Finance, Capital Markets, Data Science, and Operations. What You’ll Do Lead Risk Reporting & Insights Own the production, accuracy, and delivery of risk reporting for the CFRMC and other key governance bodies. Develop and maintain dashboards and reports that track key portfolio metrics, including credit performance, loss trends, and risk-adjusted returns. Partner with leadership to translate analytical findings into clear narratives and recommendations. Portfolio & Capital Markets Analytics Monitor portfolio performance across cohorts, products, and segments to identify emerging risks and opportunities. Deliver analytics and reporting to support capital markets activities, ensuring transparency and alignment with investors and partners. Collaborate with Finance and Capital Markets teams to assess credit performance, portfolio composition, and loss forecasting. Fraud & Collection Risk Analysis Support development and enhancement of fraud detection and prevention analytics. Partner with Collections to assess recovery performance and identify process or strategy improvements. Analyze trends in delinquencies, losses, and recoveries to inform proactive risk management. Governance & Process Excellence Enhance the consistency, accuracy, and timeliness of risk data and reporting processes. Establish controls and validation checks to ensure high data integrity across reporting outputs. Continuously evolve reporting frameworks to meet business and regulatory needs. What We’re Looking For 6–10 years of experience in risk management, portfolio analytics, or financial analysis, ideally within fintech, lending, or capital markets. Strong quantitative and analytical skills; ability to translate complex data into actionable insights. Experience with risk reporting, credit performance metrics, and loss forecasting. Proficiency in SQL, Python/R, and data visualization tools (e.g., Looker, Tableau, Power BI). Solid understanding of financial modeling, credit risk frameworks, and/or securitization analytics. Excellent communication skills — able to present insights clearly to both technical and executive audiences. Bachelor’s degree in Finance, Economics, Mathematics, Data Science, or related field (Master’s preferred). Compensation and Benefits We want you to feel like an owner and that should be reflected in your salary and equity. The best equipment: if you want it, and it helps you do your job, we'll provide it. Computers, monitors, desks, chairs, headphones, speakers, microphones, webcams, keyboards, mice, etc. A good work-life balance: we do our best work when we regularly can step away from it and live our lives. Flexible vacation and work hours. We don't adopt conventional work practices that are meaningless for the type of work we do. Parental leave for anyone who is growing their family, regardless of gender. Very good health, dental, and vision insurance. Great colleagues: we value a culture of authenticity, humility, and excellence. We want you to make a footprint on our culture. The annual US base salary range for this role is $200,000 - $270,000. This salary range may be inclusive of several career levels at Pipe and will be narrowed during the interview process based on a number of factors, including the candidate’s experience, qualifications, and location.