• Own positioning and messaging for products and solutions across priority markets and verticals • Translate product capabilities into clear customer value and outcomes • Develop differentiated narratives grounded in customer needs and competitive context • Lead GTM planning and execution for new products, features, and enhancements • Partner with Product, CSM, and Sales to ensure launches are focused, coordinated, and measurable • Create launch plans that include messaging, enablement, campaigns, and internal readiness • Equip Sales and BDR teams with the tools they need to win, including: Pitch decks and talk tracks, Competitive battlecards and objection handling, Use cases, case studies, and proof points • Partner closely with Sales leadership to gather feedback and continuously improve enablement • Own competitive research and analysis • Translate insights into actionable guidance for Sales and Marketing • Help the organization understand where we win, why we win, and where we need to improve • Develop deep understanding of ICPs, buyer personas, and customer journeys

• Manage the full lifecycle of technology solutions, including financial performance, roadmap, development, and commercialization, ensuring alignment with business goals. • Drive the creation of innovative and differentiated technology solutions that address distribution customer challenges and deliver measurable value. • Understand the distribution industry, customer needs, and emerging trends to inform solution strategies and ensure relevance and competitiveness. • Align technology solutions with the broader U.S. Medical Products & Distribution value proposition to strengthen market positioning and accelerate growth. • Partner with product management, sales, operations, and IT teams to ensure seamless development and launch of technology solutions. • Define KPIs and reporting mechanisms to evaluate solution adoption, customer impact, and financial performance. • Represent the technology solutions portfolio in customer engagements, industry forums, and internal strategy discussions to advocate for innovation and differentiation. • Track the financial progress to measure their effectiveness and monitor performance metrics. • Prepare reports and presentations on product performance and market insights for stakeholders. • Develop compelling product positioning and messaging that differentiates the product in the market. • Create value propositions that resonate with target customer segments. • Plan and execute go-to-market strategies for new product launches, including timelines and messaging.

• Build and continually refine a value and ROI framework that quantifies the impact of Teaching Strategies’ solutions for our customers. • Partner with Sales and Customer Success on high‑stakes pursuits and renewals, crafting tailored value stories and ROI narratives that help win new logos and secure multi‑year renewals. • Join customer meetings with our largest districts, states, and child care operators to present insights and co‑create narratives with account teams and executive buyers. Most meetings will be virtual; however, some travel for in-person meetings will be required. • Create executive‑ready materials (QBRs, renewal briefs, deal reviews) that make complex data simple, human, and persuasive for superintendents, state leaders, and other senior decision‑makers. • Evangelize a data‑informed culture within GTM teams by enabling self‑service where appropriate and coaching colleagues on how to use insights in their daily work. • Support the creation of external‑facing thought leadership reports (e.g., annual ECE insights report, benchmarks, research briefs) that use Teaching Strategies data to illuminate key trends in early childhood education. • Partner with Marketing and our Academic Research team to turn insights into campaigns, content, and narratives that position Teaching Strategies as the category leader in early childhood education. • Combine quantitative data with qualitative insight from customers, educators, and the field to tell rich, evidence‑based stories about educator impact and child outcomes.

• Lead the product and customer marketing function, and together build comprehensive go to market enablement strategies for Bitwarden product • Elevate Bitwarden B2B marketing and customer acquisition to next milestones • Guide communication of the product vision and customer onboarding experience for Bitwarden • Create compelling customer-facing and sales assets that differentiate Bitwarden with a focus on customer value and benefits • Build a high touch marketing motion and marketing structure for enterprise sales to enhance and complement the Bitwarden self-service model • Fuel the Bitwarden sales funnel and overall flywheel through efficient programs from product launches to competitive sales enablement to all types of marketing campaigns • Innovate on how Bitwarden lands, converts, helps global customers expand through world-class customer experiences and journeys • Further develop customer engagement and case studies with well known Bitwarden customers • Hone the product and customer marketing team including driving world class product launches, cherished customer marketing, and unique partner and channel marketing enablement. • Accelerate the Bitwarden revenue engine with the Bitwarden flywheel from free to paid, upselling across both self-serve and high-touch customers • Stay ahead of industry trends and work closely with the Bitwarden communications team on analyst relations • Drive and track key metrics for customer growth