• Manages the day-to-day health of the client relationships within their project portfolio • Ensures customer satisfaction targets are met for in-flight projects • Supports and drives the actions of project team members, with authority to make resourcing decisions, in-line with defined process & protocol and in collaboration with senior leadership • Manages resource allocations and collaborates with the PM and resource managers across the business to ensure the project is staffed for successful, on-budget execution • Serves as the project owner and primary point-person with the client, involved third parties, and other key stakeholders • Stewards and governs the project per defined processes to ensure success and mitigate risks through all phases of the project lifecycle, including scoping & requirement gathering, design, technical delivery, testing, go-live, and transition to post-implementation • Intervenes and escalates with urgency and rigor when encountering a difficult client situation, technical limitation, cost overrun, etc.; course-corrects projects to get them back on plan • Provides consultative guidance and functional and domain expertise (SME) to the client, third parties, and project team • Ensures project delivery meets or exceeds established profitability and efficiency targets • Maintains high standards of data quality to drive service team performance metrics and inform accurate executive reporting • Manages change control and scope creep by partnering with PMs and technical resources to ensure scope increases are estimated, documented, and communicated to clients, and reflected in all project budget calculations. • Serves as Deputy Director in ESC, shaping the project narrative and guiding client engagement and decision-making. • Collaborates with PMs to ensure ESC presentations are strategically crafted, with content finalized and circulated at least 24 hours in advance. • Ensures technical delivery teams proactively provide PMs with accurate dependency details, estimates, and due dates. • Intervenes when issues arise or escalations occur to drive timely corrective actions. • Provides timely, constructive performance feedback, both verbally and in writing, to project team members, sharing insights with their people leaders as needed. • Acts as the primary point of contact for client feedback related to individual performance, proactively addressing concerns or praise. • Informs performance evaluations and calibrations where applicable. • Coordinates and escalates product and development items relating to the projects within their portfolio, in-line with defined processes • Makes decisions on the handling of approved Origami investments within published thresholds • Manages and resolves conflict amongst team members and escalates to people managers as needed • Identifies potential expanded sales opportunities and notifies and coordinates with the account management team • Signs off on resource allocations for their assigned projects. • Reviews and pre-approves project estimates before inception read-outs, and provides recommendations to the Director for final approval • Provides innovative ideas for ongoing continuous improvement and evolution of the delivery model, processes, and professional services organization • Records hours worked in accordance with Origami's time entry policy.

• New Business Development: Drive new business opportunities by focusing on winning new logos within the enterprise and government sectors. Utilize your existing network and contacts with key decision-makers to create opportunities for SOTI’s offerings and own the end-to-end sales cycle. • Sales Strategy & Execution: Develop and implement effective sales strategies that align with SOTI’s business goals and objectives. Articulate SOTI’s key value propositions and differentiation to partners and customers in a compelling manner. Own the entire sales cycle from lead qualification, opportunity management, proposal development, to closing deals. • Relationship Management: Build and maintain trusted advisor relationships with key accounts, customer stakeholders, and executive sponsors. Establish productive, professional relationships with key personnel in assigned partner accounts. Collaborate with internal teams, including sales engineering, operations, and support, to ensure customer satisfaction and growth. • Account Management & Forecasting: Forecast, track, and report on key account metrics, sales progress, and performance to ensure alignment with business goals. Identify and expand opportunities within your assigned territory, driving sustained revenue growth. Work closely with the sales support team and other internal stakeholders to ensure the achievement of sales targets and strategic objectives. • Issue Resolution & Escalations: Proactively assist with high-severity requests or issue escalations, ensuring customer satisfaction and timely resolution of challenges. • Partner and Stakeholder Engagement: Coordinate the involvement of relevant company personnel, including support, service, and management resources, to meet partner performance objectives and expectations. Lead discussions and activities with partners to ensure alignment with company goals, including regular review meetings to assess performance. • Sales Performance & Reporting: Meet and exceed assigned targets for profitable sales volume and strategic objectives within your partner accounts and territory. Provide timely and accurate sales forecasts and performance reports to management, ensuring transparency and alignment on goals.

• Lead the strategy to improve brand and product visibility across major LLM-powered platforms and AI answer engines in the UK and US markets. • Identify high-value prompts, topics, and user intents where presence in AI-generated answers matters most. • Develop frameworks for optimising content to be discoverable, citable, and retrievable by LLMs. • Apply structured content, schema, entity optimisation, and knowledge graph principles to improve answer engine visibility. • Work closely with content, product, and marketing teams to ensure information is accurate, structured, and AI-friendly. • Leverage strong knowledge of traditional SEO (technical, on-page, and authority signals) to support broader discoverability. • Align LLM optimisation efforts with existing organic search strategies. • Lead and manage relationships with external SEO/AEO/AI optimisation agencies and consultants. • Set clear objectives, KPIs, and deliverables for partners and ensure high-quality execution. • Act as the internal subject matter expert, translating complex technical concepts into clear, actionable insights for non-technical stakeholders. • Define success metrics for LLM and answer engine visibility. • Set realistic, data-backed targets and roadmaps. • Track performance, test approaches, and iterate based on insights and emerging platform changes.

• Own and manage full-cycle recruiting for staff and consultant roles across the firm, often supporting multiple concurrent searches. • Build and maintain a pipeline of warm, engaged candidates aligned with BME’s mission, values, and evolving needs. • Partner closely with hiring managers to clarify role scope, success profiles, and timelines. • Draft and post job descriptions; manage sourcing strategies and outreach. • Conduct initial candidate screens and maintain ongoing candidate conversations. • Coordinate all interview logistics, including scheduling, communications, and feedback collection. • Ensure a high-quality, inclusive, and responsive candidate experience from first contact through offer. • Track and monitor recruiting metrics (e.g., time to hire, pipeline health) and refine processes as the firm grows. • Coordinate onboarding processes and materials to ensure new hires feel welcomed, informed, and set up for success. • Partner with leadership and managers to strengthen early employee experience and integration into teams and projects. • Gather feedback from new hires and hiring managers to continuously improve recruiting and onboarding practices. • Lead the refinement and ongoing support of BME’s performance management approach, with a focus on clarity, growth, and equity. • Support goal-setting, feedback, and review cycles (90-day, mid-year, and annual). • Develop tools, templates, and guidance to help managers deliver meaningful, consistent feedback. • Use insights from performance and engagement trends to inform talent development priorities. • Partner with the leadership to strengthen internal culture, connection, and engagement across a distributed team. • Support employee engagement surveys, feedback mechanisms, and follow-up actions. • Help design and support internal initiatives that reinforce BME’s values, collaboration, and sense of belonging. • Serve as an approachable and trusted partner for talent- and culture-related conversations. • Partner with leadership on talent strategy, workforce planning, and hiring prioritization. • Help the organization think proactively about internal talent growth, role evolution, and future hiring needs. • Continuously assess and improve talent systems to support a growing, mission-driven organization.