• Own and drive the integration of Native APIs and SDKs with third-party wallets, DEX aggregators, and DeFi partners. • Act as the primary coordinator throughout the integration lifecycle, from initial technical alignment and sandbox testing to mainnet launch. • Ensure partners clearly understand Native’s integration flows, constraints, and best practices. • Work with internal engineering teams to translate partner requirements into clear integration solutions and implementation plans. • Help standardize integration patterns, documentation, and onboarding processes for external partners. • Identify gaps or friction points in partner integrations and propose product or process improvements. • Serve as the main technical-facing representative for external engineering and product teams. • Proactively communicate with partners via Telegram, Discord, and async channels to unblock progress and align expectations. • Gather partner feedback and relay structured insights to internal product and engineering teams. • Maintain a working understanding of Native’s APIs (REST, WebSocket, gRPC) and how different partners consume them. • Assist in aligning Native’s API design with aggregator and wallet integration standards. • Take ownership of integration outcomes, ensuring integrations move from “in progress” to “live and stable in production.” • Track integration status, risks, and timelines, and coordinate internal resources when issues arise.

• Partner with the Sales team to lead custom product demonstrations based upon business process and workflow of existing customers • Support Special Projects for the Enterprise Sales Team, as the lead technical sales representative • Collaborate with stakeholders in R&D, Sales, and Onboarding on product roadmap strategy to scale customer acquisition and revenue activation for industries tied to sales projects • Enable new hires and internal teammates on the most up-to-date product functionality, industry insights, and talk track best practices. • Analyze and provide objective feedback for Account Executives if customers are compatible with the recommended product and/or features • Reposition customer objections by providing creative workflow solutions based upon deep knowledge of ServiceTitan’s software and the advantages of our product versus the competition • Create clear documentation and approach for delivery to the implementation team • Maintain and update industry-specific scripts for the internal team to use during demo’s • Respond to functional and technical elements of RFIs/RFPs • Be the subject matter expert on any product updates and/or releases to address any potential implications for business owners

• Proactively engage assigned dealer partners to schedule presentations, meetings, demos, and webinars. • Reactivate dormant or underperforming partners while proactively managing and growing the assigned book of business. • Drive net-new opportunity creation while supporting embedded and core business within partner accounts. • Serve as a trusted liaison between dealers, end users, and internal ACDI teams. • Travels to partners to support any engagements that will help grow sales (i.e., trade shows, sales training, etc.). • Lead onboarding, training, and ongoing development for new dealers and partners. • Deliver sales training, product education, demos, and best-practice guidance to increase partner effectiveness. • Coach partners on prospecting, discovery, solution positioning, and closing strategies. • Support pre-sales technical training engagements in collaboration with internal technical teams. • Plan, promote, and execute high-impact webinars, demos, and virtual events to drive pipeline and partner engagement. • Leverage webinars and marketing initiatives to increase awareness, adoption, and opportunity flow. • Support the collection of customer use cases, testimonials, and success stories from top-performing partners. • Maintain accurate leads, opportunities, quotes, orders, and pipelines within Zoho CRM. • Track, manage, and monitor incoming leads and prospects to drive net-new business. • Ensure current-month opportunities support accurate forecasting and increased close rates. • Regularly present performance metrics, goals, and progress to management. • Drive adoption of ACDI’s embedded and solutions within partner accounts. • Identify opportunities to expand usage through training, education, and consistent partner engagement. • Support partners in positioning embedded solutions as part of their standard offerings. • Travel to tradeshows, partner events, and regional engagements to support relationship-building and demand generation. • Represent ACDI professionally at industry events while expanding partner visibility and opportunity creation. • Follow up on event-driven leads and re-engage partners post-event to convert interest into pipeline. • Consistently meet or exceed assigned quotas and regional targets. • Practice effective time management across calls, meetings, travel, and training engagements.

Partner with Account Executives to drive complex, multi-stakeholder deals Provide technical expertise on Cloudinary’s product offering, consult to prescribe solutions, design, and determine solution fit Adapt Cloudinary’s technology to meet customers’ business case (Demo, POC, documentation) Conduct thorough product demonstrations and presentations to showcase our product and solution offerings Provide professional technical responses for RFIs and RFPs. Create relationships with key decision makers and serve as an external technical spokesperson. Be the trusted advisor and provide world-class customer service while serving as the technical spokesperson for Cloudinary Collaborate cross-functionally with Product, Marketing, and Sales to identify compelling Cloudinary use cases, influence product roadmap, technical content, and best practices. Work with the Account Management team to ensure handoff is executed smoothly as the prospect transitions into a customer.