• Build and scale high-impact commercial programs - including Enterprise License Agreements (ELAs) and Flex/Consumption models - that streamline buying cycles and incentivize platform-wide adoption. • Translate pricing strategies into scalable quoting and billing tools, ensuring alignment with sales, channel, and customer requirements. • Drive price realization initiatives to minimize discounting and maximize margins, implementing dynamic pricing logic that adjusts to deal parameters and market conditions. • Establish operational KPIs and reporting dashboards to measure price realization, adoption of commercial programs (platform adoption), and surface insights to continuously refine strategies. • Establish and scale a license compliance function that not only safeguards revenue, but proactively identifies new revenue opportunities through monitoring, alerting, and usage tracking. • Partner with Finance and Legal to ensure revenue recognition, licensing enforcement, and contractual compliance standards are consistently met. • Own the execution of approved Pricing Committee proposals from SKU creation, to Pricing Configurations to Price List generation and communication. • Drive the evolution of quoting and billing systems to support diverse pricing models (Subscription, Consumption, Hybrid) and complex packaging options. • Ensure systems are optimized for accuracy, workflow efficiency, and an enhanced customer and partner experience. • Identify, design, and implement process improvements to streamline pricing operations, increasing efficiency, scalability, and time-to-market. • Ensure all pricing and licensing practices comply with internal policies, global regulations, and audit requirements. • Maintain the integrity, transparency, and security of data across all pricing and licensing workflows. • Serve as a strategic advisor to Sales, Product, and GTM leaders on complex licensing and pricing scenarios. • Lead change management efforts to drive alignment, adoption, and successful rollout of new commercial structures. • Provide timely guidance and support to Sales in navigating unique customer or partner pricing requirements.

• Build and execute the core product marketing foundation for our earned revenue offerings • Serve as the bridge between Product, Revenue, and external stakeholders, translating product strategy, internal documentation, and market insight into clear, compelling materials • Responsible for building the systems, messaging, and collateral needed to support revenue goals • Lead the development of clear, consistent positioning and messaging for CodePath’s earned revenue products and programs • Partner with Product and Revenue to shape go-to-market strategy, incorporating market insights, partner feedback, and organizational priorities • Define and execute go-to-market plans, including target audiences, launch goals, success metrics, messaging, enablement, and launch coordination • Serve as the voice of the partner and market by gathering and synthesizing insights from partner conversations, revenue teams, and market research • Analyze the broader ecosystem of computer science education and workforce development to understand how CodePath fits within the market

• manage a team of high performing PMMs and provide guidance and mentorship to fuel their professional growth • define TAM, target markets, business opportunities, and develop go-to-market strategies to realize them • craft and optimize positioning and messaging around the market, company, platform, product, and competition • engage with current and prospective customers, champion their needs and motivations in brand and roadmap, and guide the team to evangelize new sales concepts and how to get the most from PandaDoc • work with Product leadership to shape differentiated product roadmap investments; maintain a deep understanding of our current product and product plans; successfully launch new products to market; author and enable our product demos; and ensure that all PMM work is guided with intimate knowledge of our products • work with our Corporate Marketing team to craft a content strategy that addresses each part of the buyer’s journey, online and offline, from awareness to decision • equip our sales teams to win more deals with messaging, sales strategies, materials, tools, and market knowledge with the aim of increasing close rates, competitor win rates, sales velocity, and ACV • ensure our partners and channels are equipped with the materials, training, and support they need in order to succeed in selling PandaDoc

• Own the buyers and buying centers, market definition and dynamics, including the competitive landscape by performing research and analysis using primary (customer, partner) and secondary (analyst, sales) sources • Work with peer Product Marketers to define the buyer’s journey to build and maintain a holistic content strategy that helps prospects and customers efficiently and effectively find compelling information that leads them to speak with sales • Help lead the extended marketing team in defining priorities and producing regionally specific messaging, content, and sales enablement as agreed. Serve as consultation and support for international campaigns. • Using a market-in approach, build the right messaging, positioning, value, and differentiation that addresses buyer needs and establishes why your products are the best solution • Build and deliver content such as whitepapers, blog posts, and other content assets that support the buyer’s journey • Work with your peers, translate the company’s business objectives, market opportunities, and product portfolio into a cohesive go-to-market plan, working with Product Management, Demand Generation, Sales, Channel, and broader Marketing team • In conjunction with product management, lead the product launch process and own release campaigns, communications, and materials for your products • Evangelize Delinea’s story by creating compelling stories across various content mediums. • Drive sales enablement for your product by creating compelling resources, training, and tools that align to buyer needs and our value and differentiation • Lead relationships with key stakeholders across a global team • Schedule flexibility to meet with international team members at local times weekly